O365 Secrets To Sales Success


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What is the Secret to Sales Success with O365? Trigger demand for the service by asking 7 Killer Questions. Sell to early adopters who are open to change and are consumers of Web services. But the real opportunity lies in reaching out to the dissatisfied.

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O365 Secrets To Sales Success

  1. 1. Goal: Help your SOHO & SMB Customers Ride the Wave 2
  2. 2. Stop them drowning in a seaof confusion and uncertainty
  3. 3. 1 People buy from people they like & trust2 Create trust using diagnostic questions3 You must trigger the real buying drivers
  4. 4. Trusted Advisor relationship
  5. 5. Diagnose the problem
  6. 6. Prescribe the solution
  7. 7. Make it simple to take
  8. 8. Building Trust “Seek first to understand, then to be understood” - Stephen R Covey 10
  9. 9. Simplest way to do this:Listen to your customers
  10. 10. 1 People buy from people they like & trust2 Create trust using diagnostic questions3 You must trigger the real buying drivers
  11. 11. Ask Diagnostic Questions www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
  12. 12. 3 Level Diagnostic Questioning 1. 1. 1. 2. 2. 2. 3. 3. 3. SalesChannel Europe ©2011 All rights reserved 14
  13. 13. VS
  14. 14. 1. giving advice2. setting the agenda3. talking
  15. 15. 1. asking questions2. finding out more3. letting the customer speak
  16. 16. Asking Questions in ColourWhite Questions Current situation Facts, data & information white snow: pure, cold hard factsGreen Questions Desired situation Future state Grass, trees, growth, can become ObstaclesBlack Questions Important, powerful Dark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation. Red Questions Feelings Fire, explosive color, highly emotional -ve Red: “How will you maintain/gain competitive advantage if you don’t move your business to the cloud and your competitors do?” +ve Red: “Isn’t it better for you to move to the cloud now, rather than wait until you have to.” SalesChannel Europe ©2011 All rights reserved 18
  17. 17. 1 People buy from people they like & trust2 Create trust using diagnostic questions3 You must trigger the real buying drivers
  18. 18. Capture their Hearts and Minds
  19. 19. Using Green and Black questions?
  20. 20. The Psychology of Change* Positive Positive Positive Present Future New Sustain Attain Reality Negative Negative Present Future Worried Change Avoid Negative State Present Future *Source: The Prime Solution by Jeff Thull, Dearborn © 2005 www.primeresource.com SalesChannel Europe ©2011 All rights reserved 23
  21. 21. 7 Killer Questions to Uncover Interest and Trigger Demand for O3651. When did you last backup all your valuable business data? What would be the impact on you of losing all your business data?2. How do you share information with your customers, employees, partners and suppliers today? What would be the impact on you if you could do this more effectively by 10, 20 or 50%?3. Do you ever need to access your business information when you are out of the office? What would be the impact on your business if you could have access to all your business data whenever and where ever you are?4. What would it be worth to you if you could get more done in the time you have available at work today? Would you work less for the same results or would you work more?5. If your competitors were suddenly able to be more effective in responding to customer’s demands what would be the impact on your business?6. How do you choose the right “Trusted Advisor” business partner to study your business and then help you move your business to the cloud?7. Want to know what is the single biggest barrier for companies like yours moving to the cloud/O365? Too busy surviving and managing the day to day. SalesChannel Europe ©2011 All rights reserved 25
  22. 22. Rational reasonsSalesChannel Europe ©2011 All rights reserved www.flickr.com/photos/vdm/2840068731
  23. 23. 10 Reasons Why SOHO & SMB Customers Buy O3651. I don’t have a dedicated IT person. I want something that I don’t have to install, administrate or manage. I simply want something that works by itself all the time and where ever I am. (peace of mind, mobility)2. O365 means no more IT hassles which means that I can concentrate on my business and not my IT (productivity, customer focus, peace of mind)3. I will never have to worry about backing up my data again. With O365 everything is stored in the cloud. It’s their problem not mine. (security, business continuity, peace of mind)4. I want to get more done without having to work harder or longer (productivity, work/life balance)5. I want to be able to communicate more often and more effectively with customers, employees and suppliers (communication, productivity, customer focus)6. I want to spend more time with customers, my team and suppliers without missing out on what is going on at the office (productivity, customer focus and physical freedom)7. I don’t want to go through the pain of upgrading ever again. (productivity, business continuity, peace of mind)8. I don’t have time to learn how to use new software applications. I want applications that I am already familiar with, applications that make me productive immediately. (productivity)9. O365 is cheaper than IT Servers and Tech Support. My costs are lower and totally predictable. No more surprises. (cost savings, peace of mind )10. O365 is the future and it makes sense for me and my business. I’d rather make the move now, than wait until I have to. (business continuity, peace of mind) SalesChannel Europe ©2011 All rights reserved 28
  24. 24. O365 Sales Workshop in Review
  25. 25. O365 Reseller Sales Acceleration Workshop Outputs:1. Challenges facing key SOHO & SMB customer groups August 26, 2011 35 Differen a on: 3 Levels of Perceived Value Basic Product/Service: 3 Enhanced Services • Technology • Price performance • Product quality 2 Support Services Support Services: Basic 1Product/Service • Systems1. Differentiation happens in Basic • Processes Product/Service • Quality of service Enhanced Services: • People • Perceived value the channel • High touch • Exceed customer expecta ons • Delight and astound customers SalesChannel Europe ©2009 All rights reserved 40 Tipping the funnel2. Tipping the funnel Josh Bernoff & Charlene Li Josh Bernoff & Ted Schadler SalesChannel Europe ©2011 All rights reserved SalesChannel Europe ©2011 All rights reserved 30
  26. 26. O365 Reseller Sales Acceleration Workshop Outputs:4. Demand Generation Program SalesChannel Europe ©2011 All rights reserved 39 August 26, 2011 Accelerating Time to Activation Search5. Accelerating Time to Revenue Refer Find Support Qualify Differentiate (the Buyer’s Journey - Part 1) Up-sell Try Manage Buy Activate Drivers of Growth Search Refer Find6. Drivers of Growth Support Differentiate Qualify (the Buyer’s Journey – Part 2) Up-sell Try Manage Buy Activate SalesChannel Europe ©2011 All rights reserved 31
  27. 27. O365 Reseller Sales Acceleration Workshop Outputs:4. Sales Acceleration Plan5. Discovering your Inner Advantage www.flickr.com/photos/ne su/51973604436. Your 3 Take-Aways SalesChannel Europe ©2011 All rights reserved 32
  28. 28. www.flickr.com/photos/hiddedevries/2594048276
  29. 29. “Genius is one percentinspiration and ninety-nine percent perspiration.” - Thomas A. Edison SalesChannel Europe ©2011 All rights reserved 35
  30. 30. Success = Turning your ideas into action
  31. 31. Get it right www.flickr.com/photos/littlebabyjesus/123838009
  32. 32. Facilitator’s Biographies SalesChannel Europe +33 676 600 925 david@saleschannel-europe.com www.saleschannel-europe.com David Ednie is President and CEO of SalesChannel Europe SARL. He David Ednie is acknowledged as an expert in GTM Strategy, the Buyer’s Journey and Online Business Performance. David has over 20 years international business experience working in culturally diverse markets in Europe, the Middle East, Africa and the Emerging Markets of Central and Eastern Europe and Australia. SalesChannel Europe’s clients include: ArgeWeb NL, Backup Agent NL, Bell CA, Belgacom BE, Bouygues Telecom FR, BT ES, DomainFactory GE, InfoSupport NL, iQ FI, Korean Telecom KR, KPN NL, Microsoft Corp., NetSourcing NL, O2 IE, OpusCapita FI, Orange Group FR, RomTelecom RO, Sage ES, SKBKontur RU, TDC DK, Telenet BE, TeliSonera SE, TP PL and UPC NL and Vodafone. Prior to founding SalesChannel Europe David worked in a variety of Senior Executive Sales roles in High Tech - Internet Services, IT and Telecommunications for US, British and French companies, including: NTT/Verio, Genuity, Integra, British Telecom, Data General and Intel. David is an Australian national and has lived in Paris, France for the past 20 years. He has significant multi-cultural experience and gained extensive personal knowledge and insights resulting from working with diverse and different cultures. SalesChannel Europe works with Senior Leadership and Management Teams to develop GTM and multi-channel sales strategies that deliver sustainable performance in today’s increasingly complex and competitive online business environment. Tom Russell Tom Russell is an accomplished facilitator who has successfully integrated his facilitation skills with a multi-disciplined and strategic level career in Human Resource Management. Tom joined Meeting Magic in 2010 having trained as a graphic facilitator with The Grove Consultants in San Francisco, and then went on to complement his study with Meeting Magic’s own Advanced Facilitation workshop. As well as facilitating groups Tom has undertaken graphic recording assignments in a variety of settings, such as conferences, meetings and learning events. Before joining Meeting Magic Tom worked for a variety of high profile organisations including Safeway Stores plc, Volvo Car Corporation and latterly leading UK charity Cancer Research UK, where he was HR Director. Tom’s varied career in Human Resources has involved the facilitation of many events and meetings, including complex scenarios and highly sensitive issues. Tom is highly comfortable working with strategic concepts and combining this with a refreshingly visual approach. Tom has experience of working with a range of stakeholders from a variety of functional and cultural backgrounds, including leading scientists. Tom holds a degree in Organisational Behaviour and is a Fellow of both the Chartered Institute of Personnel & Development (CIPD) and the Institute of Leadership and Management (ILM). Tom is also an active member of the International Forum for Visual Practitioners (IFVP). Toms clients span a broad range of sectors and include Microsoft, SCA, Novartis, ARUP, Elexon, UPC Broadband, TheCityUK, Pure Insight and Save the Children International. SalesChannel Europe ©2011 All rights reserved 39
  33. 33. David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA)Email: david@saleschannel-europe.comWebsite: www.saleschannel-europe.com www.flickr.com/photos/horacio/3781750