““Making a difference”Making a difference”

360 Degree Sales Cycle360 Degree Sales Cycle

How Can I……How Can I……

• Optimize the sales pipeline increasing revenues and improving profitability?

• Decrease sales times and the cost of each sale?

• Increase sales effectiveness and productivity?

• Proactively address threats and pursue add-on, up/cross-sell opportunities?

• Profitably manage customers and increase loyalty and lifetime value?

• Increase revenues through indirect sales channel?

360360 Degree Sales CycleDegree Sales Cycle

Marketing

Post Sales Sales

Support

360 Degree Approach360 Degree Approach - By taking a 360 degree approach to providing - By taking a 360 degree approach to providing

services, you not only know why your services services, you not only know why your services are selling but where they are vulnerable and are selling but where they are vulnerable and what you will have to do to keep selling what you will have to do to keep selling products into the future.products into the future.

360 Degree Visibility360 Degree Visibility- Delivers an unmatched, comprehensive view of

each sales opportunity by providing complete visibility into a prospect and customers history, milestones, key decision-makers, tasks, activities, and progress

What are 360 Degree What are 360 Degree Sales?Sales?

        Uses consultative approachesUses consultative approaches

        Seeks to uncover needsSeeks to uncover needs

        Works as a partnerWorks as a partner

        Provides win-win solutionsProvides win-win solutions

        Builds relationships, then salesBuilds relationships, then sales

Building RapportBuilding Rapport

        Adds value to clientAdds value to client

Consultative ApproachesConsultative Approaches

        Learns about client through Learns about client through questionsquestions

        Depends on proactive listeningDepends on proactive listening

        Sees problem through client’s eyesSees problem through client’s eyes

        Maintains integrityMaintains integrity

        Seeks best solution for customer Seeks best solution for customer (vs. sales commissions)(vs. sales commissions)

Seeks to Uncover NeedsSeeks to Uncover Needs

        Questioning/Listening skillsQuestioning/Listening skills

        Reads “between the lines” for Reads “between the lines” for needs impliedneeds implied

        Focuses on solutions, not productsFocuses on solutions, not products

        Offers options, lets client chooseOffers options, lets client choose

        Avoids product based solutionsAvoids product based solutions

        Provides counsel vs. quick fixProvides counsel vs. quick fix

Works as a PartnerWorks as a Partner

   “   “Sits on same side of table as Sits on same side of table as client”client”

        Helps client evaluate optionsHelps client evaluate options

        Sees long term relationship as the Sees long term relationship as the focusfocus

        Offers recommendations that Offers recommendations that generate generate salessales

Provides Win-Win Provides Win-Win SolutionsSolutions

        Isolates needs (vs. positions)Isolates needs (vs. positions)

        Generates additional, creative Generates additional, creative (attractive) (attractive) optionsoptions

        Demonstrates win-win paybacksDemonstrates win-win paybacks

        Focuses on relationship (vs. winning Focuses on relationship (vs. winning the the negotiation)negotiation)

        Stays on “same side of table”Stays on “same side of table”

Builds Relationships, Builds Relationships, then salesthen sales

        People only buy (long term) from those People only buy (long term) from those they trustthey trust

        Develops relationship of trust, counselDevelops relationship of trust, counsel

        Seeks first to understand client needSeeks first to understand client need

        Feeds back client need to demonstrate Feeds back client need to demonstrate empathy, understandingempathy, understanding

        AlwaysAlways maintains integrity maintains integrity

Building RapportBuilding Rapport

Call high in the organization

Selling Principles:1. People buy from people they trust2. People trust people like themselves3. People trust people who are empathetic4. People trust people who are credible5. Without trust, there is no communication

“Prescription before diagnosis is malpractice”

Adds Value to ClientAdds Value to Client

Brings new data to bear on the Brings new data to bear on the problemproblem

Honestly admits when product is NOT Honestly admits when product is NOT a good match (recommends others)a good match (recommends others)

Takes a business-based approach to Takes a business-based approach to solutionssolutions

Recommends valuable (profitable) Recommends valuable (profitable) added services, featuresadded services, features

Value Added SalesValue Added Sales vs. vs. Traditional Sales Traditional Sales

Relationship basedRelationship based Long term focusLong term focus Solution centeredSolution centered Depends on Depends on

integrity, trustintegrity, trust Focuses on adding Focuses on adding

valuevalue Defers product Defers product

discussionsdiscussions

Transaction basedTransaction based Short term sale Short term sale

focusfocus Product centeredProduct centered Depends on Depends on

“smoothness”“smoothness” Focuses on closingFocuses on closing

Begins with product Begins with product discussionsdiscussions

What is Our ApproachWhat is Our Approach

        Document what “works” effectively Document what “works” effectively

        Develop communication skillsDevelop communication skills

        Develop negotiation skillsDevelop negotiation skills

        Develop presentation skillsDevelop presentation skills

        Instill good work habitsInstill good work habits

        Install measurable targetsInstall measurable targets

Why a Why a 360 Degree Sales 360 Degree Sales CycleCycle ? ?

    reaches beyond immediate sale, uncovers reaches beyond immediate sale, uncovers needsneeds

        builds relationships, loyaltybuilds relationships, loyalty

        takes long term view of the relationshiptakes long term view of the relationship

        puts client and vendor on same side of tableputs client and vendor on same side of table

        focuses on upgrading skills of all sales peoplefocuses on upgrading skills of all sales people

        changes the philosophical approach to saleschanges the philosophical approach to sales

360 Degree Sales Cycle 360 Degree Sales Cycle

“The Overview”“The Overview”

OverviewOverview

• Know Your Job ResponsibilitiesKnow Your Job Responsibilities

• Know Your Company MessageKnow Your Company Message

• Know Your CompetitorsKnow Your Competitors

Know Your Job Know Your Job ResponsibilitiesResponsibilities

• Understand your products and services.Understand your products and services.

• Drive sales of your products and services.Drive sales of your products and services.

• Achieve and then exceed your assigned Achieve and then exceed your assigned sales quota.sales quota.

• Represent the company to the Represent the company to the marketplace in a professional manner.marketplace in a professional manner.

Know Your Company Know Your Company MessageMessage

• Who are we?Who are we?– Our market space and our profileOur market space and our profile

• What are our core values?What are our core values?– Our mission statementOur mission statement

• What do we do?What do we do?– Our products and servicesOur products and services

• What do we bring to the table?What do we bring to the table?– Our value propositionOur value proposition

Know Your CompetitorsKnow Your Competitors

• Who are our competitors?Who are our competitors?

• What do they do?What do they do?

• What do they bring to the table?What do they bring to the table?

““There is always local and national There is always local and national competition for all business”competition for all business”

360 Degree Sales Cycle 360 Degree Sales Cycle

“The Process”“The Process”

Sales ProcessSales Process• Prospecting & Lead GenerationProspecting & Lead Generation• Planning Sales CallsPlanning Sales Calls• MeetingsMeetings• Post Call Follow-upPost Call Follow-up• DocumentationDocumentation• PresentationPresentation• Sign-offSign-off• Own & Implement the SaleOwn & Implement the Sale• After Sales ServiceAfter Sales Service• Post Sales Follow UpPost Sales Follow Up• Repeat & Up SellingRepeat & Up Selling

Prospecting & Lead Prospecting & Lead GenerationGeneration

• Identify current customer base.Identify current customer base.

• Identify and rank prospects.Identify and rank prospects.

• Identify Decision Makers Identify Decision Makers

• Schedule Sales Calls.Schedule Sales Calls.

Planning Sales CallsPlanning Sales Calls

• Research prospect company.Research prospect company.

• Identify audience.Identify audience.

• Define presales support (for example, Define presales support (for example, engineers).engineers).

• Plan meeting agenda.Plan meeting agenda.

• Plan your objective.Plan your objective.

• Set your follow up objective.Set your follow up objective.

• Call and confirm meeting ahead of time.Call and confirm meeting ahead of time.

MeetingsMeetings

• Make introductions.Make introductions.

• Define and then confirm prospect’s objectives.Define and then confirm prospect’s objectives.

• Define your objectives.Define your objectives.

• Review business need. Review business need.

• Identify BudgetIdentify Budget

• Identify Decision Maker & Decision ProcessIdentify Decision Maker & Decision Process

• Identify contributing factors.Identify contributing factors.

• Present possible solutions.Present possible solutions.

• Reach consensus Reach consensus (fit, no fit, investigate further).(fit, no fit, investigate further).

Meetings Meetings (con’t)(con’t)

Common Sales Blunders– Not prospecting– Not conducting pre-meeting research– Not being prepared– Talking too much– Providing irrelevant information– Making the wrong pitch– Not anticipating objections– Not asking for the sale

If you remember anything from this…

• Know your product

• To be successful, you need to think like your prospect

• You have one mouth and two ears for a reason

• Focus on solving the “pain”

• Avoid long-winded proposals

• Know when to walk away/move to the next prospect

Meetings Meetings (con’t)(con’t)

Post Call Follow-upPost Call Follow-up

• Send summary e-mail message or letter Send summary e-mail message or letter to prospect, and then follow up with a to prospect, and then follow up with a phone call.phone call.– Thank prospect for meeting.Thank prospect for meeting.– Recap meeting.Recap meeting.– Review agreed-upon next steps.Review agreed-upon next steps.– State future intentions.State future intentions.

• Notify appropriate internal resources (for Notify appropriate internal resources (for example, engineer) for next-step assistance.example, engineer) for next-step assistance.

• Update account files / CRM.Update account files / CRM.

DocumentationDocumentation

• Prepare appropriate documents.Prepare appropriate documents.

• Review documents with prospect.Review documents with prospect.

““You need to be able to present a solid business You need to be able to present a solid business case to sponsors that addresses their Pains / case to sponsors that addresses their Pains / Gains.”Gains.”

PresentationPresentation

• Deliver final documents.Deliver final documents.

• Present proposal.Present proposal.

• Request the sale.Request the sale.

Sign-offSign-off

• Sign documents.Sign documents.

• Close the sale.Close the sale.

Golden Rule – the sales job isn’t over until the account is referenceable

Own & Implement the Own & Implement the SaleSale• Process necessary paperworkProcess necessary paperwork

• Follow up the processFollow up the process

• Make sure “the sale” happensMake sure “the sale” happens

• This is YOUR customer & future goodwillThis is YOUR customer & future goodwill

After Sales ServiceAfter Sales Service

• Customer ServiceCustomer Service

• Technical SupportTechnical Support

• Billings & CollectionBillings & Collection

Post Sales Follow UpPost Sales Follow Up

• Ensure your customer is happyEnsure your customer is happy

• Continue to build the relationshipContinue to build the relationship

• Strengthen your contacts with the CustomerStrengthen your contacts with the Customer

• Set reminders for emails, follow up, courtesy Set reminders for emails, follow up, courtesy callscalls

Repeat & Up SellingRepeat & Up Selling

• Strengthen the relationshipStrengthen the relationship

• Ask for referralsAsk for referrals

• Up sell & add more servicesUp sell & add more services

• Maintain a partnershipMaintain a partnership

Golden Rule

“The sales job isn’t over until the account is referenceable”

““Making a difference”Making a difference”

360 Degree Sales Cycle360 Degree Sales Cycle