Selling Oracle Services Professionally & Effectively

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Selling Oracle Services Professionally & Effectively

  1. 1. 1www.wall.sandler.com Andrew Wall Sandler Training Selling Oracle Services Professionally & Effectively
  2. 2. | www.glennon.sandler.com www.wall.sandler.com Sales Challenges • Frustrated with long sales cycles • Disappointed that we are not getting to the decision maker • Concerned we don’t have a systematic way of qualifying “good prospects” from “tire kickers” • Upset at all the time and energy invested with people who don’t buy from us • Angry that companies took our intelligence and implemented the solution themselves • Confused why our happy clients are not providing more referrals 2
  3. 3. | www.glennon.sandler.com www.wall.sandler.com Your System 1. Find Somebody 2. Face to Face Meeting 3. Homework 4. Presentation 5. Follow Up • Closing Ratio? • Invested Time with Prospects? 3
  4. 4. | www.glennon.sandler.com www.wall.sandler.com Cost of Closing Ratio 1. Out of 10 presentations that you made, how many did you want to become clients? ___ 2. Out of 10 presentations that you made, how many did become clients? _______ 3. The difference is? _________% 4. What is the average annual value of a new client/customer? $_________ 5. How many presentations do you do a year? ______ 6. Annual cost of closing ratio: $__________ (#3 * #5 * #4 = annual cost of closing ratio) 4
  5. 5. | www.glennon.sandler.com www.wall.sandler.com Invested Time with Prospects 1. Out of 10 prospects _____ become clients 2. Therefore, out of 10 prospects _____do not become clients = ___% 3. Time spent per prospect = _____ hours 4. Number of quotes per year ______ multiplied by the % of those who did not become clients = _______ 5. #3 x #4 = ______ hours per year 6. #5 divided by hours worked per week =____ weeks 5
  6. 6. | www.glennon.sandler.com www.wall.sandler.com Buyers Have Changed • Decisions have gotten higher • Prospects are more educated • Prospects are still wary 1. Lie 2. Steal - Unpaid Consulting 3. Lie Again 4. Hide Who taught them this system? 6
  7. 7. | www.glennon.sandler.com www.wall.sandler.com Sandler System  Pattern Interrupt • 30 second commercial • D.I.S.C. • Communication Pie • OK or not OK • Transactional Analysis • V.A.K.  Ground Rules  Pain: A prospect’s personal emotional set of reasons for change  Investment • Time, Energy, Money  Decision Making Process 7
  8. 8. | www.glennon.sandler.com www.wall.sandler.com Sandler System  Fulfillment  Post Sell • Buyer’s Remorse • Deal with Current Provider • Competitive Threat • Major Account Planning • Referrals 8
  9. 9. | www.glennon.sandler.com www.wall.sandler.com B-A-T 9
  10. 10. | www.glennon.sandler.com www.wall.sandler.com Thank you for inviting us 10

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