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Sucessful selling precis
- 1. SUCCESSFUL SELLING ESAPL E S A eric@esapl.net
- 2. SUMMARY •This is a short extract from ESAPL’s Successful Selling. •Deliverable remotely or on site. •More Information contact info@esapl.net
- 3. SUCCESSFUL SELLING ESAPL Use of acronyms, adages and other terms BODMAS SWOT NUTCASES ABCD 4P PQRS AIDA ‘HOW MUCH AND WHEN’ KISS etc
- 4. Enterprise Software Agility (ESA) is an Enterprise Solutions company driven by 40 plus years of experience. With its strong Presence in Europe, Middle East, Asia Pacific and UK the Company is primarily concerned with prolonging the installed life of Enterprise Systems through tuning, reimplemetation and smooth cost effective upgrades. The addition of extended solutions further maintains ROI and continually reduces TCO. http://www.esapl.net
- 5. SUCCESSFUL SELLING ESAPL QUESTIONS BACKGROUND STRATEGY >>TACTICS LEAD SOURCING PROSPECT PROFILING OPPORTUINTY QUALIFICATION & FORECASTING INTRODUCTION
- 6. SUCCESSFUL SELLING ESAPL CONTROL MANAGING THE SALES CYCLE MANAGING NEGOTIATIONS HANDLING OBJECTIONS CRM & MANAGING RELATIONSHIPS INTRODUCTION
- 7. SUCCESSFUL SELLING ESAPL ACCOUNT MANAGEMENT, REPORTING AND MIS TEAM SELLING, ASSIGNING RESOURCES AND COLLABORATIVE SELLING DEAL CLOSING ACCOUNT DEVELOPMENT (FARMING) INTRODUCTION
- 8. SUCCESSFUL SELLING ESAPL PERSONAL DEVELOPMENT, KNOWLEDGE ENHANCEMENT AND GROWTH CASE STUDIES AND WORKSHOP SUMMARY – Q & A INTRODUCTION
- 10. If you tell the truth, you don't have to remember anything. Mark Twain
- 11. SUCCESSFUL SELLING ESAPL Background NEXT SLIDE
- 12. SCOPE OF COMPETENCE SYSTEMS SOFTWARE, APPLICATION SOFTWARE, -COMMUNICATIONS -DATABASE MANAGEMENT SYSTEMS -CONTRACT PROGRAMMING -EDUCATION CONSULTANCY -PROJECT MANAGEMENT -MINI / MAINFRAME HARDWARE, SYSTEMS -INTEGRATION of ENTERPRISE RESOURCE PLANNING APPLICATIONS -ENTERPRISE SOLUTIONS -ERP, EAM, SCM, WMS, FMS, CPM
- 13. SUCCESSFUL SELLING ESAPL STRATEGIC >> TACTICAL
- 14. Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat. Sun Tzu
- 15. SUCCESSFUL SELLING ESAPL Strategy, a word of military origin, refers to a plan of action designed to achieve a particular goal. In military usage strategy is distinct from tactics, which are concerned with the conduct of an engagement, while strategy is concerned with how different engagements are linked. Wikipedia
- 18. Lead Generation By failing to prepare, you are preparing to fail. Benjamin Franklin
- 24. *Never neglect your client database *Separate The Buyer From The Tyre Kicker
- 25. SUCCESSFUL SELLING ESAPL PROFILE YOUR TARGET ACCOUNT 1. What do they do? >> 2. Who does what?>>>>>>>>>>>> 3. Current business process>>>>>>>>>>> 4. Pain>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> 5. Financials>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> 6. Prop0sed Answers>>>>>>>>>>>>>>>>>>>
- 26. SUCCESSFUL QUALIFYING ESAPL PROSPECT We have established Profile to QUALIFY We now need detailed qualification to apply RESOURCE to SELL
- 27. Dick Shepherd
- 29. WHAT DO I HAVE TO DO TO GET YOUR BUSINESS? Dick Shepherd
- 30. PROCESSES TO AGREE WITH PROSPECT
- 31. SUCCESSFUL SALES CYCLE RESOURCING ESAPL PROCESSES TO AGREE WITH PROSPECT 1 NEED
- 32. SUCCESSFUL SALES CYCLE RESOURCING ESAPL PROCESSES TO AGREE WITH PROSPECT 1 NEED
- 33. SUCCESSFUL SELLING ESAPL 2 UNIQUES
- 34. SUCCESSFUL SELLING ESAPL 3 TIMESCALES
- 35. SUCCESSFUL SELLING ESAPL 4. CASH
- 36. SUCCESSFUL SELLING ESAPL 4 AUTHORITY
- 37. SUCCESSFUL SELLING ESAPL 6. SERVICES
- 38. SUCCESSFUL SELLING ESAPL 7 ALTERNATIVES
- 39. SUCCESSFUL SALES CYCLE RESOURCING ESAPL PROCESSES TO AGREE WITH PROSPECT 1. NEED >>>>>> 2. UNIQUES >>>>>>>>>>>>> 3. TIMESCALES >>>>>>> 4. CASH >>>>>>>>>>>>>> 5. AUTHORITY >>>>>> 6. SERVICES >>>>>>>>>>>>>> 7. ALTERNATIVES>>> 8. SOLUTION >>>>
- 40. SUCCESSFUL SELLING ESAPL And Sales Cycle Management
- 41. SUCCESSFUL SELLING ESAPL THE SALES CYCLE The sales cycle is the sequence of phases that a typical customer goes through when deciding to buy something. As a rule, the sales cycle is described from the customer's perspective. The first phase of the sales cycle may be either the customer's perception of a product, or a perception of a need that the product might satisfy. The following steps include research and evaluation; the last step is the customer's decision to purchase the product.
- 42. SUCCESSFUL SELLING ESAPL THE SALES CYCLE SEQUENCE OF PHASES BUYING DESCRIBED FROM THE CUSTOMER’S DECISION. PERSPECTIVE PERCEPTION RESEARCH OF PRODUCT AND OR ITS EVALUATION BENEFIT TO HIM
- 45. SUCCESSFUL SALES CYCLE MANAGEMENT ESAPL ALL PROSPECTS PROSPECT ABC CDE EFG HIJ KLM NEED FULLY AGREED 1 1 1 1 UNIQUES ESTABLISHED = YOUR OFFER DIFFERENTIATED 1 1 1 1 FULL TIMESCALES ESTABLISHED 1 1 1 1 BUDGET CLEARED 1 1 1 1 APPROVAL GAINED 1 1 1 1 IMPLEMENTATION SERVICES AGREED 1 1 1 ALTERNATIVES KNOWN AND ELIMINATED 1 1 1 SOLUTION AGREED 1 1 GUIDANCE TO CLOSING CHANCES 100% 50% 75% 38% 88%
- 47. What’s Coming Up What is SWOT SWOT Overview Links with Strategy Strengths Weaknesses Opportunities Threats Examples After your SWOT
- 48. In business, you don't Chester L. get what you Karrass deserve, you get what you negotiate.
- 49. SUCCESSFUL SELLING ESAPL Managing Negotiations
- 50. “The person who is afraid to risk failure rarely has to worry about facing success.”
- 54. SUCCESSFUL SELLING ESAPL "If you are not taking care of your customer, your competitor will." Bob Hooey
- 56. What Does CRM Do? Acquire CRM Extend Retain Growth CRM provides one transparent, holistic view of each customer in real time while streamlining all processes and opportunities.
- 60. SUCCESSFUL SELLING ESAPL Always be closing “Always be closing...That doesn’t mean you’re always closing the deal, but it does mean that you need to be - Shane Gibson always closing on the next step in the process.”
- 61. HUNTERS V FARMERS •HUNTER – NEW SALES •FARMER – ACCOUNT DEVELOPMENT •DIFFERENT BREEDS S HUNTER REMEMBER P Q R S ? P R HUNTER FARMER Q HUNTER FARMERS NEED STRONG SALES CYCLE MANAGEMENT ASSISTANCE.
- 63. IT’S NOT MAGIC!
Notas del editor
- Used selectively I find most of these acronyms and clichés useful strategically, tactically and at any time you find myself looking for a next step. Some people regard themselves above all this so let’s discuss just take it as you find it.
- This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies. What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.
- This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies. What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.
- This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies. What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.
- This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies. What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.
- All things being equal, integrity, honesty, work ethic, cooperation, family and private life.This is why I get out of bed each day.Use these qualities to make money. Don’t abandon them to make money.
- Let’s look at what the selling environment was when I started. This will indicate how easy you ladies and gentlemen have it today
- Now let’s move on to strategy and tactics.Do we understand what we mean by these terms?Strategy, a word of military origin, refers to a plan of action designed to achieve a particular goal. In military usage strategy is distinct from tactics, which are concerned with the conduct of an engagement, while strategy is concerned with how different engagements are linked.
- Strategy, a word of military origin, refers to a plan of action designed to achieve a particular goal. In military usage strategy is distinct from tactics, which are concerned with the conduct of an engagement, while strategy is concerned with how different engagements are linked.
- Let’s discuss lead generation.We will go round the room asking how you get your leads.
- The first objective is fairly straight forward but probably incompatible with the second.One way my last company tried was to 1 install a CRM system but deployed it for the wrong reasons.Remember we are talking complex Enterprise solutionsSupport renewal via Support on CRMCRM became a Sales delay activityCRM took away local (sales ownership) CR went out the windowCRM was used randomly for unlinked transactionsMajor benefits of full cycle were not used.2. Channels taken over by direct and vice versa ad nausea3. Product selling was introduced CRM v Direct v Support v Channel v Product SalesforceThe Process takes over the Strategy and Tactical ExectutionAny other examples?