Loading…

Flash Player 9 (or above) is needed to view presentations.
We have detected that you do not have it on your computer. To install it, go here.

Like this presentation? Why not share!

Accidental sales for be meeting 11.11.2010

on

  • 777 views

 

Statistics

Views

Total Views
777
Views on SlideShare
777
Embed Views
0

Actions

Likes
1
Downloads
12
Comments
0

0 Embeds 0

No embeds

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  •  
  • Just because you’ve done everything on your checklist doesn’t mean the buyer has done everything on theirs.There is not enough depth in the typical sales process for you to evaluate how you are progressing in the sale. It also allows too many opportunities for the prospect to become disconnected from the process – leaving you on the outside looking in.Why we hit the wall:They’re not a buyer (Dealing with an unqualified prospect)Needs poorly developedNo moneyNo authoritySales process problemOut of sync with the buyerUnstructured sales engagement (no plan of activities for advancing the sale)
  • The mature process:Designed to require prospect to self–examine and stay in contact with their painRequires continuous time commitment from the prospectResults in continuous qualification/validation of the dealGives the prospect a framework for conducting their evaluationGives the seller a framework for presenting their solution within the context of the buyer’s problem
  • While we are going through our traditional sales process our prospects are going through their own process to make a purchase.
  • This is a new view of the sales process that aligns better with the buying process.Advancement – what is each side doing to advance the deal? If sales process and buying process are in alignment and your solution is viable the buyer will be working as hard as the seller to advance the deal.Align and Reinforce steps are where most sales activity occurs. Activities may vary some from deal to deal. Examples:Discovery – detailed surveys with multiple staff. Walk-throughs.DemosPresentationsProposal iterationsCost justificationReferencesOffice Visits

Accidental sales for be meeting 11.11.2010 Accidental sales for be meeting 11.11.2010 Presentation Transcript

  • The Unintentional Salesperson
    Barry Thomason
    November 11, 2010
  • Agenda
    Not Magic, a Discipline
    What is Sales/What is Marketing
    Sales Process – Two Views
    Buying Process
    Combining Selling and Buying
    Principles
    Homework
    Resources
  • Acquiring a Customer
    Marketing
    Sales
    Customer
    Suspect
    Buyer
  • Typical Sales Process
    Initial Meeting
    Demo or Presentation
    Proposal
    Follow up calls
    Negotiate Agreement
  • MatureSales Process
    Background and Preparation
    Problem Definition/Solution Value
    Initial Demo or Presentation
    Estimate Presentation
    Discovery
    Targeted Demo(s)
    Final Proposal Presentation
    Follow-up Q & A Sessions
    Value Analysis/ROI
    Office Visit/Executive Meeting
    Facilitate Reference Checks
    Negotiate Agreement
  • The Buying Cycle
    Resolve
    Concerns
    Operations
    Commit
    Evaluate
    Recognition
  • Buyer
    Seller
    Continuous Marketing
    Nothing. Daily Operations
    Awareness
    Operations
    Educating the prospect
    Deciding to change
    Discover/Magnify
    Recognition
    Distinguishing our offer
    Trying to choose
    Align
    Evaluate
    Overcoming fear
    Resolve
    Concerns
    Providing proof
    Reinforce
    Working details
    Working details
    Commit
    Selected
  • Buyer
    Seller
    Continuous Marketing
    Nothing. Daily Operations
    Awareness
    Operations
    Educating the prospect
    Deciding to change
    Discover/Magnify
    Recognition
    Background and Preparation (D/A)
    Problem Definition/Solution Value (D/A)
    Initial Demo or Presentation (D/A)
    Estimate Presentation (D/A)
    Discovery (A)
    Targeted Demo(s) (A)
    Final Proposal Presentation (A)
    Follow-up Q & A Sessions (A)
    Value Analysis/ROI (R)
    Office Visit/Executive Meeting (R)
    Facilitate Reference Checks (R)
    Negotiate Agreement (S)
    Distinguishing our offer
    Trying to decide
    Align
    Evaluate
    Overcoming fear
    Resolve
    Concerns
    Providing proof
    Reinforce
    Working details
    Working details
    Commit
    Selected
  • Tips/Principles
    Liar, Liar, Pants on Fire!
    Set the rules
    Slow down
    Who’s side are you on?
    Add value
    “You’re Fired”
    “Telling ain’t selling”
    Own it
    Price
    Closing
  • Homework
    Document your current sales process. Are you asking the prospect to invest time with you in activities that will give you the opportunity to present your company and your offer as the best solution?
    Make a list of 4-5 go-to questions that you always ask that will get the prospect to talk about their problem(s)/opportunities and why they are worth solving/pursuing.
    Identify a potential champion inside each target opportunity. Ask them to help you.
  • Resources
    • SPIN Selling – Neil Rackham
    • Major Account Sales Strategy – Neil Rackham
    • Strategic Selling – Robert Miller, Stephen Heiman, Tad Tuleja
    • Questions That Sell - Paul Cherry
    • Selling the Invisible – Harry Beckwith
    • Positioning – Al Ries, Jack Trout
    • Harvard Business Review – Articles
    • Newsletters, Tips, Formal Training
    • www.huthwaite.com
    • www.millerheiman.com