the science of selling
TRANSCRIPT
The Science of Selling
Neil Ryland
About me
Sales – love selling!
Keen sportsman - rugby
Re-born technology enthusiast
Travelled and big adrenaline junky
Love my dog
Agenda
The science behind the numbers
Selling ‘The Cloud’
The sales and development love affair
Questions
The boiler room that is sales
It’s all about the number!!!
But how do you become closer and
earn that coffee??
1) Organisation
2) Planning
3) Hitting KPI’s
4) Confidence
5) Questioning
Organization and planning
KYB - Know Your business
KPI - Key Performance Indicators
Weekly planner
Know your product
Know your customers
Know your competition
What are Harry’s KPIs
Calls
Successful Calls
Demos
Opps
Number of deals
AOV
£
120
60
0
20
5
£2,000
£10,000
Making that target
Calls
Successful Calls
Demos
Opps
Number of deals
AOV
£
120
60
15
30
10
£2,000
£20,000
120
60
0
20
5
£2,000
£10,000
The funnel
Fill it up
•New opportunity
•Fact finding
Qualification
•Develop solution
•Timeframes/Decision making process
Closing
•Proposal/Negotiation
•Final proposal/Sign-off
Questioning
Listening skills
Open end questions for discovery
Close and summarize techniques
SPIN selling
Solution selling
6 qualification questions
Confidence
Keep calm and carry on
Selling ‘Cloud’ is the sales’ new buzz
Pigeon Carrier Letters Fax Email Mobile Social
Enterprise
Got it? Don’t understand the product?
Opposites attract – sales and development
Ladies and Gentleman…….
Red Corner – Sales
1)Extrovert
2)Confident
3)Flashy watches
Vs Blue Corner – Developers
1.Introvert
2.Shy
3.Live / breathe the computer
Mutual understanding
£
Product Sales
Science of selling…
(K x A) + P x W =
K = Knowledge
A = Ability
W = Work
P = Product
