SUCCESSFUL SELLING ESAPL  E   S   A                       eric@esapl.net
SUMMARY•This is a short extract from ESAPL’s Successful Selling.•Deliverable remotely or on site.•More Information contact...
SUCCESSFUL SELLING ESAPLUse of acronyms, adages and other terms                BODMAS                 SWOT               N...
Enterprise Software Agility (ESA) is an Enterprise Solutionscompany driven by 40 plus years of experience. With its strong...
SUCCESSFUL SELLING ESAPLQUESTIONSBACKGROUNDSTRATEGY >>TACTICSLEAD SOURCINGPROSPECT PROFILINGOPPORTUINTY QUALIFICATION & FO...
SUCCESSFUL SELLING ESAPLCONTROLMANAGING THE SALES CYCLEMANAGING NEGOTIATIONSHANDLING OBJECTIONSCRM & MANAGING RELATIONSHIP...
SUCCESSFUL SELLING                 ESAPLACCOUNT MANAGEMENT, REPORTING AND MISTEAM SELLING, ASSIGNING RESOURCES AND COLLABO...
SUCCESSFUL SELLING ESAPLPERSONAL DEVELOPMENT, KNOWLEDGE ENHANCEMENT AND GROWTHCASE STUDIES AND WORKSHOPSUMMARY – Q & AINTR...
SUCCESSFUL SELLING ESAPL
If you tell the truth, you donthave to remember anything.Mark Twain
SUCCESSFUL SELLING ESAPLBackground                 NEXT SLIDE
SCOPE OF COMPETENCE SYSTEMS SOFTWARE, APPLICATION SOFTWARE,-COMMUNICATIONS-DATABASE MANAGEMENT SYSTEMS-CONTRACT PROGRAMMIN...
SUCCESSFUL SELLING         ESAPLSTRATEGIC >> TACTICAL
Strategy without tactics is the slowestroute to victory. Tactics without strategy is          the noise before defeat.    ...
SUCCESSFUL SELLING ESAPLStrategy, a word of military origin, refers to aplan of action designed to achieve aparticular goa...
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SELLING ESAPL
Lead Generation    By failing to  prepare, you are preparing to fail.Benjamin Franklin
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SELLING ESAPL
*Never neglect your client           database*Separate The Buyer From The Tyre              Kicker
SUCCESSFUL SELLING ESAPLPROFILE YOUR TARGET ACCOUNT1. What do they do? >>2. Who does what?>>>>>>>>>>>>3. Current business ...
SUCCESSFUL QUALIFYING ESAPLPROSPECTWe have established Profile toQUALIFYWe now need detailed qualification to applyRESOURC...
Dick Shepherd
SUCCESSFUL SELLING ESAPLQualifying
WHAT DO I HAVE TODO TO GET  YOURBUSINESS? Dick Shepherd
PROCESSES TO AGREE WITH PROSPECT
SUCCESSFUL SALES CYCLE RESOURCING ESAPL    PROCESSES TO AGREE WITH PROSPECT                1 NEED
SUCCESSFUL SALES CYCLE RESOURCING ESAPL    PROCESSES TO AGREE WITH PROSPECT                1 NEED
SUCCESSFUL SELLING ESAPL    2 UNIQUES
SUCCESSFUL SELLING ESAPL   3 TIMESCALES
SUCCESSFUL SELLING ESAPL       4. CASH
SUCCESSFUL SELLING ESAPL   4 AUTHORITY
SUCCESSFUL SELLING ESAPL      6. SERVICES
SUCCESSFUL SELLING ESAPL   7 ALTERNATIVES
SUCCESSFUL SALES CYCLE RESOURCING ESAPL                  PROCESSES TO AGREE WITH PROSPECT1. NEED       >>>>>>2. UNIQUES   ...
SUCCESSFUL SELLING ESAPL    And Sales CycleManagement
SUCCESSFUL SELLING ESAPL               THE SALES CYCLEThe sales cycle is the sequence of phases that atypical customer goe...
SUCCESSFUL SELLING ESAPL       THE SALES CYCLE                  SEQUENCE                  OF PHASES BUYING                ...
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SALES CYCLE MANAGEMENT ESAPL                                ALL PROSPECTS                                      ...
What’s Coming UpWhat is SWOTSWOT OverviewLinks with StrategyStrengthsWeaknessesOpportunitiesThreatsExamplesAfter your SWOT
In business,              you dontChester L.   get what you Karrass     deserve, you             get what you             ...
SUCCESSFUL SELLING ESAPLManaging Negotiations
“The person who is afraid to risk failure  rarely has to worryabout facing success.”
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SELLING ESAPL             "If you are not           taking care of your             customer, your            c...
SUCCESSFUL SELLING ESAPL
What Does CRM Do?                               Acquire                               CRM                 Extend          ...
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SELLING ESAPL
SUCCESSFUL SELLING ESAPL          Always be closing  “Always be closing...That doesn’t mean you’re always closing the deal...
HUNTERS V FARMERS•HUNTER – NEW SALES•FARMER – ACCOUNT DEVELOPMENT•DIFFERENT BREEDS                      S   HUNTER        ...
PERSONALDEVELOPMENT KNOWLEDGEENHANCEMENT AND GROWTH
IT’S NOT MAGIC!
SUCCESSFUL SELLING ESAPL
Sucessful selling precis
Sucessful selling precis
Sucessful selling precis
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Successful Solutions Selling

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  • Used selectively I find most of these acronyms and clichés useful strategically, tactically and at any time you find myself looking for a next step. Some people regard themselves above all this so let’s discuss just take it as you find it.
  • This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies.  What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.   
  • This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies.  What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.   
  • This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies.  What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.   
  • This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies.  What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.   
  • All things being equal, integrity, honesty, work ethic, cooperation, family and private life.This is why I get out of bed each day.Use these qualities to make money. Don’t abandon them to make money.
  • Let’s look at what the selling environment was when I started. This will indicate how easy you ladies and gentlemen have it today
  • Now let’s move on to strategy and tactics.Do we understand what we mean by these terms?Strategy, a word of military origin, refers to a plan of action designed to achieve a particular goal. In military usage strategy is distinct from tactics, which are concerned with the conduct of an engagement, while strategy is concerned with how different engagements are linked.
  • Strategy, a word of military origin, refers to a plan of action designed to achieve a particular goal. In military usage strategy is distinct from tactics, which are concerned with the conduct of an engagement, while strategy is concerned with how different engagements are linked.
  • Let’s discuss lead generation.We will go round the room asking how you get your leads.
  • The first objective is fairly straight forward but probably incompatible with the second.One way my last company tried was to 1 install a CRM system but deployed it for the wrong reasons.Remember we are talking complex Enterprise solutionsSupport renewal via Support on CRMCRM became a Sales delay activityCRM took away local (sales ownership) CR went out the windowCRM was used randomly for unlinked transactionsMajor benefits of full cycle were not used.2. Channels taken over by direct and vice versa ad nausea3. Product selling was introduced CRM v Direct v Support v Channel v Product SalesforceThe Process takes over the Strategy and Tactical ExectutionAny other examples?
  • Sucessful selling precis

    1. 1. SUCCESSFUL SELLING ESAPL E S A eric@esapl.net
    2. 2. SUMMARY•This is a short extract from ESAPL’s Successful Selling.•Deliverable remotely or on site.•More Information contact info@esapl.net
    3. 3. SUCCESSFUL SELLING ESAPLUse of acronyms, adages and other terms BODMAS SWOT NUTCASES ABCD 4P PQRS AIDA ‘HOW MUCH AND WHEN’ KISS etc
    4. 4. Enterprise Software Agility (ESA) is an Enterprise Solutionscompany driven by 40 plus years of experience. With its strongPresence in Europe, Middle East, Asia Pacific and UK theCompany is primarily concerned with prolonging the installedlife of Enterprise Systems through tuning, reimplemetationand smooth cost effective upgrades. The addition of extendedsolutions further maintains ROI and continually reduces TCO.http://www.esapl.net
    5. 5. SUCCESSFUL SELLING ESAPLQUESTIONSBACKGROUNDSTRATEGY >>TACTICSLEAD SOURCINGPROSPECT PROFILINGOPPORTUINTY QUALIFICATION & FORECASTINGINTRODUCTION
    6. 6. SUCCESSFUL SELLING ESAPLCONTROLMANAGING THE SALES CYCLEMANAGING NEGOTIATIONSHANDLING OBJECTIONSCRM & MANAGING RELATIONSHIPSINTRODUCTION
    7. 7. SUCCESSFUL SELLING ESAPLACCOUNT MANAGEMENT, REPORTING AND MISTEAM SELLING, ASSIGNING RESOURCES AND COLLABORATIVE SELLINGDEAL CLOSINGACCOUNT DEVELOPMENT (FARMING)INTRODUCTION
    8. 8. SUCCESSFUL SELLING ESAPLPERSONAL DEVELOPMENT, KNOWLEDGE ENHANCEMENT AND GROWTHCASE STUDIES AND WORKSHOPSUMMARY – Q & AINTRODUCTION
    9. 9. SUCCESSFUL SELLING ESAPL
    10. 10. If you tell the truth, you donthave to remember anything.Mark Twain
    11. 11. SUCCESSFUL SELLING ESAPLBackground NEXT SLIDE
    12. 12. SCOPE OF COMPETENCE SYSTEMS SOFTWARE, APPLICATION SOFTWARE,-COMMUNICATIONS-DATABASE MANAGEMENT SYSTEMS-CONTRACT PROGRAMMING-EDUCATION CONSULTANCY-PROJECT MANAGEMENT-MINI / MAINFRAME HARDWARE, SYSTEMS-INTEGRATION of ENTERPRISE RESOURCE PLANNING APPLICATIONS-ENTERPRISE SOLUTIONS-ERP, EAM, SCM, WMS, FMS, CPM
    13. 13. SUCCESSFUL SELLING ESAPLSTRATEGIC >> TACTICAL
    14. 14. Strategy without tactics is the slowestroute to victory. Tactics without strategy is the noise before defeat. Sun Tzu
    15. 15. SUCCESSFUL SELLING ESAPLStrategy, a word of military origin, refers to aplan of action designed to achieve aparticular goal. In military usage strategy isdistinct from tactics, which are concernedwith the conduct of an engagement, whilestrategy is concerned with how differentengagements are linked.Wikipedia
    16. 16. SUCCESSFUL SELLING ESAPL
    17. 17. SUCCESSFUL SELLING ESAPL
    18. 18. Lead Generation By failing to prepare, you are preparing to fail.Benjamin Franklin
    19. 19. SUCCESSFUL SELLING ESAPL
    20. 20. SUCCESSFUL SELLING ESAPL
    21. 21. SUCCESSFUL SELLING ESAPL
    22. 22. SUCCESSFUL SELLING ESAPL
    23. 23. *Never neglect your client database*Separate The Buyer From The Tyre Kicker
    24. 24. SUCCESSFUL SELLING ESAPLPROFILE YOUR TARGET ACCOUNT1. What do they do? >>2. Who does what?>>>>>>>>>>>>3. Current business process>>>>>>>>>>>4. Pain>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>5. Financials>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>6. Prop0sed Answers>>>>>>>>>>>>>>>>>>>
    25. 25. SUCCESSFUL QUALIFYING ESAPLPROSPECTWe have established Profile toQUALIFYWe now need detailed qualification to applyRESOURCEtoSELL
    26. 26. Dick Shepherd
    27. 27. SUCCESSFUL SELLING ESAPLQualifying
    28. 28. WHAT DO I HAVE TODO TO GET YOURBUSINESS? Dick Shepherd
    29. 29. PROCESSES TO AGREE WITH PROSPECT
    30. 30. SUCCESSFUL SALES CYCLE RESOURCING ESAPL PROCESSES TO AGREE WITH PROSPECT 1 NEED
    31. 31. SUCCESSFUL SALES CYCLE RESOURCING ESAPL PROCESSES TO AGREE WITH PROSPECT 1 NEED
    32. 32. SUCCESSFUL SELLING ESAPL 2 UNIQUES
    33. 33. SUCCESSFUL SELLING ESAPL 3 TIMESCALES
    34. 34. SUCCESSFUL SELLING ESAPL 4. CASH
    35. 35. SUCCESSFUL SELLING ESAPL 4 AUTHORITY
    36. 36. SUCCESSFUL SELLING ESAPL 6. SERVICES
    37. 37. SUCCESSFUL SELLING ESAPL 7 ALTERNATIVES
    38. 38. SUCCESSFUL SALES CYCLE RESOURCING ESAPL PROCESSES TO AGREE WITH PROSPECT1. NEED >>>>>>2. UNIQUES >>>>>>>>>>>>>3. TIMESCALES >>>>>>>4. CASH >>>>>>>>>>>>>>5. AUTHORITY >>>>>>6. SERVICES >>>>>>>>>>>>>>7. ALTERNATIVES>>>8. SOLUTION >>>>
    39. 39. SUCCESSFUL SELLING ESAPL And Sales CycleManagement
    40. 40. SUCCESSFUL SELLING ESAPL THE SALES CYCLEThe sales cycle is the sequence of phases that atypical customer goes through when decidingto buy something. As a rule, the sales cycle isdescribed from the customers perspective.The first phase of the sales cycle may be eitherthe customers perception of a product, or aperception of a need that the product mightsatisfy. The following steps include researchand evaluation; the last step is the customersdecision to purchase the product.
    41. 41. SUCCESSFUL SELLING ESAPL THE SALES CYCLE SEQUENCE OF PHASES BUYING DESCRIBED FROM THE CUSTOMER’SDECISION. PERSPECTIVE PERCEPTION RESEARCH OF PRODUCT AND OR ITS EVALUATION BENEFIT TO HIM
    42. 42. SUCCESSFUL SELLING ESAPL
    43. 43. SUCCESSFUL SELLING ESAPL
    44. 44. SUCCESSFUL SALES CYCLE MANAGEMENT ESAPL ALL PROSPECTS PROSPECT ABC CDE EFG HIJ KLMNEED FULLY AGREED 1 1 1 1UNIQUES ESTABLISHED = YOUR OFFER DIFFERENTIATED 1 1 1 1FULL TIMESCALES ESTABLISHED 1 1 1 1BUDGET CLEARED 1 1 1 1APPROVAL GAINED 1 1 1 1IMPLEMENTATION SERVICES AGREED 1 1 1ALTERNATIVES KNOWN AND ELIMINATED 1 1 1SOLUTION AGREED 1 1 GUIDANCE TO CLOSING CHANCES 100% 50% 75% 38% 88%
    45. 45. What’s Coming UpWhat is SWOTSWOT OverviewLinks with StrategyStrengthsWeaknessesOpportunitiesThreatsExamplesAfter your SWOT
    46. 46. In business, you dontChester L. get what you Karrass deserve, you get what you negotiate.
    47. 47. SUCCESSFUL SELLING ESAPLManaging Negotiations
    48. 48. “The person who is afraid to risk failure rarely has to worryabout facing success.”
    49. 49. SUCCESSFUL SELLING ESAPL
    50. 50. SUCCESSFUL SELLING ESAPL
    51. 51. SUCCESSFUL SELLING ESAPL "If you are not taking care of your customer, your competitor will." Bob Hooey
    52. 52. SUCCESSFUL SELLING ESAPL
    53. 53. What Does CRM Do? Acquire CRM Extend Retain Growth CRM provides one transparent, holistic view of each customer in real time while streamlining all processes and opportunities.
    54. 54. SUCCESSFUL SELLING ESAPL
    55. 55. SUCCESSFUL SELLING ESAPL
    56. 56. SUCCESSFUL SELLING ESAPL
    57. 57. SUCCESSFUL SELLING ESAPL Always be closing “Always be closing...That doesn’t mean you’re always closing the deal,but it does mean that you need to be - Shane Gibsonalways closing on the next step in the process.”
    58. 58. HUNTERS V FARMERS•HUNTER – NEW SALES•FARMER – ACCOUNT DEVELOPMENT•DIFFERENT BREEDS S HUNTER REMEMBER P Q R S ? P R HUNTER FARMER Q HUNTER FARMERS NEED STRONG SALES CYCLE MANAGEMENT ASSISTANCE.
    59. 59. PERSONALDEVELOPMENT KNOWLEDGEENHANCEMENT AND GROWTH
    60. 60. IT’S NOT MAGIC!
    61. 61. SUCCESSFUL SELLING ESAPL

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