The document describes the 4 D's Approach to sales, which includes Discover, Diagnose, Design, and Deliver phases. The Discover phase involves researching customers to find the best prospects. Diagnose ensures customers understand problems and gaps, creating need. Design develops optimal solutions collaboratively. Deliver builds credibility by formally proposing the solution to maximize customer value and maintain long-term relationships. The 4 D's Approach aims to create need, ensure customer delight, and achieve repeat business through a consultative process.

1. The 4 D’s ApproachSunil Raosuneilrao@gmail.comProvided for non commercial use and education,not for reproduction,distribution or commercial use

2. Conventional Sales TechniquesSales without ResearchStatic Selling Techniques.A NEED is never createdDesigned for One Time SaleWin - Lose SituationProvided for non commercial use and education,not for reproduction,distribution or commercial use

3. The 4 D’s ApproachDISCOVERDIAGNOSEDESIGNDELIVERProvided for non commercial use and education,not for reproduction,distribution or commercial use

4. The 4 D’s ApproachEnsures Market preparedness Creates a NEED A Perfect SolutionEnsures Customer DelightRepeat BusinessProvided for non commercial use and education,not for reproduction,distribution or commercial use

5. DISCOVERResearch and preparation. Prospecting and qualification with focused preparation, a processTarget customer who has the highest probability of change.Create a solid foundationA long-term, profitable relationshipActively looking for reasons to disqualify a prospectPreparation of an engagement strategySome basic assumptions about the value that could be createdPosition as a competent, well versed organizationProvided for non commercial use and education,not for reproduction,distribution or commercial use

6. DIAGNOSEProcess of ensuring customers fully comprehend inefficiencies and performance gaps they are experiencingProcess of hyper qualification Detailed determination of extent and financial impact of problems Maximize customers’ awareness of their dissatisfactionA well-executed diagnostic process Customers make the decision to change and buyA collaborative effort to showcase a comprehensive view of their problemsPain is the acceleratorProvided for non commercial use and education,not for reproduction,distribution or commercial use

7. DESIGNA collaborative, interactive effort Expectation Mapping to arrive at an optimal solution Comprehensive Understanding of RequirementsEstablish solution framework jointlyQuantifiable Business Values of the SolutionProvided for non commercial use and education,not for reproduction,distribution or commercial use

8. DELIVERUltimate goal -maximize the customer’s awareness of the value from SolutionPreparation & presentation of a formal proposal Customer’s official acceptance of the solution.Build CredibilityPerceive as DependableMaintain and Grow RelationshipExpectation ManagementProvided for non commercial use and education,not for reproduction,distribution or commercial use

9. To SummarizeThe “Discover’ process takes concentrated, patient and focused efforts.The ‘Diagnose’ phase is probably the most important where the Sales Manager and his team maps the customer well enough to FIND PAIN AREAS, details of which have to be pulled out by careful dealing with the Customer .The ‘Design’ phase is one when the NEED gets created much to the satisfaction and EXPECTATION of the customer.The ‘Delivery’ phase is a Partnership model designed to manage customer expectationsProvided for non commercial use and education,not for reproduction,distribution or commercial use

10. Key BenefitsPOSITIVE OUTCOMESWIN - WIN SITUATIONSREDUCED SALES CYCLE TIMESENTHUSIASTIC SALES FORCEREPEAT AND VOLUME BUSINESSCUSTOMER RETENTION Provided for non commercial use and education,not for reproduction,distribution or commercial use