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Winning Sales and Influencing Decision Makers Presentation by 678 Partners

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Courtesy of Tim McDonald, Idea Chef and I (Network Sommelier) of 678 Partners got an opportunity to present at the wonderful Lake County Social Networking last week. Sometimes building a relationship ...

Courtesy of Tim McDonald, Idea Chef and I (Network Sommelier) of 678 Partners got an opportunity to present at the wonderful Lake County Social Networking last week. Sometimes building a relationship is more important than making a pitch. But how do you make the decision to pitch or not to pitch?Solving real business problems also help you leave a lasting impression. We also briefly discussed how to make a rainmaker network. A copy of the presentation will be included on my LinkedIn Slideshare as well.

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Winning Sales and Influencing Decision Makers Presentation by 678 Partners Winning Sales and Influencing Decision Makers Presentation by 678 Partners Presentation Transcript

  • Winning Sales and Influencing Buyers
    Lake County Social Networking
    May 10th 2011
  • Discussion topics
    Don’t blame the sales department
    The sales process
    Solving business problems – “the right business problems”
    Lessons about disqualification
    The concept of silver bullet – how to destroy relationships
    The Rainmaker Network
    Next steps?
  • First thing that comes to your mind when you think of sales people?
  • Combat squad?
  • Convince (and not kill) the customer?
  • Used car sales guy?
  • Case study 1
    Don’t blame the sales department
  • Someone’s shopping list
  • Small problem, since you only sell ..
  • Don’t see champagne on the list …
    Order of
    Importance
    Budget
    Approved
  • Well …. Let’s add it in
    Order of
    Importance
    Budget
    Approved
    Champagne
  • Case Study 1 – Some important questions
    Customer drink champagne? (yes/no)
    Customer in the mood for champagne? (yes/no)
    Customer even like any type of champagne? (yes/no)
    Customer need to check with other spouse before buying the champagne? (yes/no)
    Customer afford to purchase champagne? (yes/no)
  • The Sales Process
  • Case Study 1 – Problems You Solve?
    Customer drink champagne? (yes/no)
    Customer in the mood for champagne? (yes/no)
    Customer even like any type of champagne? (yes/no)
    Customer need to check with other spouse before buying the champagne? (yes/no)
    Customer afford to purchase champagne? (yes/no)
    Problems you solve?
    Budget?
    Decision Maker?
  • If you are not solving the customer problem
  • And stop …
    Overcoming objections
    Assuming they need champagne
    Now
    Or in the future
    Assuming they should want champagne
    Questioning why they never tried champagne
    How champagne could change their life
    Anything that sounds remotely cheesy and a total waste of their time!
  • Case Study 1 – What about budget?
    Customer drink champagne? (yes/no)
    Customer in the mood for champagne? (yes/no)
    Customer even like any type of champagne? (yes/no)
    Customer need to check with other spouse before buying the champagne? (yes/no)
    Customer afford to purchase champagne? (yes/no)
    Problems you solve?
    Budget?
    Decision Maker?
  • Case Study 1 – Decision Maker?
    Customer drink champagne? (yes/no)
    Customer in the mood for champagne? (yes/no)
    Customer even like any type of champagne? (yes/no)
    Customer need to check with other spouse before buying the champagne? (yes/no)
    Customer afford to purchase champagne? (yes/no)
    Problems you solve?
    Budget?
    Decision Maker?
  • Some initial findings about your customer
    Sales process decision making components
    Decision making, where, when, how, why in the buying process
    Has the budget for your product/service?
    Has the problems you solve?
    Finding out more about why your customer drinks champagne
    When do they drink champagne(if at all)?
    How would they drink it?
    Who would they know that might drink champagne?
    Where would they drink it (and why?)
  • Case Study 2
    What are some the top 10 priorities of small business in general?
  • Case Study 2
    Winning new sales
    Improving marketing
    Talent acquisition
    Profit margin improvement
    Customer satisfaction
    Your widget/offering
    Manufacturing process
  • Case Study 2
    Winning new sales
    Improving marketing
    Talent acquisition
    Profit margin improvement
    Customer satisfaction
    Your widget/offering
    Manufacturing process
    Budget
    Approval
  • Case Study 2
    Winning new sales
    Improving marketing
    Talent acquisition
    Profit margin improvement
    Customer satisfaction
    Your widget/offering
    Manufacturing process
    Budget
    Approval
    Order
    Of
    Importance
  • Case Study 2
    Winning new sales
    Improving marketing
    Talent acquisition
    Profit margin improvement
    Customer satisfaction
    Your widget/offering
    Manufacturing process
    Budget
    Approval
    Order
    Of
    Importance
    Didn’t make
    the cut
  • Why dis-qualification is important
    Watching the master at work
  • Why dis-qualification is important
  • Best problem solver ever
    LT. COLUMBO photo courtesy of ABC TV
  • Silver Bullet Concept
    • How to destroy relationships without
    knowing you are doing so
    Silver Bullet Concept
  • To pitch or not to pitch?
    Typical Sales Person
    Prospect
    Pitch your widget/service
  • To pitch or not to pitch?
    Typical Sales Person
    Prospect
    Pitch your widget/service
    33%
    No Sale
  • To pitch or not to pitch?
    Typical Sales Person
    Prospect
    Pitch your widget/service
    33%
    No Sale
    Wrong time
    Don’t have budget
    Shopping for info
    Don’t need your widget/service
  • To pitch or not to pitch?
    Typical Sales Person
    Prospect
    Pitch your widget/service
    33%
    33%
    50/50
    Chance
    No Sale
    Wrong time
    Don’t have budget
    Shopping for info
    Don’t need your widget/service
  • To pitch or not to pitch?
    Typical Sales Person
    Prospect
    Pitch your widget/service
    33%
    33%
    50/50
    Chance
    No Sale
    Wrong time
    Don’t have budget
    Shopping for info
    Don’t need your widget/service
    RFP process
    Reduce price
    Compete with other vendors
    Can’t differentiate you
  • To pitch or not to pitch?
    Rainmaker Process
    Prospect
    Understand your prospect
    33%
    33%
    33%
    50/50
    Chance
    No Sale
    Sale
    Wrong time
    Don’t have budget
    Shopping for info
    Don’t need your widget/service
    RFP process
    Reduce price
    Compete with other vendors
    Can’t differentiate you
  • To pitch or not to pitch?
    Rainmaker Process
    Prospect
    Budget process
    Problem solving
    Right decision maker
    Understand your prospect
    33%
    33%
    33%
    50/50
    Chance
    No Sale
    Sale
    Wrong time
    Don’t have budget
    Shopping for info
    Don’t need your widget/service
    RFP process
    Reduce price
    Compete with other vendors
    Can’t differentiate you
  • Your Typical Network of professionals
    Connectors
    <3%
    A
    ~77%
    B
    Still needs work
    No use
    C
    ~20%
  • Rainmaker Network
    Increase
    Connectors
    >40%
    A
    ~57%
    B
    Still needs work
    Decrease
    No use
    C
    <3%
  • Next Steps?
    Solve real business problems for customers
    Make sure your entire network knows
    What problems you solve
    How you solve them
    When to contact you
    Always be a resource for your prospects and your network
    Become a niche specialist
  • What we talked about
    Don’t blame the sales department
    The sales process
    Solving business problems – “the right business problems”
    Lessons about disqualification
    The concept of silver bullet – how to destroy relationships
    Rainmaker Network
    Next steps?
  • Can we be of help?
    • Parissa Behnia (Idea Chef)
    • 312-208-7329
    Amir Rafizadeh (Network Sommelier)
    312-725-3635