sales training - welcome to organized jungle

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Sales Training – Welcome to a Organized Jungle

By:- Ashish Bhasin

ashbhasin@yahoo.com

Work In progress

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Deal or No Deal

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Let us open a fortune cookies to see who will get this deal

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3 P’s of Sales

Persuasion Be appealing in your messaging

Product Provide Value for what customer is paying

Presence Be there at every relevant moment

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Why Are we here

skills required to close

deal faster

Understand your

Customer

• change your attitude to

What customer want rather

than what I want to sell

Transform selling from “to

customer” to “for/with

customer”

Always create a Win-Win proposition by focus on customer

requirement

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Where to Start

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Introduction

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Prepare and set your

own BIG

goals & targets.

Set your Target

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Setting Goals

Maintain a Goal Sheet and make it a living document.

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Be passionate

about Your product or service

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LOVE your products /services Enjoy Selling

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What Are you Selling

Sheet 2 :- Please mention all things which you are selling.

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Sales Cycle

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Prepare

Search

Attack Capture

Deliver

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Living Documents for Sales

-Territory Account Planning

Key Account Plan 1

Key Account Plan 2

Key Account Plan 3

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Search

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What to Search

- Sales sees a ocean

- Few of them could be too big to Handle

- Few would be too fast for me to catch

- Could be a technology incubator

- Remember you can only eat which is in your ecological pyramid.

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You need to understand your business and Target Best fit organization to meet your GOALS…..

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Searching F3

- Don’t forget to use F1 keys so that search is useful

- Use Hoovers report

- Use competitors analysis for getting clear picture

- Use internet

- Don’t spent time reinventing the wheel

- Annul Report (Hardly any Sales person recalls it)

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Output of Search file – Target List

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•List of target customers which you need to Target.

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Prepare

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Sales person need to work hard -It is a high Risk and a high gain sport

-You need to survive current round to go to next round

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Why Prepare

• Master blaster Sachin Tendulkar advised young sports persons to concentrate on games they have selected and grow steadily through hard work and practice.

• Preparation is not to help you communicate with prospect, but help you doing meaningful conversion.

• Most important part is we should have good/reliable material to prepare.

• Hoovers etc

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Show value

What to Prepare ….

Showing EXACTLY how your product or

service will benefit the prospect

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Exercise Time

• Take companies from your Target list.

• Select 5 companies and list what core strength you can offer from your selling list,

• Write what Value you can offer to them Sheet 1 in your Excel sheet

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Company Name Opportunity Name Core Strength Your Value Statement

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How to prepare

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Compelling Events

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Annual Statement and these reports audited. • Gives explanation what are the challenges which customer is facing. • Areas where they are investing

- Press Releases - Companies tend to inform

their customer of new releases.

-Social Website - Company websites is source

of lot of information. What requirement they are looking for

- Linked/Xing gives you details of person. It can give you complete Hierarchy also.

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Prepare to Win

Preparation is key to the winning the business!

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57% of the people were NOT prepared for their initial call

• They need to understand MY industry; business issues needs and best practices

• Put away the generic presentations

• “Know their own business better”

• “Show more respect for my time”

Customers view of people in sales:-

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Start your Account Plan

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This is a Living document.

Get company

Profile

Analyze Relationship

Strategic Requirement

Analyze New opportunity

Map Decision process

Analyze competition

Establish objective

Develop Account Strategy

Coordinate Action Plan

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Pre-Call Information Gathering

Company information

What should you be researching prior to any call?

• Industry performance

• Company financial Position

• Company vision

• Stated Goals

• Competitors

• Division Information

• What they are doing

• Problem statement

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Get company Profile

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Knowledge

- Knowledge is the factor that connects fragments of information together

- This creates a mental map and understanding of our clients priorities and issues

- Knowledge forms meaning from bits of information

- Brings information fragments together to build a compelling story

- Knowledge is more than a load of facts and information

- Demonstrated / Articulated knowledge about our specific clients needs strength our creditability

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Get company Profile

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Defining Business Issues

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Strategic Requirement

Business

Issues

Desired

Outcome

Value

Metric

Solution ROI Four

Pillars

Unique

Attributes

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Beyond Commodity – Your Unique Value

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Unique Value Quantified Non-Tangible

Company

Solutions

Terms

Your Team

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Competitor Analysis

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Competitor Analysis

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Analyze Annual Statement

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4 Pillars of Finance

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Financial Goodness

Add only Variable cost

• How for you, Aricent and Your customer?

Turn Fixed cost into Variable cost

• How for you, Aricent and Your customer?

Reduce Fixed cost

• How for you, Aricent and Your customer?

Make fixed cost Predictable

• How for you, Aricent and Your customer?

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The Customer :- _________________________

Find the amount of Capital Expenditure this year

Are software purchases mentioned explicitly

Find this year depreciation and this year amortization

Find the balance of all prior capital expenditure still on the books as of the

end of the period

Find accumulated depreciation (this period and prior) where shown

Have interest expense (or net interest expense) risen or fallen since last

period?

Find amount of restructuring, write –down or impairment

The Treasure Hunt

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Income

Statement

Revenue

Costs

Gross Profit

Operating Expenses

Other Expenses

Net Income

Other Income

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Few Take away

• Will be prepared

• Power of one … Do one more task in a day

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Attack

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Be persistent

Refuse to let go of a GREAT prospect

However should Know when to let

go of a poor prospect

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Leverage

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Solution

Your Levers for Discussion :-

• Value which you put on the table through your arguments and presentation

• Remember if you challenge your customer, he would remember you when you are making final decision.

Use various Sales tools to get deal closed

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Capture

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We should listen with patience and

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…ask high value questions

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Framework for Value Statement

Business Issue

Desired outcome

Value Metric

Solution

ROI Four Pillar

Unique Attributes

What your competitor can offer

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Competitor Analysis

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Business Value Create Leverage

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The impact of these challenges

on their business

Uncovering your prospect’s

KEY challenges

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Business Negotiation

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Workshop Output for Customer Examples

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Customer 1 Customer 2

Customer 3

Intiative

Compelling

Fiancial Events

Customer

Pluses&minus

Aricent Mgmy

Pluses and

minus

Aricent

Comptetoirs

reaction

Next Steps

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Eat your Pray

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Take responsibility

and…

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Correct the problem