SNIPER (REFERENCE SELECT SELLING)Workshop on Becoming a Sales Specialist Vinod MehraVinod.firstname.lastname@example.org
FOUR SALES PROFILES Generalist: Low efficiency and Just makes the quota Wishful Thinker: Big forecast All deals at 90% No Sales Specialist: Sniper High hit rate Customer Confidante Extremely focused Lazy Gambler: Lives off existing accounts & depends on bluebirds
SNIPER1. Make an impression 9. Engage at the most2. Express Value senior level3. Follow your Sales Process 10. Effective communication4. Pursue well qualified and presentation skills leads 11.Listen and ask questions5. Differentiate against 12. Business and Analytical every major competitor skills6. Plan to address major objections 13. Negotiation skills7. Know why you win 14. Ask for an order8. Know why you lost 15. Ask for referrals 16. Constant Education Develop the passion to Read books
MAKE AN IMPRESSION Know your business Know your customers business ; profile Master the art of story telling Become a trusted advisor Feed him new value information with no expectations of return Become thought leader – write and speak in conferences
EXPRESS VALUE Understand the customer pain point Create value Learn to articulate value the way customer understand
FOLLOW YOUR SALES PROCESS Adopt a Sales methodology Opening, Body and Close Know at what stage your customer is in the buying cycle. Plan your sales cycle.
PURSUE ONLY WELL QUALIFIED LEADS Qualify hard; your time is precious Document customer purchase process Examine budgets Examine deal size Time to buy Why buy Identify influencers, decisions makers
DIFFERENTIATE AGAINST EVERY MAJOR COMPETITOR Identify your major competitors Profile major competitors Document their Strengths and Weakness
PLAN TO ADDRESS COMMON OBJECTIONS List down likely objections and concerns Create multiple responses for objections and concerns. Evaluate the best possible response Test them out
KNOW WHY YOU WON Analyse why you won; is it Price Feature Company – position or strength You – selling skills, relations Others It will help you to maximize your strength and minimize your weakness Ask your customer why they bought your product
ASK WHY YOU LOST Is it the Price Product Company – Positioning Competitor You or others Ask your customer why they bought from your competitor
ENGAGE COMFORTABLY AT THE MOST SENIOR LEVEL Believe in yourself and engage at the most senior level. Invest in yourself; build on business skills to engage senior management. Attend business forums and conferences
EFFECTIVE COMMUNICATION AND PRESENTATION SKILLS Join professional forums like Toastmasters and build up on your public speaking skills
LISTEN AND ASK QUESTIONS Learn the art of listening and taking notes Master the art of asking questions – Open and closed Unraveling concerns Keeping the conversation going Directing the flow of conversation “Always the beautiful answer who asks a more beautiful question."
BUSINESS AND ANALYTICAL SKILLS Business seek to increase revenue, cut cost, ROI, short term profit. Master and analyze the factors that impact your customer’s business. Read business and industry magazine
NEGOTIATION SKILLS Know your Customers: Business drivers Deadlines Drivers for making purchase Drivers for making purchase from you “Let us move from the era of confrontation to the era of negotiation” …Richard Nixon
ASK FOR THE ORDER All efforts is in vain if you do not ask for the order Timing is very important, asking too early is like asking too late when customer has already made up his mind.
ASK FOR REFERRALS Ask for referrals Reward them for referrals Word of mouth is a powerful tool
CONSTANT EDUCATION Selling requires constant and regular education Be a step ahead of your customers and competition. Study other sales methodologies Take up a mentor