This document discusses different sales techniques and their effectiveness for small versus large sales. For small sales, focusing on features, advantages, and benefits can be effective, while larger sales require using the SPIN selling technique to understand customer situations, problems, implications, and underlying needs. SPIN involves asking more problem and implication questions. The document provides guidance on how to implement SPIN, including focusing on the investigating stage and using different types of questions. It also discusses how to practice and refine new selling behaviors.
Managing Stakeholders – 5 Tips from 2 Product VPsRobert Anderson
Unless you are working by yourself, you have to deal with stakeholders. But how do you do it? How do you persuade those that control your resources (people, budget, and systems) that your idea is the best one for your product? What if this skill is the difference between a successful product manager and a mediocre one? Come to this session to understand how to manage your stakeholders, how to craft your message, how to say “yes” and how to say “no” to senior leaders, and how to get the outcome you want, as if your idea was the stakeholder’s idea. Here from two experienced product leaders and your peers to gain skills that could change your career!
Managing Stakeholders – 5 Tips from 2 Product VPsRobert Anderson
Unless you are working by yourself, you have to deal with stakeholders. But how do you do it? How do you persuade those that control your resources (people, budget, and systems) that your idea is the best one for your product? What if this skill is the difference between a successful product manager and a mediocre one? Come to this session to understand how to manage your stakeholders, how to craft your message, how to say “yes” and how to say “no” to senior leaders, and how to get the outcome you want, as if your idea was the stakeholder’s idea. Here from two experienced product leaders and your peers to gain skills that could change your career!
Workshop lean startup clientes y ventas inacap rancagua diciembre 2013INACAP
Con la participación de más 50 entusiastas emprendedores de distintos puntos de la Región de O´Higgins se desarrolló el primer PowerCamp INACAP en la ciudad de Rancagua. Durante la actividad los participantes pudieron vivir de manera intensa el proceso de creación de empresas, además compartir conocimientos y experiencias. http://www.redemprendimientoinacap.cl/noticias/2013/12/con-gran-exito-culmino-el-primer-powercamp-inacap-en-rancagua/
Core Elements of Product Management
- Don’t compromise on outcomes
- The imperative to recognize uncertainty
- The value of Customer Fail-Gaps (CFG’s)
Find more at: https://www.blockchain-product-management.com/
Sell Without Selling - Tips to Rock Sales and ProposalsBrent Bice
This presentation explores what successful salespeople do to differentiate themselves and ultimately win bigger and better projects.
We discuss SPIN selling, positioning statements, scripts, proposal templates and more.
How do you measure up? A crowd-sourced, cross-pollinated discussion on evalua...ProductCamp Boston
As a product marketer how do you evaluate if you’re being effective? If you’re in marcomms, product management, sales or the CEO how do you evaluate if the role is being effective and properly supported?
Is product marketing judged on volume output such as leads, events, webpages or trainings produced? Are you being driven by “optics and politics” and “the way things are done here “or jumping on the latest trends and content tactics du jour.
How do you determine if your priorities are in the right place? If you are over or understaffed, if there are bottlenecks or organizational issues that inhibit effectiveness. Is your measure of success different at different stages of product/company development? Does product marketing in a start-up or for a new product get measured in the same way as a more mature one?
Are there common metrics regardless of company size or product maturity?
We’ll propose some straw man metrics and then organize the chaos that will likely ensue. So come ready to participate!
Enterprise sales are difficult, and the sales cycles are long. For startups, selling to large companies can take even more time because of a number of factors that make it even more challenging to make a sale. This presentation describes the typical sales cycle for a large company, the additional hurdles that startups face, and tips for startups to overcome those hurdles.
Planning the Sales Call is a Must - Chapter 8 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Workshop lean startup clientes y ventas inacap rancagua diciembre 2013INACAP
Con la participación de más 50 entusiastas emprendedores de distintos puntos de la Región de O´Higgins se desarrolló el primer PowerCamp INACAP en la ciudad de Rancagua. Durante la actividad los participantes pudieron vivir de manera intensa el proceso de creación de empresas, además compartir conocimientos y experiencias. http://www.redemprendimientoinacap.cl/noticias/2013/12/con-gran-exito-culmino-el-primer-powercamp-inacap-en-rancagua/
Core Elements of Product Management
- Don’t compromise on outcomes
- The imperative to recognize uncertainty
- The value of Customer Fail-Gaps (CFG’s)
Find more at: https://www.blockchain-product-management.com/
Sell Without Selling - Tips to Rock Sales and ProposalsBrent Bice
This presentation explores what successful salespeople do to differentiate themselves and ultimately win bigger and better projects.
We discuss SPIN selling, positioning statements, scripts, proposal templates and more.
How do you measure up? A crowd-sourced, cross-pollinated discussion on evalua...ProductCamp Boston
As a product marketer how do you evaluate if you’re being effective? If you’re in marcomms, product management, sales or the CEO how do you evaluate if the role is being effective and properly supported?
Is product marketing judged on volume output such as leads, events, webpages or trainings produced? Are you being driven by “optics and politics” and “the way things are done here “or jumping on the latest trends and content tactics du jour.
How do you determine if your priorities are in the right place? If you are over or understaffed, if there are bottlenecks or organizational issues that inhibit effectiveness. Is your measure of success different at different stages of product/company development? Does product marketing in a start-up or for a new product get measured in the same way as a more mature one?
Are there common metrics regardless of company size or product maturity?
We’ll propose some straw man metrics and then organize the chaos that will likely ensue. So come ready to participate!
Enterprise sales are difficult, and the sales cycles are long. For startups, selling to large companies can take even more time because of a number of factors that make it even more challenging to make a sale. This presentation describes the typical sales cycle for a large company, the additional hurdles that startups face, and tips for startups to overcome those hurdles.
Planning the Sales Call is a Must - Chapter 8 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Transformando cenários e tendências em resultados para sua empresaDMT Palestras
Palestrantes apresentam uma leitura clara e objetiva de tendências e transformaçòes da economia mundial e brasileira, destacando oportunidades e riscos que elas criam para a competitividade das empresas.
The purpose of this slide is to explain my proposal of the exhibition in Koyo-festival2014 of Toyota National College of Technology .
This slide was made for the member of my part in 4E classmate in the first time.
To understand psychology in selling, buying decision process and buying situations
To learn communication skills, sales knowledge, and sales related marketing policies
To understand personal selling process
To learn about negotiation
Connect2Innovation: Sales- are you selling comfortable?Glenn Thorogood
What makes a good sales proposition?
•Are there different selling styles
•What does a professional buyer expect from you?
•Larger organisations
•Lead Generation –is your process robust enough?
Watch this webinar to learn from industry expert Laz Gonzalez, what companies need to do for the channel sales model to work and how they can make it easier for channel partners to sell.
The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action immediately. The SPIN Selling Fieldbook includes:
-Individual diagnostic exercises
-Illustrative case studies from leading companies
-Practical planning suggestions
-Provocative questionnaires
Practice sessions to prepare you for dealing with challenging selling situations
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
An outline of the key parts of the first two steps of Steve Blank's Four Steps to the Epiphany as well as how to do customer development interviews.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Sales with a ‘SPIN’-What Works and What Dosen't in Effective Sales
1.
2. Types of Sales
Selling – The Traditional Way
The SPIN Effect-An Overview
Preliminaries-Importance and Effectiveness
Investigating Stage-Here’s where it starts to
SPIN(the most important stage)
Giving Benefits-Not Product Features or
Advantages
Evaluation of SPIN effectiveness and how to
put it into practice
3. Large Sales
•High Value in terms of money and size
•Involves multiple stakeholders/decision makers
•Long term applicability from the buyer’s point-of view
•Longer Span of Sales Cycle
•Ongoing Relationship with the Buyer
Small Sales
•Low value-money & size
•Simple decision making process
•Short term application/intervention
•Short Span of Sales Cycle
•Limited Buyer-Seller interaction
4. Opening Call
Investigating Needs
Giving Benefits
Objection Handling
Closing Techniques
Perfect for a
Small Sale
Not Effective in Larger
Sales
6. Give an initial
context to the call
a) Who You Are
b) Your right to ask
questions
c) Why You are here
Dawdle
Talk about Buyer’s
personal interests
Make an opening
statement
Talk about Solutions
too soon
Dos Don’ts*
*Might work in Small Sales but is not effective in Large Sales
7. S Asking Situational Questions
P Asking Problem Question
I Asking Implication Questions
N Asking Need-Payoff Questions
Good Enough for
Small Sales
Highly
Required in
Large Sales
8. What is your
existing Sales
Structure?
What is your
current Sales
Training process?
How do you
do your
assessments?
•Finding Facts about Customer’s existing situation
Research shows Situation Questions:
•Are used more in calls that fail
•Are overused by inexperienced sellers
9. •About customer’s problems, difficulties or dissatisfactions
Research Shows Problem Questions
•Are used more in calls which succeed..particularly if it’s a
small sale
•Are asked more by experienced salespeople
Do you have
assessment
problems?
Are you satisfied
with your current
Sales Training
process?
Is there a product
knowledge gap?
10. How does lack of
visibility effect your
decision making
process?
•About effects, consequences or implications of the customer’s
problems
Research Shows Implication Questions:
•Are strongly linked to success in Larger Sales
•Build up customer’s perception of value
•Are harder to ask than situation or problem question
What effect does
that have in terms
of Product
knowledge?
Does that mean
increased training
costs for you?
Brings out
the
Explicit
Need of
Customer
11. What benefits do
you see in having
an assessment
system in place?
•About the value and usefulness of a proposed solution
Research Shows Implication Questions:
•Are strongly linked to success in Larger Sales
•Increase the acceptability of the solution
•Are particularly effective with influencers who will present
your case to the decision maker
How do you think a
Learning platform
will help?
Why is so
important for you
to get the them
engaged?
12. Situation
Questions
The Seller Uses
To establish
context
Problem
QuestionsLeading to
So that the
buyer reveals
Implied Needs
Implication
Questions
Which are
developed by
…which make the buyer
feel the problem more
clearly and acutely
Need-Payoff
questions
Explicit Needs
Benefits
Which are strongly related
to sales success
13. Behavior Definition Impact
on
Small Sales Large Sales
Features Describe facts ,data &
product characteristics
Slightly
Positive
Neutral or
slightly
negative
Advantages Show how
products,services,or
their features can be
used or can help the
customer
Positive Slightly
positive
Benefits Show how products or
services meet Explicit
Needs expressed by the
customer
Very
Positive
Very
positive
14. Seller Behavior Most Probable Customer
Response
Features Price Concerns
Advantages Objections
Benefits Support or Approval
15. Pick just one
behavior to
work on
Choose safe
calls for
practicing new
behavior
Concentrate on
using a lot of the
behavior rather
than using it well
Try it at least 3
times before
judging whether
it works