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Winning Sales and Influencing Decision Makers Presentation by 678 Partners

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Courtesy of Tim McDonald, Idea Chef and I (Network Sommelier) of 678 Partners got an opportunity to present at the wonderful Lake County Social Networking last week. Sometimes building a relationship is more important than making a pitch. But how do you make the decision to pitch or not to pitch?Solving real business problems also help you leave a lasting impression. We also briefly discussed how to make a rainmaker network. A copy of the presentation will be included on my LinkedIn Slideshare as well.

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Winning Sales and Influencing Decision Makers Presentation by 678 Partners

  1. 1. Winning Sales and Influencing Buyers<br />Lake County Social Networking<br />May 10th 2011<br />
  2. 2. Discussion topics<br />Don’t blame the sales department<br />The sales process<br />Solving business problems – “the right business problems”<br />Lessons about disqualification<br />The concept of silver bullet – how to destroy relationships<br />The Rainmaker Network<br />Next steps?<br />
  3. 3. First thing that comes to your mind when you think of sales people?<br />
  4. 4. Combat squad?<br />
  5. 5. Convince (and not kill) the customer?<br />
  6. 6. Used car sales guy?<br />
  7. 7. Case study 1<br />Don’t blame the sales department<br />
  8. 8. Someone’s shopping list<br />
  9. 9. Small problem, since you only sell ..<br />
  10. 10. Don’t see champagne on the list …<br />Order of<br />Importance<br />Budget<br />Approved<br />
  11. 11. Well …. Let’s add it in<br />Order of<br />Importance<br />Budget<br />Approved<br />Champagne<br />
  12. 12. Case Study 1 – Some important questions<br />Customer drink champagne? (yes/no)<br />Customer in the mood for champagne? (yes/no)<br />Customer even like any type of champagne? (yes/no)<br />Customer need to check with other spouse before buying the champagne? (yes/no)<br />Customer afford to purchase champagne? (yes/no)<br />
  13. 13. The Sales Process<br />
  14. 14. Case Study 1 – Problems You Solve?<br />Customer drink champagne? (yes/no)<br />Customer in the mood for champagne? (yes/no)<br />Customer even like any type of champagne? (yes/no)<br />Customer need to check with other spouse before buying the champagne? (yes/no)<br />Customer afford to purchase champagne? (yes/no)<br />Problems you solve?<br />Budget?<br />Decision Maker?<br />
  15. 15. If you are not solving the customer problem<br />
  16. 16. And stop …<br />Overcoming objections<br />Assuming they need champagne<br />Now<br />Or in the future<br />Assuming they should want champagne<br />Questioning why they never tried champagne<br />How champagne could change their life<br />Anything that sounds remotely cheesy and a total waste of their time!<br />
  17. 17. Case Study 1 – What about budget?<br />Customer drink champagne? (yes/no)<br />Customer in the mood for champagne? (yes/no)<br />Customer even like any type of champagne? (yes/no)<br />Customer need to check with other spouse before buying the champagne? (yes/no)<br />Customer afford to purchase champagne? (yes/no)<br />Problems you solve?<br />Budget?<br />Decision Maker?<br />
  18. 18. Case Study 1 – Decision Maker?<br />Customer drink champagne? (yes/no)<br />Customer in the mood for champagne? (yes/no)<br />Customer even like any type of champagne? (yes/no)<br />Customer need to check with other spouse before buying the champagne? (yes/no)<br />Customer afford to purchase champagne? (yes/no)<br />Problems you solve?<br />Budget?<br />Decision Maker?<br />
  19. 19. Some initial findings about your customer<br />Sales process decision making components<br />Decision making, where, when, how, why in the buying process<br />Has the budget for your product/service?<br />Has the problems you solve?<br />Finding out more about why your customer drinks champagne<br />When do they drink champagne(if at all)?<br />How would they drink it?<br />Who would they know that might drink champagne?<br />Where would they drink it (and why?)<br />
  20. 20. Case Study 2<br />What are some the top 10 priorities of small business in general?<br />
  21. 21. Case Study 2<br />Winning new sales<br />Improving marketing<br />Talent acquisition<br />Profit margin improvement<br />Customer satisfaction<br />Your widget/offering<br />Manufacturing process<br />
  22. 22. Case Study 2<br />Winning new sales<br />Improving marketing<br />Talent acquisition<br />Profit margin improvement<br />Customer satisfaction<br />Your widget/offering<br />Manufacturing process<br />Budget<br />Approval<br />
  23. 23. Case Study 2<br />Winning new sales<br />Improving marketing<br />Talent acquisition<br />Profit margin improvement<br />Customer satisfaction<br />Your widget/offering<br />Manufacturing process<br />Budget<br />Approval<br />Order<br />Of <br />Importance<br />
  24. 24. Case Study 2<br />Winning new sales<br />Improving marketing<br />Talent acquisition<br />Profit margin improvement<br />Customer satisfaction<br />Your widget/offering<br />Manufacturing process<br />Budget<br />Approval<br />Order<br />Of <br />Importance<br />Didn’t make<br />the cut<br />
  25. 25. Why dis-qualification is important<br />Watching the master at work<br />
  26. 26. Why dis-qualification is important<br />
  27. 27. Best problem solver ever<br />LT. COLUMBO photo courtesy of ABC TV<br />
  28. 28. Silver Bullet Concept<br />
  29. 29. <ul><li>How to destroy relationships without</li></ul> knowing you are doing so<br />Silver Bullet Concept<br />
  30. 30. To pitch or not to pitch?<br />Typical Sales Person<br />Prospect<br />Pitch your widget/service<br />
  31. 31. To pitch or not to pitch?<br />Typical Sales Person<br />Prospect<br />Pitch your widget/service<br />33%<br />No Sale<br />
  32. 32. To pitch or not to pitch?<br />Typical Sales Person<br />Prospect<br />Pitch your widget/service<br />33%<br />No Sale<br />Wrong time<br />Don’t have budget<br />Shopping for info<br />Don’t need your widget/service<br />
  33. 33. To pitch or not to pitch?<br />Typical Sales Person<br />Prospect<br />Pitch your widget/service<br />33%<br />33%<br />50/50<br />Chance<br />No Sale<br />Wrong time<br />Don’t have budget<br />Shopping for info<br />Don’t need your widget/service<br />
  34. 34. To pitch or not to pitch?<br />Typical Sales Person<br />Prospect<br />Pitch your widget/service<br />33%<br />33%<br />50/50<br />Chance<br />No Sale<br />Wrong time<br />Don’t have budget<br />Shopping for info<br />Don’t need your widget/service<br />RFP process<br />Reduce price<br />Compete with other vendors<br />Can’t differentiate you<br />
  35. 35. To pitch or not to pitch?<br />Rainmaker Process<br />Prospect<br />Understand your prospect<br />33%<br />33%<br />33%<br />50/50<br />Chance<br />No Sale<br />Sale<br />Wrong time<br />Don’t have budget<br />Shopping for info<br />Don’t need your widget/service<br />RFP process<br />Reduce price<br />Compete with other vendors<br />Can’t differentiate you<br />
  36. 36. To pitch or not to pitch?<br />Rainmaker Process<br />Prospect<br />Budget process<br />Problem solving<br />Right decision maker<br />Understand your prospect<br />33%<br />33%<br />33%<br />50/50<br />Chance<br />No Sale<br />Sale<br />Wrong time<br />Don’t have budget<br />Shopping for info<br />Don’t need your widget/service<br />RFP process<br />Reduce price<br />Compete with other vendors<br />Can’t differentiate you<br />
  37. 37. Your Typical Network of professionals<br />Connectors<br /><3%<br />A<br />~77%<br />B<br />Still needs work<br />No use<br />C<br />~20%<br />
  38. 38. Rainmaker Network<br />Increase<br />Connectors<br />>40%<br />A<br />~57%<br />B<br />Still needs work<br />Decrease<br />No use<br />C<br /><3%<br />
  39. 39. Next Steps?<br />Solve real business problems for customers<br />Make sure your entire network knows <br />What problems you solve<br />How you solve them<br />When to contact you<br />Always be a resource for your prospects and your network<br />Become a niche specialist<br />
  40. 40. What we talked about<br />Don’t blame the sales department<br />The sales process<br />Solving business problems – “the right business problems”<br />Lessons about disqualification<br />The concept of silver bullet – how to destroy relationships<br />Rainmaker Network<br />Next steps?<br />
  41. 41. Can we be of help?<br /><ul><li>Parissa Behnia (Idea Chef)
  42. 42. 312-208-7329</li></ul>Amir Rafizadeh (Network Sommelier)<br />312-725-3635<br />

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