Welcome to Day 2

1
Welcome to Day 2
2
Todays Agenda

• Sales Process
• Sales Skills
• Role Plays
• Deep Dives
• Breakouts
• Partners
• TSE Training
• Segue Sales

Actual sales campaign
Potential Sale
3
Competitive Selling

• Joe Friscia

4
The Fundamentals of ValueBased or Solutions
Selling

• Relationship
• Know your buyers style
• Listen, listen, listen
• Face time
• Trust
• Do what you say
• Responsive
• Honest and sincere

Discovery Knowledge Customer-specificbusiness e
xamples Propose Quantify businessimpact Demons
trate value
5
The Sales Process
Prospect (10)
Discover(30)
Certify (50)
Procure (90)
Propose (60)
Decide (80)
Begin SalesCampaign
Contracts
Win
Prove Value
Educate
Qualify Assess OpptyBuild Value
6
Prospect

• Primary Activities
• Contact prospect within 5 calendar days
• Tools
• Qualification Checklist

Prospect (10)
Discover (30)
Certify (50)
Procure (90)
Propose (60)
Decide (80)
Contracts
Win
Prove Value
Educate
Qualify Assess OpptyBuild Value
Begin SalesCampaign
Gates Evidence of a good fit and that the prospec
t / customer will do something
7
Discover

• Primary Activities
• Confirm budget during process
• Structure the use of Partners
• SMG contact
• Tools
• Deliver Value Proposition document

Discover (30)
Prospect (10)
Certify (50)
Procure (90)
Propose (60)
Decide (80)
Begin SalesCampaign
Contracts
Win
Prove Value
Educate
Qualify AssessOpptyBuild Value
Gates Joint Action Plan
8
Certify

• Primary Activities
• Finalize ROI and business impact statements
• SMG contact
• Tools
• ROI calculation including business impact
  statements
  
• Standard product demo

Certify (50)
Procure (90)
Propose (60)
Decide (80)
Contracts
Win
Prove Value
Educate
Gates Publish ROI Re-publish Joint Action Plan
Close date
9
Propose

• Primary Activities
• Conduct optional POC with defined goals and
  success criteria
  
• Address known sales obstacles
• Tools
• Success Stories

Propose (60)
Prospect (10)
Discover (30)
Certify (50)
Procure (90)
Decide (80)
Begin SalesCampaign
Educate
Qualify Assess OpptyBuild Value
Contracts
Win
ProveValue
Gates Optional POC complete Quote submitted
10
Decide

• Primary Activities
• Leverage Partner contacts to influence decision
  making process
  
• Re-confirm all objections and obstacles
  addressed
  
• Tools
• SMG contact

Gates Publicly announce YES
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Procure

• Primary Activities
• Create term sheet if contract is required
• Tools
• Term sheet

Prospect (10)
Discover (30)
Certify (50)
Propose (60)
Decide (80)
Begin SalesCampaign
Win
Prove Value
Educate
Qualify Assess OpptyBuild Value
Gates PO received or contract signed
12
Selling Begins When theCustomer Says NO

• Qualify Out
• Build Trust
• Uncover Opportunities
• Sell Value
• Control the Campaign

13
Five Basic Selling Skills

• Opening
• Exploring customer needs
• Presenting and differentiating the product or
  service
  
• Managing objections
• Closing getting commitment to move the sale
  forward

14
World Class Selling Combines Process, Skill
Content
Prospect (10)
Discover(30)
Certify (50)
Procure (90)
Propose (60)
Decide (80)
Begin SalesCampaign
Contracts
Win
Prove Value
Educate
Qualify Assess OpptyBuild Value
Opening Exploring
Presenting Differentiating
Handling Objections Getting Commitment
15
Opening Skill 1
of 5 Skills

• Set the tone / identifies behavior
• Explains why you are there
• Arouses customer interest
• Gets customer involved
• Makes sure the customer is ready to go ahead

16
Exploring Customer Needs Skill 2
of 5 Skills
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Sales Effectiveness
Results
Time
18
Customer Needs Sales Tools
1
Tangible Needs
Product / Service
2
3
Intangible Needs
Presentation Methods
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Types of Probes

• Getting customer to open up
• Open-ended probes
• Getting the customer to keep on talking
• Pauses
• Reflective statements
• Neutral probes
• Brief assertions
• Making sure you understand
• Closed-end questions
• Leading questions
• Summary statements

20
Presenting the Product/Service Skill 3

• Lead with needs-benefit selling
• FAB method
• Feature
• Advantage
• Benefit
• Focus on customer
• Differentiate
• Give real business examples
• Know your product

of 5 Skills
21
Managing Objections Skill 4

• Acknowledge the objection
• Dig until you really understand
• Answer
• Get confirmation (be careful they may say yes,
  but mean no)

of 5 Skills
22
Managing Objections

• Objective objections
• Genuine concerns, impersonal matters, easiest to
  address
  
• Price is high, difficult to install, complex,
  lease/purchase
  
• Subjective objections
• Intangible needs, emotions, dont provide much
  detail, based in feeling rather than objective
  fact
  
• Questions
• Usually negative phrased and looking for a yes/no
  rather than an explanation

23
Closing Skill 5

• Commitment to move to next step
• Meeting with others
• Demo
• Walkthrough
• Goal-oriented POC
• Proposal / quote
• Think about it before you go in (map goal)
• Ask for the order
• Make visible, get credit (set traps)

of 5 Skills