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The SalesITV Sales Process

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Adam Wiggins
Adam Wiggins

The document outlines a sales process with the following key steps: exploring customer needs, building rapport, gaining permission, offering solutions, handling objections, and planning next steps. It provides tips for each step such as seeking to understand customers, developing a solution headline based on customer experiences, removing emotion from objections, and planning options before meetings. Following the process is suggested to improve sales performance and coaching.

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©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Having a defined sales process will enable you to:! ! •  Define current behavioural strengths and weaknesses! •  Chunk down improvements! •  Coach more performance and improvement more effectively.!
©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Outcome Focus!
©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Outcome Focus! ! •  PDA your meetings! !
©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Outcome Focus! ! •  PDA your meetings
 ! •  Additional outcomes increase productivity! !
©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Outcome Focus! ! •  PDA your meetings
 ! •  Additional outcomes increase productivity
 ! •  Test the quality of meetings! !
©  SalesITV  -­‐  All  Rights  Reserved.   2   Credible Reason !! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   2   Credible Reason !! ! •  Salespeople are generally not lazy! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   2   Credible Reason !! ! •  Salespeople are generally not lazy
 ! •  Customer’s reasons vs. Your reasons! ! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   2   Credible Reason !! ! •  Salespeople are generally not lazy
 ! •  Customer’s reasons vs. Your reasons
 ! •  Problems your prospects are facing! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Build Rapport and Credibility ! !! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Build Rapport and Credibility ! !! ! •  Deliberate Strategies! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Build Rapport and Credibility ! !! ! •  Deliberate Strategies
 ! •  Leverage Social! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Build Rapport and Credibility ! !! ! •  Deliberate Strategies
 ! •  Leverage Social
 ! •  “Experts” get paid more than “friends”! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Explore and Listen! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Explore and Listen! ! •  Seek to understand before seeking to be understood (Convey)! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Explore and Listen! ! •  Seek to understand before seeking to be understood (Convey)
 ! •  Ability to persuade correlated to depth of understanding! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Explore and Listen! ! •  Seek to understand before seeking to be understood (Convey)
 ! •  Ability to persuade correlated to depth of understanding
 ! •  Prove you listened!! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Gain Permission !! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Gain Permission !! ! •  Just because I have a problem…! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Gain Permission !! ! •  Just because I have a problem…
 ! •  Do you really deserve to sell me something?! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Gain Permission !! ! •  Just because I have a problem…
 ! •  Do you really deserve to sell me something?
 ! •  Stop selling to people who aren’t ready to buy! ! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Offer Solutions!! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Offer Solutions!! ! •  “From” is more important than “To”! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Offer Solutions!! ! •  “From” is more important than “To”
 ! •  Develop a headline! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Offer Solutions!! ! •  “From” is more important than “To”
 ! •  Develop a headline
 ! •  Experiences beat words! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Ask for Outcomes!! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Ask for Outcomes!! ! •  Don’t make the big mistake!! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Ask for Outcomes!! ! •  Don’t make the big mistake!! •  Know your strategy! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Ask for Outcomes!! ! •  Don’t make the big mistake!! •  Know your strategy! ! •  Role play “live” deals! ! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Handle Objections! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Handle Objections! ! •  Remove the emotion! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Handle Objections! ! •  Remove the emotion
 ! •  Develop the list! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   Handle Objections! ! •  Remove the emotion
 ! •  Develop the list
 ! •  Test the credibility of responses! The  Sales  Process  
©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Next Steps!
©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Next Steps! ! •  Plan before the meeting!
©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Next Steps! ! •  Plan before the meeting
 ! •  Develop options!
©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Next Steps! ! •  Plan before the meeting
 ! •  Develop options
 ! •  Easier when you’re face- to-face!
©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Having a defined sales process will enable you to:! ! •  Define current behavioural strengths and weaknesses! •  Chunk down improvements! •  Coach more performance and improvement more effectively.!
©  SalesITV  -­‐  All  Rights  Reserved.   Suggestions on next steps! ! •  Reflect on your personal strengths and weaknesses! •  Review the free video with your team and discuss! •  Place it where you can see it everyday and review/discuss deals using the process! The  Sales  Process  
The SalesITV Sales Process

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The SalesITV Sales Process

  • 1.
  • 2. ©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Having a defined sales process will enable you to:! ! •  Define current behavioural strengths and weaknesses! •  Chunk down improvements! •  Coach more performance and improvement more effectively.!
  • 3. ©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Outcome Focus!
  • 4. ©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Outcome Focus! ! •  PDA your meetings! !
  • 5. ©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Outcome Focus! ! •  PDA your meetings
 ! •  Additional outcomes increase productivity! !
  • 6. ©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Outcome Focus! ! •  PDA your meetings
 ! •  Additional outcomes increase productivity
 ! •  Test the quality of meetings! !
  • 7. ©  SalesITV  -­‐  All  Rights  Reserved.   2   Credible Reason !! The  Sales  Process  
  • 8. ©  SalesITV  -­‐  All  Rights  Reserved.   2   Credible Reason !! ! •  Salespeople are generally not lazy! ! The  Sales  Process  
  • 9. ©  SalesITV  -­‐  All  Rights  Reserved.   2   Credible Reason !! ! •  Salespeople are generally not lazy
 ! •  Customer’s reasons vs. Your reasons! ! ! The  Sales  Process  
  • 10. ©  SalesITV  -­‐  All  Rights  Reserved.   2   Credible Reason !! ! •  Salespeople are generally not lazy
 ! •  Customer’s reasons vs. Your reasons
 ! •  Problems your prospects are facing! ! The  Sales  Process  
  • 11. ©  SalesITV  -­‐  All  Rights  Reserved.   Build Rapport and Credibility ! !! The  Sales  Process  
  • 12. ©  SalesITV  -­‐  All  Rights  Reserved.   Build Rapport and Credibility ! !! ! •  Deliberate Strategies! ! The  Sales  Process  
  • 13. ©  SalesITV  -­‐  All  Rights  Reserved.   Build Rapport and Credibility ! !! ! •  Deliberate Strategies
 ! •  Leverage Social! ! The  Sales  Process  
  • 14. ©  SalesITV  -­‐  All  Rights  Reserved.   Build Rapport and Credibility ! !! ! •  Deliberate Strategies
 ! •  Leverage Social
 ! •  “Experts” get paid more than “friends”! ! The  Sales  Process  
  • 15. ©  SalesITV  -­‐  All  Rights  Reserved.   Explore and Listen! The  Sales  Process  
  • 16. ©  SalesITV  -­‐  All  Rights  Reserved.   Explore and Listen! ! •  Seek to understand before seeking to be understood (Convey)! The  Sales  Process  
  • 17. ©  SalesITV  -­‐  All  Rights  Reserved.   Explore and Listen! ! •  Seek to understand before seeking to be understood (Convey)
 ! •  Ability to persuade correlated to depth of understanding! ! The  Sales  Process  
  • 18. ©  SalesITV  -­‐  All  Rights  Reserved.   Explore and Listen! ! •  Seek to understand before seeking to be understood (Convey)
 ! •  Ability to persuade correlated to depth of understanding
 ! •  Prove you listened!! ! The  Sales  Process  
  • 19. ©  SalesITV  -­‐  All  Rights  Reserved.   Gain Permission !! The  Sales  Process  
  • 20. ©  SalesITV  -­‐  All  Rights  Reserved.   Gain Permission !! ! •  Just because I have a problem…! The  Sales  Process  
  • 21. ©  SalesITV  -­‐  All  Rights  Reserved.   Gain Permission !! ! •  Just because I have a problem…
 ! •  Do you really deserve to sell me something?! ! The  Sales  Process  
  • 22. ©  SalesITV  -­‐  All  Rights  Reserved.   Gain Permission !! ! •  Just because I have a problem…
 ! •  Do you really deserve to sell me something?
 ! •  Stop selling to people who aren’t ready to buy! ! ! The  Sales  Process  
  • 23. ©  SalesITV  -­‐  All  Rights  Reserved.   Offer Solutions!! The  Sales  Process  
  • 24. ©  SalesITV  -­‐  All  Rights  Reserved.   Offer Solutions!! ! •  “From” is more important than “To”! The  Sales  Process  
  • 25. ©  SalesITV  -­‐  All  Rights  Reserved.   Offer Solutions!! ! •  “From” is more important than “To”
 ! •  Develop a headline! The  Sales  Process  
  • 26. ©  SalesITV  -­‐  All  Rights  Reserved.   Offer Solutions!! ! •  “From” is more important than “To”
 ! •  Develop a headline
 ! •  Experiences beat words! ! The  Sales  Process  
  • 27. ©  SalesITV  -­‐  All  Rights  Reserved.   Ask for Outcomes!! The  Sales  Process  
  • 28. ©  SalesITV  -­‐  All  Rights  Reserved.   Ask for Outcomes!! ! •  Don’t make the big mistake!! The  Sales  Process  
  • 29. ©  SalesITV  -­‐  All  Rights  Reserved.   Ask for Outcomes!! ! •  Don’t make the big mistake!! •  Know your strategy! The  Sales  Process  
  • 30. ©  SalesITV  -­‐  All  Rights  Reserved.   Ask for Outcomes!! ! •  Don’t make the big mistake!! •  Know your strategy! ! •  Role play “live” deals! ! The  Sales  Process  
  • 31. ©  SalesITV  -­‐  All  Rights  Reserved.   Handle Objections! The  Sales  Process  
  • 32. ©  SalesITV  -­‐  All  Rights  Reserved.   Handle Objections! ! •  Remove the emotion! The  Sales  Process  
  • 33. ©  SalesITV  -­‐  All  Rights  Reserved.   Handle Objections! ! •  Remove the emotion
 ! •  Develop the list! The  Sales  Process  
  • 34. ©  SalesITV  -­‐  All  Rights  Reserved.   Handle Objections! ! •  Remove the emotion
 ! •  Develop the list
 ! •  Test the credibility of responses! The  Sales  Process  
  • 35. ©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Next Steps!
  • 36. ©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Next Steps! ! •  Plan before the meeting!
  • 37. ©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Next Steps! ! •  Plan before the meeting
 ! •  Develop options!
  • 38. ©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Next Steps! ! •  Plan before the meeting
 ! •  Develop options
 ! •  Easier when you’re face- to-face!
  • 39. ©  SalesITV  -­‐  All  Rights  Reserved.   The  Sales  Process   Having a defined sales process will enable you to:! ! •  Define current behavioural strengths and weaknesses! •  Chunk down improvements! •  Coach more performance and improvement more effectively.!
  • 40. ©  SalesITV  -­‐  All  Rights  Reserved.   Suggestions on next steps! ! •  Reflect on your personal strengths and weaknesses! •  Review the free video with your team and discuss! •  Place it where you can see it everyday and review/discuss deals using the process! The  Sales  Process