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The Evolution of the Sales Process Project REV
The document outlines an evolved sales process aimed at enhancing the effectiveness of sales consultants through strategic marketing, research, and presentation of a unique point of view (POV). It emphasizes the importance of understanding customer needs, fostering loyalty, and delivering insights rather than just promoting products. Key steps include effectively marketing the POV, engaging in meaningful conversations, and setting clear expectations throughout the sales process.
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The Evolution of the Sales Process Project REV
- 1. The Evolution ofthe Sales Process REV
- 2. Would you beinterested in... • Being a more successful sales consultant? • Increasing your number of sales? • Decreasing the number of objections you get? • Doing the right thing for your clients?
- 3. Solve sales thePuzzle 1. Market your 2. POV Research 3. Present your POV 4. Recommend
- 4. IT’S NOT WHATYOU SELL, IT’S HOW YOU SELL The sales experience offers the greatest opportunity for driving loyalty—by delivering insight. Impact of Customer Loyalty Drivers Key Differentiators in the Sale • Offers unique, valuable Percentage of Contribution to Customer Loyalty perspectives on the 53% market • Helps me navigate alternatives • Helps me avoid potential 9% land mines 19% • Educates me on new issues and outcomes 19% Company and Brand Product and Service Value-to-Price Ratio Sales Experience Insight Impact Delivery n=5,000+ © 2011 The Corporate Executive Board Company. All Rights Reserved.
- 5. A Unique Pointof View • Why not stick with the status quo? – Why is your product/solution worth it? – How will you make it easy to implement your solution/add your product? • Are YOU ―valuable‖? – How do you define your ―value?‖ • What makes you different and better than your competition? • Have you helped others like me?
- 6. Step 1. MarketYour POV • How should you broadcast your POV? • Traditional marketing/prospecting still works (to some extent) • Show up online. (on page and off page) – Your website or pop site is the backbone of your online presence – Social media is the new word of mouth • Educate vs. product push
- 7. Step 2. Research Have you invited all of the key decision makers to your meeting? What do you know about my industry? Why 1 Industry should I talk to you? 2 Business What are my goals, problems, or desires? Will implementing your product/solution Role 3 affect my role? How? Will it be easy for me? What can I expect during the sales process? What can I expect after the sale? What results can I expect? How will this affect my position? Could Person 4 this help me? Could this hurt me?
- 8. Step 3. Presentyour POV • Virtually or face-to-face • Internet access, screen share application, Use of PPT, Whiteboards, Websites, Graphs, PDFs • Lead the conversation (set expectations for meeting time, defer the price question) • 3. Match vs. product pitch (WHY do they Educate and Present the need to make a change?) Solution • Ask questions designed to engage prospect in meaningful conversation for the Sale 4. Ask and Answer • Ask budget questions early in the sales process Objections
- 9. Step 3. Presentyour POV Lead the conversation • Set expectations regarding time when setting up your meeting but prepared to adjust ―on the fly.‖ “Can we set up a 30 minute meeting in the next couple of days? Will 10:00 am or 2:00 pm on 3. Match and Tuesday work better for you? Who else will be Present the involved in making a buying decision that we Solution should invite?” 4. Ask for the Sale and Answer Objections
- 10. Step 3. Presentyour POV Lead the conversation • How many calls will it take you to close the sale? Set a timeline with your prospect to make the process more efficient. “There are three things we need to accomplish.3. Match and a better I’d like to get Present the understanding regarding how I can help you. Next, I’ll give you a couple of options. Solution Then, you can decide what will work best for you. If everything makes sense, I 4. Ask for the Sale can schedule your first shipment next week, Answer and sound good?” Objections
- 11. Step 3. Presentyour POV Lead the conversation • Defer the price question. Prospect: “How much will this cost?” Sales Consultant: “We’ll get to that soon. I don’t want to make a recommendation until I understand your needs. and talk about your 3. Match Let’s business/your operation/your timeline.” Present the Solution 4. Ask for the Sale and Answer Objections
- 12. Step 3. Presentyour POV Educate vs. product pitch • Ask questions designed to engage prospect in meaningful conversation. WHY do they need to make a change from the status quo? “You mentioned that your sales are down 15% this year. If this continues, what impact will that have on your business next year?” 3. Match and “Help me understand,the options are you Present what considering to fill the gap?” Solution “How important is it to make this change? How Sale 4. Ask for the does it rank in your list of priorities?” and Answer Objections
- 13. Step 3. Presentyour POV Ask budget questions early in the sales process “Is your plan to use money currently allocated to another program/product to pay for this? How will that affect the timeline?” “How many months are left on your 3. Match and contract with <competitor>?” Present the Solution 4. Ask for the Sale and Answer Objections
- 14. Step 4. Recommend. •Ask for the sale. – There are several effective ways to do this... 3. Match and Present the Solution 4. Ask for the Sale and Answer Objections
- 15. What would itsound like? EFA EASY • ―In 3 simple steps you could have a website that compels people to contact you. And it can be up and running in as little as 3 days!‖ FAST • ―Your email marketing campaign can be generating new customers in just 24 hours!‖ AFFORDABLE • ―Did you know that an average of $42 dollars of business is generated for every $1 invested in email marketing. That’s a great Return On Investment (ROI) and our solution is only $<x>.‖
- 16. What would itsound like? Ben Franklin Technique "One of my favorite Americans is Benjamin Franklin. I’m sure that you’ll agree with me Yes No that he was one of the wisest men in our nation’s history. Do you know what old Ben did whenever he confronted a difficult situation such as your facing right now? He’d get a plain sheet of white paper and draw a line down the middle. Franklin would write Yes on one side and No on the other side. Then he’d list all the reasons favoring the decision in the Yes column and he’d put down anything that was against in the No column. What do you say that we do the same thing?‖
- 17. What would itsound like? Alternative Technique ―Mr. or Mrs. Customer I know that you had mentioned that the monthly investment was a little high; therefore, would you feel more comfortable having full color, which jumped out to you, or would you like to remove the color, which would reduce your monthly investment.‖
- 18. What would itsound like? Contract Technique Draw up a contract and present it to the prospect. Stress the Positive Points: • Reminding the prospect of the benefits of the components on the proposed contract. Be prepared to make one or two concessions: • If the prospect objects to the price, ask them to cross out the components they don’t want.
- 19. Implementation Always set clear expectations. • How long will it take to implement your solution? • What’s the process if the customer want to make changes/additions? • What type of support/customer service should the customer expect? • How will you be involved going forward?
- 20. Solve sales thePuzzle – Questions? 1. Market your 2. POV Research 3. Present your POV 4. Recommend
Editor's Notes
- #6 (Include current data and examples from credible sources, customer examples and testimonials)
- #8 Who is going to help you win? Who might challenge you? How will your product/solution help them? Who are some of the key decision makers you work with? Have you made the mistake of not inviting all of the players to your meeting? What happened? Talk about leveraging people who can help you push your sale through.
- #13 Helps the customer see that they could do something to improve their business.Opens the conversation to allow you to find out more about their business and match a product.Will allow you to best demonstrate a ROI for the customer and justify the investment later.
- #16 EXPLAIN EFASAY: Use quick and effective language when explaining the value of the products to the business.TRANSITION: Let’s spend a little more time on A: Affordable.
- #17 EXPLAIN EFASAY: Use quick and effective language when explaining the value of the products to the business.TRANSITION: Let’s spend a little more time on A: Affordable.
- #18 EXPLAIN EFASAY: Use quick and effective language when explaining the value of the products to the business.TRANSITION: Let’s spend a little more time on A: Affordable.
- #19 EXPLAIN EFASAY: Use quick and effective language when explaining the value of the products to the business.TRANSITION: Let’s spend a little more time on A: Affordable.
- #20 EXPLAIN EFASAY: Use quick and effective language when explaining the value of the products to the business.TRANSITION: Let’s spend a little more time on A: Affordable.