360 Degree Sales Cycle


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“Making a difference" - “The sales job isn’t over until the account is reference-able”

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360 Degree Sales Cycle

  1. 1. “ Making a difference” 360 Degree Sales Cycle
  2. 2. How Can I…… <ul><li>Optimize the sales pipeline increasing revenues and improving profitability? </li></ul><ul><li>Decrease sales times and the cost of each sale? </li></ul><ul><li>Increase sales effectiveness and productivity? </li></ul><ul><li>Proactively address threats and pursue add-on, up/cross-sell opportunities? </li></ul><ul><li>Profitably manage customers and increase loyalty and lifetime value? </li></ul><ul><li>Increase revenues through indirect sales channel? </li></ul>
  3. 3. 360 Degree Sales Cycle Marketing Post Sales Sales Support
  4. 4. <ul><li>360 Degree Approach </li></ul><ul><li>- By taking a 360 degree approach to providing services, you not only know why your services are selling but where they are vulnerable and what you will have to do to keep selling products into the future. </li></ul><ul><li>360 Degree Visibility </li></ul><ul><li>- Delivers an unmatched, comprehensive view of each sales opportunity by providing complete visibility into a prospect and customers history, milestones, key decision-makers, tasks, activities, and progress </li></ul>
  5. 6. What are 360 Degree Sales? <ul><li>     Uses consultative approaches </li></ul><ul><li>     Seeks to uncover needs </li></ul><ul><li>     Works as a partner </li></ul><ul><li>     Provides win-win solutions </li></ul><ul><li>     Builds relationships, then sales </li></ul><ul><li> Building Rapport </li></ul><ul><li>     Adds value to client </li></ul>
  6. 7. Consultative Approaches <ul><li>     Learns about client through questions </li></ul><ul><li>     Depends on proactive listening </li></ul><ul><li>     Sees problem through client’s eyes </li></ul><ul><li>     Maintains integrity </li></ul><ul><li>     Seeks best solution for customer (vs. sales commissions) </li></ul>
  7. 8. Seeks to Uncover Needs <ul><li>     Questioning/Listening skills </li></ul><ul><li>     Reads “between the lines” for needs implied </li></ul><ul><li>     Focuses on solutions, not products </li></ul><ul><li>     Offers options, lets client choose </li></ul><ul><li>     Avoids product based solutions </li></ul><ul><li>     Provides counsel vs. quick fix </li></ul>
  8. 9. Works as a Partner <ul><li>    “ Sits on same side of table as client” </li></ul><ul><li>     Helps client evaluate options </li></ul><ul><li>     Sees long term relationship as the focus </li></ul><ul><li>     Offers recommendations that generate sales </li></ul>
  9. 10. Provides Win-Win Solutions <ul><li>     Isolates needs (vs. positions) </li></ul><ul><li>     Generates additional, creative (attractive) options </li></ul><ul><li>     Demonstrates win-win paybacks </li></ul><ul><li>     Focuses on relationship (vs. winning the negotiation) </li></ul><ul><li>     Stays on “same side of table” </li></ul>
  10. 11. Builds Relationships, then sales <ul><li>     People only buy (long term) from those they trust </li></ul><ul><li>     Develops relationship of trust, counsel </li></ul><ul><li>     Seeks first to understand client need </li></ul><ul><li>     Feeds back client need to demonstrate empathy, understanding </li></ul><ul><li>     Always maintains integrity </li></ul>
  11. 12. Building Rapport <ul><li>Call high in the organization </li></ul><ul><li>Selling Principles: </li></ul><ul><ul><li>1. People buy from people they trust </li></ul></ul><ul><ul><li>2. People trust people like themselves </li></ul></ul><ul><ul><li>3. People trust people who are empathetic </li></ul></ul><ul><ul><li>4. People trust people who are credible </li></ul></ul><ul><ul><li>5. Without trust, there is no communication </li></ul></ul><ul><li>“ Prescription before diagnosis is malpractice” </li></ul>
  12. 13. Adds Value to Client <ul><li> Brings new data to bear on the problem </li></ul><ul><li> Honestly admits when product is NOT a good match (recommends others) </li></ul><ul><li> Takes a business-based approach to solutions </li></ul><ul><li> Recommends valuable (profitable) added services, features </li></ul>
  13. 14. Value Added Sales vs. Traditional Sales <ul><li>Relationship based </li></ul><ul><li>Long term focus </li></ul><ul><li>Solution centered </li></ul><ul><li>Depends on integrity, trust </li></ul><ul><li>Focuses on adding value </li></ul><ul><li>Defers product discussions </li></ul><ul><li>Transaction based </li></ul><ul><li>Short term sale focus </li></ul><ul><li>Product centered </li></ul><ul><li>Depends on “smoothness” </li></ul><ul><li>Focuses on closing </li></ul><ul><li>Begins with product discussions </li></ul>
  14. 16. What is Our Approach <ul><li>     Document what “works” effectively </li></ul><ul><li>     Develop communication skills </li></ul><ul><li>     Develop negotiation skills </li></ul><ul><li>     Develop presentation skills </li></ul><ul><li>     Instill good work habits </li></ul><ul><li>     Install measurable targets </li></ul>
  15. 17. Why a 360 Degree Sales Cycle ? <ul><li>   reaches beyond immediate sale, uncovers needs </li></ul><ul><li>     builds relationships, loyalty </li></ul><ul><li>     takes long term view of the relationship </li></ul><ul><li>     puts client and vendor on same side of table </li></ul><ul><li>     focuses on upgrading skills of all sales people </li></ul><ul><li>     changes the philosophical approach to sales </li></ul>
  16. 18. 360 Degree Sales Cycle “The Overview”
  17. 19. Overview <ul><li>Know Your Job Responsibilities </li></ul><ul><li>Know Your Company Message </li></ul><ul><li>Know Your Competitors </li></ul>
  18. 20. Know Your Job Responsibilities <ul><li>Understand your products and services. </li></ul><ul><li>Drive sales of your products and services. </li></ul><ul><li>Achieve and then exceed your assigned sales quota. </li></ul><ul><li>Represent the company to the marketplace in a professional manner. </li></ul>
  19. 21. Know Your Company Message <ul><li>Who are we? </li></ul><ul><ul><li>Our market space and our profile </li></ul></ul><ul><li>What are our core values? </li></ul><ul><ul><li>Our mission statement </li></ul></ul><ul><li>What do we do? </li></ul><ul><ul><li>Our products and services </li></ul></ul><ul><li>What do we bring to the table? </li></ul><ul><ul><li>Our value proposition </li></ul></ul>
  20. 22. Know Your Competitors <ul><li>Who are our competitors? </li></ul><ul><li>What do they do? </li></ul><ul><li>What do they bring to the table? </li></ul><ul><li>“ There is always local and national competition for all business” </li></ul>
  21. 23. 360 Degree Sales Cycle “The Process”
  22. 24. Sales Process <ul><li>Prospecting & Lead Generation </li></ul><ul><li>Planning Sales Calls </li></ul><ul><li>Meetings </li></ul><ul><li>Post Call Follow-up </li></ul><ul><li>Documentation </li></ul><ul><li>Presentation </li></ul><ul><li>Sign-off </li></ul><ul><li>Own & Implement the Sale </li></ul><ul><li>After Sales Service </li></ul><ul><li>Post Sales Follow Up </li></ul><ul><li>Repeat & Up Selling </li></ul>
  23. 25. Prospecting & Lead Generation <ul><li>Identify current customer base. </li></ul><ul><li>Identify and rank prospects. </li></ul><ul><li>Identify Decision Makers </li></ul><ul><li>Schedule Sales Calls. </li></ul>
  24. 26. Planning Sales Calls <ul><li>Research prospect company. </li></ul><ul><li>Identify audience. </li></ul><ul><li>Define presales support (for example, engineers). </li></ul><ul><li>Plan meeting agenda. </li></ul><ul><li>Plan your objective. </li></ul><ul><li>Set your follow up objective. </li></ul><ul><li>Call and confirm meeting ahead of time. </li></ul>
  25. 27. Meetings <ul><li>Make introductions. </li></ul><ul><li>Define and then confirm prospect’s objectives. </li></ul><ul><li>Define your objectives. </li></ul><ul><li>Review business need. </li></ul><ul><li>Identify Budget </li></ul><ul><li>Identify Decision Maker & Decision Process </li></ul><ul><li>Identify contributing factors. </li></ul><ul><li>Present possible solutions. </li></ul><ul><li>Reach consensus (fit, no fit, investigate further). </li></ul>
  26. 28. Meetings (con’t) <ul><li>Common Sales Blunders </li></ul><ul><ul><li>Not prospecting </li></ul></ul><ul><ul><li>Not conducting pre-meeting research </li></ul></ul><ul><ul><li>Not being prepared </li></ul></ul><ul><ul><li>Talking too much </li></ul></ul><ul><ul><li>Providing irrelevant information </li></ul></ul><ul><ul><li>Making the wrong pitch </li></ul></ul><ul><ul><li>Not anticipating objections </li></ul></ul><ul><ul><li>Not asking for the sale </li></ul></ul>
  27. 29. <ul><li>If you remember anything from this… </li></ul><ul><li>Know your product </li></ul><ul><li>To be successful, you need to think like your prospect </li></ul><ul><li>You have one mouth and two ears for a reason </li></ul><ul><li>Focus on solving the “pain” </li></ul><ul><li>Avoid long-winded proposals </li></ul><ul><li>Know when to walk away/move to the next prospect </li></ul>Meetings (con’t)
  28. 30. Post Call Follow-up <ul><li>Send summary e-mail message or letter to prospect, and then follow up with a phone call. </li></ul><ul><ul><li>Thank prospect for meeting. </li></ul></ul><ul><ul><li>Recap meeting. </li></ul></ul><ul><ul><li>Review agreed-upon next steps. </li></ul></ul><ul><ul><li>State future intentions. </li></ul></ul><ul><li>Notify appropriate internal resources (for example, engineer) for next-step assistance. </li></ul><ul><li>Update account files / CRM. </li></ul>
  29. 31. Documentation <ul><li>Prepare appropriate documents. </li></ul><ul><li>Review documents with prospect. </li></ul><ul><li>“ You need to be able to present a solid business case to sponsors that addresses their Pains / Gains.” </li></ul>
  30. 32. Presentation <ul><li>Deliver final documents. </li></ul><ul><li>Present proposal. </li></ul><ul><li>Request the sale. </li></ul>
  31. 33. Sign-off <ul><li>Sign documents. </li></ul><ul><li>Close the sale. </li></ul><ul><li>Golden Rule – the sales job isn’t over until the account is referenceable </li></ul>
  32. 34. Own & Implement the Sale <ul><li>Process necessary paperwork </li></ul><ul><li>Follow up the process </li></ul><ul><li>Make sure “the sale” happens </li></ul><ul><li>This is YOUR customer & future goodwill </li></ul>
  33. 35. After Sales Service <ul><li>Customer Service </li></ul><ul><li>Technical Support </li></ul><ul><li>Billings & Collection </li></ul>
  34. 36. Post Sales Follow Up <ul><li>Ensure your customer is happy </li></ul><ul><li>Continue to build the relationship </li></ul><ul><li>Strengthen your contacts with the Customer </li></ul><ul><li>Set reminders for emails, follow up, courtesy calls </li></ul>
  35. 37. Repeat & Up Selling <ul><li>Strengthen the relationship </li></ul><ul><li>Ask for referrals </li></ul><ul><li>Up sell & add more services </li></ul><ul><li>Maintain a partnership </li></ul>
  36. 38. <ul><li>Golden Rule </li></ul><ul><li>“ The sales job isn’t over until the account is referenceable” </li></ul>
  37. 39. “ Making a difference” 360 Degree Sales Cycle