




Optimise the sales pipeline increasing
revenues and improving profitablity?
Decrease sales times and the cost of each
sales?
Increase sales effectiveness and
productivity?
Proactively address threats and pursue addon, up sell, cross sell opportunities?
Profitably manage customers and increase
loyalty and lifetime value?
Marketing
Post
Sales
Sales
Support

Approach
◦ 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.

Visibility
◦ 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.
 Uses
consultative approaches
 Seeks to uncover needs
 Works as a partner
 Provides win-win solutions
 Builds relationships…... Then
sales
 Is about building rapport
 Adds value to client

Learns about client through questions

Depends on proactive listening

Sees problems through client’s eyes

Maintains integrity

Seeks best solution for customer
(versus sales commissions)


Questioning / Listening skills
Reads ‘between the lines’ for needs
implied

Focuses on solution, not products

Offers options, lets client choose

Avoids product based solutions

Provides counsel versus quick
Sits on same side of the table as the
client
 Helps client evaluate options
 Sees long term relationship as the
focus
 Offers recommendations that generate
sales

Isolates needs (versus positions)
 Generates additional, creative
(attractive) options
 Demonstrates win-win paybacks
 Focuses on relationship (versus
winning the negotiation)
 Stays on ‘same side of table’

People only buy (long term ) from
those they trust
 Develops relationship of trust,
counsel
 Seeks first to understand client need
 Feeds back client need to
demonstrate empathy,
understanding
 Always maintains integrity

People buy from people they trust
 People trust people like themselves
 People trust people who are
empathetic
 People trust people who are credible
 Without trust there is no
communication

“Prescibing without diagnosis is malpractice”






Relationship based
Long term focused
Solution centred
Depends on
integrity, trust
Focuses on adding
value
Defers product
discussions





Transaction based
Short term sales
focused
Product centred
Focuses on
‘closing’
Begins with product
discussions
Brings new data to bear on the
problem
 Honestly admits when product is not a
good match (recommends others)
 Takes a business-based approach to
solutions
 Recommends valuable (profitable)
added services, features

 Document
what “works”
effectively
 Develop communications skills
 Develop negotiation skills
 Develop presentation skills
 Instill good work habits
 Install measurable targets






Reaches beyond immediate sale, uncovers
needs
Builds relationships, loyalty
Takes long term view of the relationship
Puts client and vendor on same side of the
table
Focuses on upgrading skills of all sales
people
Changes the philosophical approach to
sales
The Overview
 Know
your job responsibilities
 Know your company message
 Know your competitors
Understand your products and
services
 Drive sales of your products and
services
 Achieve and then exceed your
assigned sales quota
 Represent the company to the
marketplace in a professional
manner


Who are we?
◦ Our marketspace and our profile

What are our core values?
◦ Our mission statement

What do we do?
◦ Our products and services

What do we bring to the table?
◦ Our value proposition
Who are our competitors?
 What do they do?
 What do they bring to the table?



There is competition for all businesswhether local, nation or international
Can be competition of product or service- or
competing for the finite dollars available –the
priority of best spend in any one budget
The Process











Prospecting and lead generation
Planning sales calls
Meetings
Post call follow up
Documentation
Presentation
Sign off
Own and implement the sale
After sales service
Post sales follow up
Repeat and up sell
 Identify
current customer
base
 Identify and rank prospects
 Identify decision makers
 Schedule sales calls







Research prospect company
Identify audience
Define presales support (engineers for
example)
Plan meeting agenda
Plan your objective
Set your follow up objective
Call and confirm your meeting ahead of
time









Make introductions
Define and then confirm prospect’s objectives
Define your objectives
Review business need
Identify budget
Identify decision maker and decision process
Identify contributing factors
Present possible solutions
Reach consensus: fit; not fit; investigate
further

Common sales errors
◦ Not prospecting
◦ Not conducting pre-meeting research
◦ Not being prepared
◦ Talking too much
◦ Providing irrelevant information
◦ Making the wrong pitch
◦ Not anticipating objections
◦ Not asking for the sale

So remember………
◦ Know your product!
◦ Think like your prospect in order to be
successful
◦ Remember: Ratio of 2/1- Two ears/ One
mouth
◦ Focus on solving the ‘pain’
◦ Avoid long-winded proposals
◦ Know when to walk away and move on to
the next prospect

Send a summary email or letter to your prospect
and then follow up with a phone call
◦
◦
◦
◦


Thank them for the meeting
Recap the meeting
Review agreed upon next steps
State future intentions- ‘where to from here’
Notify your appropriate internal resources for any
next step assistance (eg engineering dept)
Update account files / CRM
 Prepare
appropriate documents
 Review the documents with your
prospect
Present a solid business case that
addresses their pains / gains
 Deliver
documents
 Present your proposal
 Request the sale
 Sign
all documents
 Close
the sale
It is not a sale until all necessary paperwork is
in place and the process begun
 Process
necessary
paperwork
 Follow up the process
 Make sure the sale happens
– this is your customer and
future good will!
 Customer
service
 Technical
support
 Billings
& collection
 Ensure
your customer is happy
 Continue to build the relationship
 Strengthen your contacts with the
customer
 Set reminders for emails, followup, courtesy calls
 Strengthen
the relationship
 Ask for referrals
 Upsell and add more
services
 Maintain a partnership

Ph 9005 7079; 0419 283363
[email protected]
www.somuchpotential.com.au



PO Box 180, Tyabb 3913