39% is..
based on me, social security for sales people
Substantiary value focuses on
ROI
Pyrimad
top: outsource
middle: solutions
bottom: substantiary value
want us to act like a...
Business agent, CEO, and advocate
The business agent rule
you must be accountable for results
manage the outsourcing
act as the single point of contact
ensure that our customer buys the best solution and achieves the value they expect
responsible for every aspect of the relationship between buyer and seller
abil
The CEO rule
understand deeper than normal salespeople
understand how the customers business works; its competency, business strategy, and organizational culture
must understand the customers customer
35,000 view... market shifts, competitive threats, and regulatory
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The advocate rule
must be on our side
must be the customers representative
ensure that the customers solutions move as required and as promised
must actually do something
The consultant rule
must be experts in your service
must be able to clearly explain solution
beyond product knowledge
application is key
must design the right application
The traveler rule
must be easily accessible
customers want more contact and touch
will respond immediately
must employ the best technologies for touch
make physical and emotional connections
The troubleshooter rule
must solve our problems throughout the whole term
must recognize problems will occur, anticipate
Proactively identify and discuss problems
problems are both the dark clouds and silver lining in b2b sales
see them as business partners
The innovator rule
must be creative in responding to our needs
change is the only constant
recognize and react to new business opportunities
customers are buying vendors expertise
be proactive and strategic, not tactical
the best sponsor is
the person with the strongest personal benefit associated with your solution
key question for navigating a influence group is...
whose budget is it?
majority of the sale happens when
you're not there
best way to neutralize an anti-sponsor is to
be proactive
cooperation commitments are
key to move thru the DIG
avoid...
premature selling
if an anti-sponsor aggressively attacks you during your meeting...
use puppy dog eyes, try to get a sponsor to speak up for you
how to be proactive?
ask for a one on one- how do you feel about my solution?
overwhelm them with sponsors- I have a feeling you have some concerns about my solution?
the best sponsor is...
usually the one with the most to win and lose
-critical executive
plan your presentation...
backwards
uncover opportunity
first step
buying decisions begin with a motivational cause or reason
seller-how can I help the customer to trust and work with me?
think like a detective (columbo)
refine criteria
use expertise to determine what is wanted or needed
seller- what are the customers decision criteria and priorities?
think like a consultant
develop the right application- work for both your company and your customer
align solution
differentiate by designing the best solution for the customer
seller- why should the customer do business with us?
think like an athlete- thrill of victory and agony of defeat
implement agreement
last step
create and prove complete customer satisfaction
seller- what can I do to ensure the smoothest implementation success?
87% of sellers...
try to close before the buyer is ready
selling is
providing a solution to a problem that helps create substantiary value for a customer and a reasonable profit for my company
Sales process
Prospecting
Pre-approach
Approach
Need Discovery/Diagnosis
Presentation/Prescription
Overcoming Objections (SPIN)
Advancing the Sale
trail close
close
Following Up
Buying Process
(1) recognition of the problem or need,
(2) determination of the characteristics of the item and the quantity needed,
(3) description of the characteristics of the item and quantity needed,
(4) search for and qualification of potential sources,
(5) acquis
buyers are becoming
more demanding, knowledgeable, price cautious, uncertain about future, more risks, less loyal, and more predictable
cooperation selling
the act of causing or promoting a buying decision through the association of a salespersons efforts for a mutual or common benefit with the customer
cooperation selling core values
approach with helping intentions
change the customers experience
demonstrate honesty and credibility
ask and listen
be open minded
create an environment of support
know everything about your solution
expect cooperative partnerships
process
series of actions or operations which lead to an expected and repeatable outcome
2 primary reasons to use a process
prevent slumps
repair slumps
how do we make decisions?
gather info
in the time we feel is allowed
measure our previous experience
make best decision for people involved
the greater a persons personal sense of risk....
the more logical the decision process
customers decision process is
a series of internal questions that customers commonly ask themselves to determine whether they are motivated and comfortable enough to continue moving forward in the decision process
Acquire Info
customers use the first decision step to determine whether a decision should be considered and which decision info resources they will trust and utilize
buyer-is making this decision important to me?
Assess Options
customers use the second decision step to determine decision step, review possible solutions and begin to establish the best fit predetermined solution
buyer- what questions do I need answered before I move forward with my decision?
Apply decisions
customers use the third decision step to negotiate any customer driven criteria or solution changes and to finalize their decision commitment
buyer- am I still comfortable with my decision criteria?
Achieve satisfaction
the final decision step either proves or disproves the customers expectations for value
buyer- am I achieving the results I expected?
commitment
a solemn agreement or pledge to take some predetermined action in the future
Leadership Tier
responsible for company top and bottom line
wants to improve profit
sales people are scared because they cant speak the language
management tier
responsible for proactively eliminating problems and improving productivity
producer tier
responsible for following rules, directives, and procedures
most sales people spend there time
decision influence
act of affecting another persons decision in an important way without an exertion of force or command
critical decision maker
wants to make the best possible decision in order to support goals
open to new info
tier 1- leadership
final decision maker
4 buying decisions
acquire info, assess options, apply decisions, and achieve satisfaction
4 selling decision
uncover opportunity, refine criteria, align solution, and implement agreement
customers top 5 seller expectations
understand my business
design the right applications for me
treat me fairly
be easily accessible
be creative
introspection
most powerful and positive personal developmental tool that sellers posses
goal of cooperation selling
harmonize the intensions, motivations, and actions of the provider and customer
situation repair
obvious pain
something not functioning properly at an effective level and must be repaired or replaced
buyer cause motivation 3
situation repair, situation improvement, and situation continuance
situation improvement
opportunity pain
nothing is broken instead they realize they are missing out on an improvement opportunity
situation continuance
decision pain
motivated not to make a purchasing decision at that time
decision group navigator
tier 1 or 2- leadership or management
has respect from the right people, high level of influence
wants to support crucial decision maker
integration expert
special expertise, knowledge, and/or experience
referenced to for advice
responsible for making sure the solution effectively integrates
prefers to do what they think is right or the best
user producer
someone who would use the product
tier 2 or 3- management or producer
has info or previous experience that should be referenced to
likes being apart of the group or inside circle
group advocate
believes or pretends they are acting in the best interest of the group
wants to protect the group and acts with assumed authority
external resource
outside influencer
maybe a friend or relative they believe is credible
wants to help
may become too involved
trusted advisor
anyone a DIG member believes to be reliable
salespeople want to become this
start with the
gatekeeper