unified sales

8/10/2019 Unified Sales

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Unified Sales

Sales is one of themost challenging

jobs in the world

All sales guys do is

play golf, go to

fancy dinners and

entertain clients


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Unified Sales

You can take all the credit

you want, but if it wasnt

for all my entertaining,

you wouldnt have

anyone to talk to

If it wasnt for the PMs,

we wouldnt get any sales


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Unified Sales

PMs are masters at

shifting the blame,

especially to the

sales guy

The Sales guys aremasters at giving

away the world


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Unified Sales

A good Salesman

can sell anything

Yeah, and the PMsconstantly have to

clean up their poop


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Unified Sales

Sales guys are greedy,

pushy, too much

talking, money hungry,

egotistical, rambling

and annoying risk takers

Operations guys are

anal, linear, detailed,

boring, inflexible, rigid,

calculating and

stubborn conservatives


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Its Time to Unify our Sales Force

Bury the stereotypes

Appreciate each others roles

Fulfill your role obligations

Communicate Collaborate


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Who Were Not Hiring!

Norman NodecicionTommy Talkalot

Igor Inflexible

Barry Bureaucrat

Maury Money

Walter Wuzinit4me

Nancy Norisk

Sally Suckup

Sandy Shifter

Oscar Outascope

Paul Costalot


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The New Team!

Gary Geterdone

Andy Didit

Flip Flexible

Johnny Uniter Monte Moneymaker

Willy Smokedem

Rocky Roadwarrior

Clarence CloserNick Nowiner

Wally Wonagain


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Sales is the mostchallenging job in the

world!!


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Selling is offering to exchange an item of value for adifferent item

Selling is an act in completion of a commercial activity

Selling is a process by which one person guides other

people's behavior along a path in a desired direction,

culminating in the purchase of a product or service.

What is Selling


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Types of Selling

Service-Oriented Selling

The sole function of the salesperson is to process sales

transactions.

Clients make their own decisions about how the product

satisfies their needs.

Solution Selling

The focus is on the customer.

The focus is on the customer's pain(s) and addresses the

issue with offerings (product and services).

Involves much more creativity than service selling.

Requires acquiring knowledge about the market, technical

solutions,economy, client, etc


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Complex Sales

A long sales cycle Significant resources are invested prior to making a decision on

the part of both seller and buyer.

Multi-level contact within the organization.

Buying decisions that have significant impact on thecustomer's business.

Complex issues and solutions.

Political dimensions which often supersede all issues.


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Complex Sales

There are no guarantees that having the most resources willprovide the decisive competitive edge.

A successful complex sale is as much a result of choosing the

right strategy as it is of having the necessary resources.

The strategy decision is a function of the seller's knowledge ofthe situation, the customer and the competition.

Timing is the critical element in implementing a strategy


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The Sales Cycle

People buy more from people

they are comfortable with

Current Situation, desired

situation, buying roles, buyingconditions, task motives &

personal motives

Solving the problem

Problem identification Phase


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Relating

How do I know I can trust you and RJN?

Relationship Tension

Overcoming tension

Competence Commonality

Intent


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Discovery

Gathering information/facts

Listening

Discovering the challenges

Multiple sources

Top-down selling Reading people and body language

Filling the gap What I have..

What I want..

Finding the champion

Finding the selection team members

Listening


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Supporting

Was the problem addressed/solved?


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Influencing the Sale


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Success in selling is primarily a function of

establishing and managing relationships with

customers.


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Unified SalesTargeting SalesA Sales

View Point

Session 3-3


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What Principals and PMs Think I Do


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What I Really Do


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Many Roles

Prospecting

Whats our target?

Who to call?

Background Info Getting the appointment

First Call/ Speed Date 2 hr drive and a cancel

Follow Up Responsive / Easy to dealwith

Building a Project

Building a Client

Solutions for Them

Brown Bags

Professional Lunch Buyer Scopes

Budgets

The best sales questions haveyour expertise wrapped intothem. Jill Konrath

Most people think "selling isthe same as "talking". But

the most effectivesalespeople know that

listening is the mostimportant part of their job.

Roy Bartell


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Procurement Process

Building a team

Proposal Process

Interviews Winning

Client Management

Ombudsman

Negative Feedback

Adjacent Services New Work

The way you positionyourself at the beginningof a relationship hasprofound impact onwhere you end up.RonKarr

You don't close a sale;

you open a relationship

if you want to build along-term, successful

enterprise.Patricia

Fripp

Solution Selling


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Visibility

Presentations to

Commissions

Conferences Golf

Outings

I have always said thateveryone is in sales.Maybe you dont holdthe title of salesperson

but if the business youare in requires you todeal with people, you,my friend, are in sales. Zig Ziglar

Solution Selling


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Improved, Always Improving

On-Going Lessons

Focus

Hard Work

Dont be too comfortable Be Humble

Get support from goodpeople

A no is not the end,perservere

Enjoy your work

Listen More, Talk Less


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Unified SalesProposal Process, Marketing

Session 3-4


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Unified SalesMarketing Materials

Session 3-5


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Procurement Methods

Annual SOQ

RFQ yields SOQ

RFP General to detailed specs

Process - often Interviews

Price-based RFP Deciding Criteria

Bid Detailed Specs

Low qualified Value Bid

Most valued low bid

Sole Source


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Sales Techniques

Salesman Types

Meeting Objectives

Cold Call

First Meeting

Future Meetings

Trial Close

Selling Value


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Sales Tips

Dos Close the relationship, not

the sale

Have an objective for everymeeting

Know your business Ask, ask, ask

Get info before you give it

Use your time with the Clientwisely

Leave something, receivesomething

Convey value throughothers

Open-ended questions

Donts Spend time with poor

prospects

Waste their time

Cold call before youvedone research

Talk price

Stop at yesdont oversell

Cut them off

Silver platter sell

Closed-ended questions

unified sales

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