Sales Masters Club Selling Skills and Support Group

Sales Masters Club Selling Skills and Support Group Mark Ouyang February 28, 2005

Welcome and Introduction § § § Name? Title/ Role? Office/ Region? Number of years in sales? Types of selling skills sales training you’ve taken? § Key takeaway/ learning from these courses 2

Objectives What do you want to get out of these sessions? § § § Shorten the sales cycle? Larger deal size? More accurate forecasts? Call higher in accounts? Develop and maintain long term relationships? § Get better results with less work? § Provide morale support? § ? 3

Process How do you want to accomplish this? § Meet every week to discuss a specific topic? § Bring a sales challenge to discuss? § What sales methodology should we use? § § § § 4 Miller Heiman – Strategic, Conceptual, LAMP Solution Selling SPIN Holden Powerbase Selling Complex Sale Sandler Target Account Selling Xerox Professional Selling Skills

A Proposal Establish a Common Reference Point § GSM Book Hope is Not a Strategy 5

Proposal #2 Go up the pyramid § Individual § PSS/ SPIN/ Conceptual Selling/ Sandler § Opportunity § Strategic Selling § Account/ Enterprise § Holden Powerbase/ Target Account Selling/ Complex Sales/ Large Account Management Process § Industry/ Marketing § Applying Account/ Enterprise skills externally to partner alliances 6

1 st Step Discuss Individual Selling – Face to Face § Miller Heiman - Conceptual Selling § Sandler – You can’t teach a kid to ride a bicycle at a seminar 7

Individual Selling Miller Heiman - Conceptual Selling § Exercise: Define what “Conceptual” Selling means to you. § Agree or disagree: People don’t buy a product or service per se, they buy based on an expectation of what that product or service can do for them. 8

Individual Selling Miller Heiman - Conceptual Selling § That “expectation” is a concept in the buyer’s mind. § Your first job is to discover, understand, describe, and shape what the buyer was hoping your product or service can do for them. 9

Individual Selling Miller Heiman - Conceptual Selling § The buying process/ funnel: Three Stages: § 1 st stage: Cognitive Thinking § 2 nd stage: Divergent Thinking § 3 rd stage: Convergent Thinking Anyone make a big purchase recently? 10

Individual Selling Miller Heiman - Conceptual Selling § The sales process is the opposite side of the same coin (the buying process) § Ideally, the sales process “dovetails” with the buying process. What happens if you are out of sync? 11

Individual Selling Miller Heiman - Conceptual Selling § Two ways buyers make decisions: § Randomly § Differentiation When do you use one process or the other? 12

Individual Selling Miller Heiman - Conceptual Selling § How do you: § Understand the customer’s concept? § Determine where they are in the buying process? § Influence the decision making process? § You ask questions! 13

Individual Selling Miller Heiman - Conceptual Selling § Three communication tasks in a Sales Call § Get Information § Give Information § Get Commitment § Of the three tasks, which do we typically do best? 14

Review Here’s what we accomplished today: § § Understand/ Set Objectives Establish a process Gain Commitment Discussed a Selling Skills Framework § Hope is Not a Strategy – 4 Levels of Selling § Agreed on a selling skills training roadmap § 1 st Step – Focus on face to face selling § Use Miller Heiman Conceptual Selling § Use Sandler Sales Training principles § Started covering key Conceptual Selling concepts 15

For Next time Write the types of questions you can ask 16