Honeywell sales trilogy
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The document discusses the trilogy of sales which includes the buyer, the seller, and the deal. For the buyer concept, it describes probing techniques to understand the buyer's situation, problem, implications, and needs using a SPIN model. It emphasizes understanding the buyer's needs before offering solutions. For the seller concept, it discusses positioning yourself and your company as the ideal solution provider. For the deal concept, it outlines linking your solutions and benefits directly to the buyer's needs using language around prizes, penalties, and timeframes. It also provides tips on handling objections and asking for referrals.
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Honeywell sales trilogy
- 2. The Trilogy of Sales 1. The Buyer 2. The Seller 3. The Deal
- 4. Concept 1: The Buyer • The Person • VITO • SEYMORE http://security.honeywell.com/clar
- 5. Concept 1: The Buyer • The Person • VITO • President • Owner • ??? http://security.honeywell.com/clar
- 6. Concept 1: The Buyer • The Person • VITO • Only VITO can veto any decision at any level within the company. http://security.honeywell.com/clar
- 7. Concept 1: The Buyer • The Person • SEYMORE • IT Manager • Security Manager • ??? http://security.honeywell.com/clar
- 8. Concept 1: The Buyer • The Person • SEYMORE • IT Manager • Security Manager • ??? • Can influence – No decision power http://security.honeywell.com/clar
- 9. Concept 1: The Buyer • The Person • Always try to talk to VITO http://security.honeywell.com/clar
- 10. Concept 1: The Buyer • The Person • The Organization • Family (Residential) http://security.honeywell.com/clar
- 11. Concept 1: The Buyer • The Person • The Organization • Family • Company (Commercial) http://security.honeywell.com/clar
- 12. Concept 1: The Buyer • The Person • The Organization • Family • Company • Government http://security.honeywell.com/clar
- 13. Concept 1: The Buyer • The Person • The Organization • The Need http://security.honeywell.com/clar
- 14. Concept 1: The Buyer SPIN Probing • Situation http://security.honeywell.com/clar
- 15. Concept 1: The Buyer SPIN Probing • Situation • Have there been burglaries in your neighborhood? • ??? http://security.honeywell.com/clar
- 16. Concept 1: The Buyer SPIN Probing • Situation • Problem http://security.honeywell.com/clar
- 17. Concept 1: The Buyer SPIN Probing • Situation • Problem • How do you feel about the insecurity? http://security.honeywell.com/clar
- 18. Concept 1: The Buyer SPIN Probing • Situation • Problem • Implication http://security.honeywell.com/clar
- 19. Concept 1: The Buyer SPIN Probing • Situation • Problem • Implication • How much have you lost due to theft? http://security.honeywell.com/clar
- 20. Concept 1: The Buyer SPIN Probing • Situation • Problem • Implication • Need-Payoff http://security.honeywell.com/clar
- 21. Concept 1: The Buyer SPIN Probing • Situation • Problem • Implication • Need-Payoff • Would you consider a solution to reduce loss by 60%? http://security.honeywell.com/clar
- 22. Concept 1: The Buyer SPIN Probing • Situation • Problem • Implication • Need-Payoff Do not offer any solution or system until a Need-Payoff question has been answered. http://security.honeywell.com/clar
- 23. Concept 1: The Buyer SPIN Probing • Situation • Problem • Implication • Need-Payoff So far, no system nor solution has been offered. Only needs have been discovered. http://security.honeywell.com/clar
- 24. Organice your Work Ideal Prospect Profile: •Your Best Customer http://security.honeywell.com/clar
- 25. Organice your Work • CANDIDATE: Potencial Customer, complies with Ideal Prospect Profile, but has not bought yet. http://security.honeywell.com/clar
- 26. Organice your Work • CANDIDATE: Potencial Customer, complies with Ideal Prospect Profile, but has not bought yet. • PROSPECT: Potencial Customer, complies with Ideal Prospect Profile, already contacted by the company or by myself, but has not bought yet. http://security.honeywell.com/clar
- 27. Organice your Work • CANDIDATE: Potencial Customer, complies with Ideal Prospect Profile, but has not bought yet. • PROSPECT: Potencial Customer, complies with Ideal Prospect Profile, already contacted by the company or by myself, but has not bought yet. • CUSTOMER: Productive, buys and/or give leads. http://security.honeywell.com/clar
- 28. Get Ready Candidates (Use your Ideal Prospect Profile) Prospects Customers http://security.honeywell.com/clar
- 29. Get Ready Candidates (Use your Ideal Prospect Profile) Prospects Customers http://security.honeywell.com/clar
- 30. Get Ready Candidates (Use your Ideal Prospect Profile) Prospects Customers http://security.honeywell.com/clar
- 32. Concept 2: The Seller • The Person • Acronym with your name • Musician • Intelligent • Great • Unique • Life http://security.honeywell.com/clar
- 33. Concept 2: The Seller • The Person • The Company • Diferenciators http://security.honeywell.com/clar
- 34. Concept 2: The Seller • The Person • The Company • The Product • Features http://security.honeywell.com/clar
- 36. Concept 3: The Deal • Needs • Solutions (Benefits) Each Benefit must be tied to a Need
- 37. Concept 3: The Deal – The Language • Seymore - Tech • VITO - Benefits Time Penalty Prize Each Benefit must be linked to a Need
- 38. Concept 3: The Deal • BENEFIT – Prize: Reduce store late openings – Penalty (that will be avoided): No supervision costs – Time frame Starting next month http://security.honeywell.com/clar
- 39. Concept 3: The Deal • “You can reduce service calls in 75%, without sacrificing customer delight, starting next month.” • “Increase your sales in 50%, while reducing your Marketing expenses in 25%, within 90 days after implementing my solution” • More examples? http://security.honeywell.com/clar
- 40. Concept 3: The Deal An objection means: I need MORE REASONS TO BUY FROM YOU 1. Listen 2. Pause 3. Show Empathy 4. Solve! http://security.honeywell.com/clar
- 41. Concept 3: The Deal • Referrals – Everybody knows somebody – We refer other people similar to ourselves (VITO and SEYMORE)
- 42. Concept 3: The Deal • Referrals – Everybody knows somebody – We tend to refer other people similar to ourselves (VITO & SEYMORE) –Therefore, ask for leads, preferably from VITO
- 43. Concepto 3: La Negociación • Referrals –Ask for leads, from VITO –Use 3-Part-Benefit tool Mr VITO, would you whare with me the name of one colleague of yours, who mighe be also interested in reducing internal theft by 60%, saving $10 k annualy in supervision?
- 44. Bibliography Plus the complete Tony Parinello´s collection http://security.honeywell.com/clar
- 45. Bibliography Plus the complete Neil Rackham´s collection http://security.honeywell.com/clar
Editor's Notes
- Seminario altamente participativo. ¡ Sorpresa! Primer simulacro
- Si agrado al cliente, incremento las probabilidades de vender. Para ello, debemos PREPARARNOS.
- CANDIDATO: cliente en potencia, que cumple con nuestro Perfil de Prospecto ideal, pero que no lo hemos contactado aún. PROSPECTO: Cliente en potencia, que cumple con el Perfil de Prospecto Ideal, que ha sido contactado de alguna forma y ya conoce de nosotros. CLIENTE: Es el que nos está proporcionando nuevos negocios en la actualidad,
- CANDIDATO: cliente en potencia, que cumple con nuestro Perfil de Prospecto ideal, pero que no lo hemos contactado aún. PROSPECTO: Cliente en potencia, que cumple con el Perfil de Prospecto Ideal, que ha sido contactado de alguna forma y ya conoce de nosotros. CLIENTE: Es el que nos está proporcionando nuevos negocios en la actualidad,
- CANDIDATO: cliente en potencia, que cumple con nuestro Perfil de Prospecto ideal, pero que no lo hemos contactado aún. PROSPECTO: Cliente en potencia, que cumple con el Perfil de Prospecto Ideal, que ha sido contactado de alguna forma y ya conoce de nosotros. CLIENTE: Es el que nos está proporcionando nuevos negocios en la actualidad,
- Si agrado al cliente, incremento las probabilidades de vender. Para ello, debemos PREPARARNOS.
- Si agrado al cliente, incremento las probabilidades de vender. Para ello, debemos PREPARARNOS.
- PRÁCTICA: Redacte un beneficio para cliente: No empresario Companyrio o Ejecutivo
- PRÁCTICA DE MANEJO DE OBJECIONES