• A set of tools which enables management to manage pipeline, assign prospecting activity, control the cost of sales, and predict future business more accurately.
)7
Superior Seller
Situation Knowledge
People Skills
Capability Knowledge
Selling Skills
Situational Fluency-Align with your buyer
)8
Basic Principles
• No PAIN, no Change • Diagnose before you prescribe • Three levels of Buyer PAIN • People buy from people • Power buys from power • “Product” = Buyer VISUALIZATION • You can’t sell to someone who can’t buy
THE DIAGNOSTIC PRtion
15%
Problem Solving
5%
Qualifying
Agreement
5%
10% 35%
Presentation
Design Solutions Problem Solving
50%
Diagnosis
• Power Base Selling helps establish a political influence strategy and a competitive sales strategy.
)3
Traditional vs. Diagnostic
THE TRADITIONAL PROCESS
criteria • Continue to develop relationship • Use success to leverage other opportunities
)6
High Difficulty Selling
• Conceptual/intangible • Difficult to learn and explain • Perceived as expensive • Perceived as complex • Requires major change by buyer • Sold to committees • Small organization selling to large
– determine pain, critical issues – diagnose reasons with bias toward offerings – determine impacts across the organization - who, how,
financial – create, participate in, reengineer buyer visions – clarify expectations and ownership
• A prototype for developing sales tools, specific to your products and markets, which enables sales people to succeed immediately while they gain the expertise they will need long term.
Solution Selling1
A Powerful Tool for Salespeople Who is Selling a Combination of Products, Services and Concepts
)1
Sales Training Components
• A new approach to generate prospects and new business.
)2
Diagnostics and Power Based Selling
• Both are sales models which integrate with and expand Sales Training.
• Diagnostics selling helps in the area of needs processing and decision management.
• A behaviorally-correct technique for developing buyer needs, specific to your product, service and concept.
• An integrated buyer-qualification model which targets access to power, committee decisions, and the negotiation of the sales cycle.
UNSTABLE RELATIONSHIP STABLE RELATIONSHIP
)4
Sales Process Overview
• Target potential opportunities • Pre-call planning and research • Create curiosity and hope • Rapport, credibility, credentials • Develop buyer and user needs
• Agree on evaluation criteria
)5
Sales Process Overview (con’t)
• Determine capabilities needed to meet buyer vision
• Present offerings • Buyer acceptance of offerings • Mutually agree on ROI • Negotiate a win/win profitable agreement • Implement as agreed, measure success