Presentation done for the first VSP meeting on October 16th 2012

1. There’s never been a better time to sell
richard.hoy@compasspeak.com
Creating Sales, Generating Business

2. Agenda
1. Professional Selling
2. The Sales Call
3. The Sales Model
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3. 2009 2012
 The year of the COO  The year of the CFO
 Big ideas  Measurable results
 Projects  Execution
 Teams  Costs
 Employee engagement  Staff
 Budgets  ROI
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4. It just got easier
 The money is all in one place
 It is easy to liberate
 Decisions are quick
 There is a new problem
 I’m not worthy
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5. The Golden Bullet
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6. The Sales Paradigms
 Right V Reasonable
 Sales People are Born
 Great ideas and products sell themselves
 My product has a long sales cycle
 With a little bit of luck…..
 People Like me, people buy from people they
like
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7. The Well of Despair
PERFORMANCE
EXECUTION
REJECTION
DENIAL PLANNING
BLAME
OWNERSHIP
DESPAIR
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8. Whether you think you can or you think you
can’t ……..
You are PROBABLY RIGHT!
Henry Ford
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9. The Alarming Truth
9 You get what you deserve

10. 10

11. Selling fomula
ACTIVITY X FOCUS X SKILLS
= RESULT
X COURAGE X LUCK

12. ALERT Selling – The sales Call

13. The secret of selling
Be Brilliant
 The customer wants
you to be great
 Most people are boring
 Customers like to talk
 Know why you are
meeting
 Ask for the business
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14. The Opening -Agenda
 Why are you there?
 What do you want?
 What should happen
 Their Role
 NEVER……………..
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15. Listen to your customer
What?
Where?
How?
Why?
Start with a big
question
15 When?

16. Features don’t matter!
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17. Business Challenges – Common Pains
Increase
revenues Cash Burn
Long sales Weak Business
Cycles Funnel
Decrease Increase
costs productivity
Poor Sales
Performance Scheduling
inefficiencies
Weak business Low customer
Poor Sales
undermines satisfaction
Skills
credibility
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18. Where should we be?
Productivity
Profitability
Customer Intimacy
Cost Management
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19. Prospect Qualification - Evaluate
 SOLUTION
 COMPETITION
 ORIGINALITY
 TIMESCALES
 SIZE
 MONEY
 AUTHORITY
 NEED

20. Return on Investment
Gain
Access
Discovery
Business Statement of Technical
Evaluation Work Evaluation
Letter of Intent
Proposal
Contract
Invoice
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21. Transaction
 Summarize
 Never say summary
 The key message
 Ask for something
 Enjoy the Moment
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22. Sales Process
 Agenda
 Listen
 Explore/Examine/Evaluate
 ROI
 Transaction
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23. The Sales Model
Life is change. Growth is optional.

24. Sales minimum standards
 Every account must have an account plan
 Every opportunity we want to win will be reviewed
weekly.
 Operations and Marketing contribute.
 Every account must be exposed to the entirety of the
business
 Lose the deal you didn’t
deserve it - do the work
 If you are not needed get
out of the way

25. Where will we play?
 Specific Desirable Markets
 Named and Targeted Accounts
 Wafer, chunk, lump, lot
 Extending our core capability
 Infill sales to drive up utilization

26. What will we sell?
 One Vision
 Business Outcomes
 Predictability
 Road map
 Collaboration
 Continuous Improvement

27. Hygiene Factors
• Professionalism
• Prudence
• Courage
• Proactivity
• Do the right thing
• No Graffiti
• Ask for the Business
• Be a leader

28. Thank you
richard.hoy@compasspeak.com