Step Sales Program The New Opportunity Sale New

Step Sales Program The New Opportunity Sale

New Opportunity Sales Call, p. 1 1 Research Using Google, Bing, and the online Library to research the company your going to see. You want to look for, articles on accomplishments, awards, charity work, individual promotions within the company, etc… 2

Step 2: “Meet and Greet”; what is it, why? , p. 2 A B Agenda Send you customer “what to expect” during your meeting via email. Bonding Bring something amusing like an article, Pic, or industry related funny. C Gratitude Thank them for the opportunity for the meeting. D Freebie Non self-serving piece of industry information that is helpful but shows you as the “consultant” who is out to help the customer improve their business. E Splash This is where we set the stage for proving LATER in the sales process. No selling here; just a teaser. 3

Step 3: Objective* page 3 3 Objective “What would make this a great meeting? ” 4

Step 4: Early Fact Finding * p. 4 4 • Bookend Move • Assessment of Needs • Assessment of Competition 5

Step 5: Pre-Close *, P. 5 -6 G Market Research Non self-serving statements to engage the prospect if they are not in a serious conversation. H Urgency Move This sets up the urgency and asks the Why and Why Now question. I J EBR (Early Buyer’s Remorse) This confirms the conditions of close. You want to make sure you have all of the items the customer needs and also establish that you have listened to their answers. Full Assessment Managing risk including how decision is made 6

Step 6: “Why us? ”*, p. 7 -8 K Proving we are the Solution This is where we use the literature, technical information, product data and best practices to establish we are the solution L Must Have Reestablish the “must have”. M Hesitation Move This move smokes out the barriers to decision making. 7

Being prepared – the Iditarod test

Setting the criterion – what’s important? Sales: What is important in selecting a new vendor? (or expanding business with a vendor to new categories? ) Buyer: Price. Sales: Just price? Buyer: Right. Sales: What about quality? Buyer: Of course. 9

Setting the criterion – what’s important? Sales: How do you satisfy yourself on quality? Buyer: Showing me you meet/exceed the building specs. 10

Step 6: “Why us? ” Comparing K and L K L Proving we are the Solution This is where we use the literature, technical information, Littledata yesses on each condition product and–best practices to establish we are the solution Must Have Reestablish the “must have”. Big YES – on the whole decision; decision time 11

Unpacking the “must have” move** 3 part sequence Go from trial close to hard close in 3 steps

The 3 parts of Must Have* 1. Sounds like we have a fit 2. Not surprised 3. Anything else

Part 1 – sounds like we have a fit * Mr. /Ms. Prospect, sounds like we have a fit. You told me A, B and C were your must haves and You confirmed I satisfied you on these. Did I understand our conversation correctly? Note: we propose a concept

Part 2 – I’m not surprised * I’m not surprised to hear you say this. We are fortunate to add dozens of new customers each year and We often hear the same reasons for choosing us, But I’m wondering…. Note: it’s ok to form a concept

Part 3 – Anything else * • Each company is unique. • So I’m wondering… • Is there anything else you need to make us your must-have supplier? • Customer forms a concept.

The 3 parts of Must Have * 1. Sounds like we have a fit 2. Not surprised 3. Anything else

Step 6: “Why us? ” – hesitation move K Proving we are the Solution This is where we use the literature, technical information, product data and best practices to establish we are the solution L Must Have Reestablish the “must have”. M Hesitation Move This move smokes out the barriers to decision making. 18

Step 6: “Why us? ” – hesitation move M Hesitation Move This move smokes out the barriers to decision making. What does it accomplish? Forces a decision, if not made already Smokes out last minute hidden issues Smokes out hidden decision-makers Allows buyer to say “no” to get a “yes” Psychology of hesitate – if not today, tomorrow… 19

Step 7: Close N What Do You Want To Do? Note: If they agree there’s a fit (or even better must have) and no reason to hesitate… O PIK or Close Only 2 outcomes 20

Step 8: Follow Up 8 Follow Up Send email confirmation 21