your checklist for closing opportunities this quarter

Your checklist for closing opportunities this quarter

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October 15, 2015 | JB Bush

Agenda

© 2015 ValueSelling Associates, Inc. All rights reserved.

Closing the sale- Skill or process?

Top 10 questions we mustask to be certain opportunitieswill closeTactics and strategiesfor successful closings

JB Bush

Insert the the objectives submitted to Marissa on 9/29.

Think of a key opportunity…


The Value Buying ProcessBusiness

Issue

Problem Solution

Value Power Plan

DifferentiatedVisionMatch™

Confirm Confirm

Qualified Prospect = Differentiated VisionMatch x Value x Power x Plan®


Are we at Power?Authority and access to funds

Procurement process

Are we at risk?

Do we need to partner to get to Power?


10

JB Bush

Not crazy about the graphic and leading along the road. Good idea, maybe something similar?

Lorin Yeater

sorry, no time to redesign it

JB Bush

After each slide, maybe one or two best practices on how to approach - your thoughts?

Lorin Yeater

do you want slides after each slide? or can you just pause and recap?

What is our prospect’s reason to change?

Is our solution connected to resolvingour prospect’s business issue?

Individual objectives, imperatives, drivers, KPIs may be incomplete

Wrestling with identifying the value/impact of our solution? Good chance we don’t have business issue confirmed

Remember -- VALUE accrues to the business issue -- not just to problem-solving


9

Is our solution differentiated?

What is unique or better aboutour solution?All that matters is the prospect’s perception Why would a prospect require that uniqueness?Prospect must articulate in some way that we’re their best solutionNo Differentiated VisionMatch? Let’s be deliberate and make visible unrecognized business issues and problems that only our solution can address!


8

What’s the personal motivation?

People are motivated for their own reasons…not ours

Uncover and connect to WII-FM

Helping our prospect achieve his/her individual goals is critical to creating urgency


7

What criteria will our prospect useto justify their decision?Can the impact on their business be measured and quantified?Do they believe the ROI or value?Are there any other initiatives that have a bigger impact?Value is customer-specific!

Is it worth it?


6

Half way – let’s recap:


10 Are we at Power? 9 What is our prospect’s reason to change?8 Is our solution differentiated?7 What’s the personal motivation?6 Is it worth it?

JB Bush

Summary slide the questions.

JB Bush

As you can see, I changed the order.

Do we understand our prospect’s process?

Evaluation, decision and procurement

What happens after they selecta vendor?– Who is able to sign?

– Are there phases, steps?

– How long does it take for a purchase order to be issued?

Can various processes be conducted simultaneously, i.e., legal review?


5

Does our prospect know and own the Plan?

Is it mutually-agreed upon?

– Joint ownership

– Based on customer requirements

– Shaped to include the items we know will lead to success

Is it in writing?

The end date….when the customer’s business issue is resolved, Value is realized

One key aspect: have they agreed to the Plan?


4

JB Bush

Not sure exactly the header here - Does the prospect know and own the Plan? Is there an agreed upon mutual Plan? Is the Plan in writing?

JB Bush

Would like to make this #1

Is timing critical to our prospect?

Is the timing of the expense for ourservices an issue for our client?o Year-end budget dollars may need to be used o Expenses may be postponed to make quarter or year earnings goal

Critical for each of us to understandand manage…get creative, if possible


3

Are there unaddressed objections?

Unaddressed objections will stall a sale every timeObjections are usually requestsfor more informationUse a 5-step approach to determine what information is missing or has changed– Embrace the objection– Clarify– Diagnose using the QP Formula

• QP = VMd x V x P x P– Isolate – anything else?– Address the objection


2

Could we be blindsided?

What are the individual schedulesof our prospects?– Vacations

– Holiday shut downs

Does prospect’s organization have a purchasing “cut off” date to prepare for year-end or quarter close?Find out TODAY, not December 31, and make adjustments to the written plan


1

JB Bush

To recap:


10 Are we at Power? 9 What is our prospect’s reason to change?8 Is our solution differentiated?7 What’s the personal motivation?6 Is it worth it?5 Do we understand our prospect’s process?4 Does our prospect know and own the plan?3 Is timing critical to our prospect?2 Are there unaddressed objections? Could we be blindsided?1

JB Bush

Summary slide the questions.

JB Bush

As you can see, I changed the order.

What can we do today?What are the top deals you need to get in the door?

Ask the questions – be honest with yourself.

Rejoice over discovered holes or missing components

Go to work, fill the gaps!

Better to identify the gaps now,not on December 31st!

© 2015 ValueSelling Associates, Inc. All rights reserved.N

ow!

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Why sales training typically failsNovember 19, 2015 | 10:00AM PDT

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your checklist for closing opportunities this quarter

Sales