TACE 2014
Mary Z. Afuso, Del Mar College
Konley Kelley, Richland College, DCCCD
B2B
Sales
The Heart
of Contact
Training
TACE, 2008
The Sales Call: Behind the Door
Objectives of the Session
 Define B2B vs. Retail
 Identify Key Decision
Maker...
TACE, 2008
The Sales Call: Behind the Door
What is the Difference?
:
TACE, 2008
The Sales Call: Behind the Door
B-2-B
 Customer knows problem, not
solution
 Customer Spending someone else’s...
TACE, 2008
The Sales Call: Behind the Door
RETAIL
 Customer Knows problem AND
solution
 Customer MAY be spending their o...
TACE, 2008
The Sales Call: Behind the Door
Decision Makers
 Have power to say yes
 Have power to direct others to follow...
TACE, 2008
The Sales Call: Behind the Door
Questions to Uncover DM
 Who else do we need to involve in this
process?
 Wha...
TACE, 2008
The Sales Call: Behind the Door
3 Stages of Growth
Expanding Declining Even Keel
TACE, 2008
The Sales Call: Behind the Door
Where Sales Happen
Expanding Declining
TACE, 2008
The Sales Call: Behind the Door
Questions to Uncover Growth
 What’s the big thing in
your industry now?
 What...
TACE, 2008
The Sales Call: Behind the Door
Sales Role Play –
 Break into small groups of 3-4
 Decide who will be prospec...
TACE, 2008
The Sales Call: Behind the Door
Recorder Observations
 Establish rapport with the client?
 Listen 80 percent ...
TACE, 2008
The Sales Call: Behind the Door
Resources
 LinkedIn
 Salesforce.com
 Sellingpower.com
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Kon mary tace 2014

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Kon mary tace 2014

  1. 1. TACE 2014 Mary Z. Afuso, Del Mar College Konley Kelley, Richland College, DCCCD B2B Sales The Heart of Contact Training
  2. 2. TACE, 2008 The Sales Call: Behind the Door Objectives of the Session  Define B2B vs. Retail  Identify Key Decision Makers  Explain 3 Stages of Growth – and which two are “ripe” for selling  Practice
  3. 3. TACE, 2008 The Sales Call: Behind the Door What is the Difference? :
  4. 4. TACE, 2008 The Sales Call: Behind the Door B-2-B  Customer knows problem, not solution  Customer Spending someone else’s money  Customer needs Consulting  Most Contract Training
  5. 5. TACE, 2008 The Sales Call: Behind the Door RETAIL  Customer Knows problem AND solution  Customer MAY be spending their own money  Customer needs Service  Most Open Enrollment
  6. 6. TACE, 2008 The Sales Call: Behind the Door Decision Makers  Have power to say yes  Have power to direct others to follow you  May be at any level
  7. 7. TACE, 2008 The Sales Call: Behind the Door Questions to Uncover DM  Who else do we need to involve in this process?  What will their role be?  Who else will be affected by this solution?  Can we get this on the schedule today?  Do you prefer to work off a training agreement or a PO?
  8. 8. TACE, 2008 The Sales Call: Behind the Door 3 Stages of Growth Expanding Declining Even Keel
  9. 9. TACE, 2008 The Sales Call: Behind the Door Where Sales Happen Expanding Declining
  10. 10. TACE, 2008 The Sales Call: Behind the Door Questions to Uncover Growth  What’s the big thing in your industry now?  What needs to happen to be ready?  How are you positioned vis-à-vis your competitors?  What keeps you up at night?  What are the correlating workforce challenges?  What’s the big thing in your company now?
  11. 11. TACE, 2008 The Sales Call: Behind the Door Sales Role Play –  Break into small groups of 3-4  Decide who will be prospect, CT rep, recorder/timekeeper.  Prospect and CT rep will each have a scenario card with company profile and challenges (training needs)  Prospect will have another card he cannot show group  Ten minute sales meeting  Five Number off / musical chairs  minutes for recorder to provide feedback  Groups switch cards and roles – go again  Large group discussion Did you sell something? What was hard? What didn’t work? What would you have done differently next time?
  12. 12. TACE, 2008 The Sales Call: Behind the Door Recorder Observations  Establish rapport with the client?  Listen 80 percent of the time and talk 20 percent of the time?  Ask Decision Maker Questions?  Ask Growth Questions?  Ask Training Specific Questions?  Establish credibility and confidence with the client?  Link the benefits of working with the college to the company’s needs?  Recap understanding of training need?  Ask for a timeline?  Ask about a training budget?  Set an action plan for follow-up?  Get a class scheduled? Did the CT Rep…
  13. 13. TACE, 2008 The Sales Call: Behind the Door Resources  LinkedIn  Salesforce.com  Sellingpower.com
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