Advanced Sales Training EyeOpener September 27, 2002

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Advanced Sales Training Eye-OpenerSeptember 27,
2002
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Introduction

• George A. Moretti Mark A. Neely
• Lets Get Real or Lets Not Play Solution
  Selling
• October 17 - 19, 2002 in Anaheim, California

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Skills Learned

• Listening Skills / Its All About Them
• Value Analysis Plant Tour
• Solution Presentation

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Exploratory Stage

• Listening Skills
• 75 / 25 Rule
• Uncovering Issues
• Understanding Problems
• Obtaining Alignment (Desired Results)
• Solve a Problem
• Remember Its All About Them!

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Exploratory Stage
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Value Analysis Plant Tour

• Establish Team Members
• Both Supplier Customer
• Areas to be Toured
• Observe Record
• Quantify each Opportunity
• Hard Dollars!

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Solution Presentation

• Restate Problem Customer Objective
• State our Findings Observations
• Make Recommendation.THE SOLUTION!
• Potential Cost Savings
• Obtain Commitment

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Sellers on Selling
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Hycorr Implementation

• Incorporated into Hycorrs Sales Process
• Formal Kick-off at Sales Meeting
• Reviewed the program in detail
• Performed Practice Exercises / Sales
  Presentations
• Offered Value Analysis Plant Tours to select
  Prospects Customers
• Lets Get Real or Lets Not Play
• Required reading for Hycorr Sales Team
• Its All About Them