– 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
Solution Selling1
A Powerful Tool for Salespeople Who is Selling a Combination of Products, Services and Concepts
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Sales Training Components
• A new approach to generate prospects and new business.
THE DIAGNOSTIC PROCESS
45% 35%
Close Presentation
15%
Problem Solving
5%
Qualifying
Agreement
5%
10% 35%
Presentation
Design Solutions Problem Solving
50%
Diagnosis
criteria • Continue to develop relationship • Use success to leverage other opportunities
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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
7
Superior Seller
Situation Knowledge
People Skills
Capability Knowledge
Selling Skills
Situational Fluency-Align with your buyer
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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
• 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
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
• Power Base Selling helps establish a political influence strategy and a competitive sales strategy.
3
Traditional vs. Diagnostic
THE TRADITIONAL PROCESS
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 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.
• A set of tools which enables management to manage pipeline, assign prospecting activity, control the cost of sales, and predict future business more accurately.
• A behaviorally-correct technique for developing buyer needs, specific to your product, service and concept.
• An integrated buyer-qualification model whommittee decisions, and the negotiation of the sales cycle.