SPI AchieveGlobal Slides

Transcript SPI AchieveGlobal Slides

Office Depot 2 Day Workshop for Major/Global/Public

© Solution Selling, Inc. 2009

Credit, Copyright, and Contact Information

Trademark Notice: The following trademarks and service marks are owned by Sales Performance Holding Company (DBA: Solution Selling, Inc.) and licensed by Sales Performance International, LLC. Any questions concerning the use of these trademarks or whether a name that does not appear on this list is in fact a trademark of Solution Selling, Inc. or comments concerning this manual, workshop or presentation should be referred to Sales Performance International, LLC in the United States at the following address: 4720 Piedmont Row Drive, Suite 400 Charlotte, North Carolina 28210 USA Phone: 704.227.6500 FAX 704.364.8114

Solution Selling® and Situational Fluency Prompter®, Pain Sheets®, 9 Block Vision Processing Model® and Pain Chains® are registered trademarks and service marks of Solution Selling, Inc. All other referenced marks are those of their respective owners.

Copyright Notice: This manual is a copyrighted work of Solution Selling, Inc. This manual may not be reproduced in whole or in part without the prior written consent of Solution Selling, Inc. Additionally, Sales Management and Coaching, Targeted Territory Selling, Major Account Selling, Strategic Opportunity Selling, Collaborative Sales Negotiations, Solution Prospecting and Executive-Level Selling are copyrighted materials of Solution Selling, Inc. © Solution Selling, Inc. • 1985 – 2009 www.solutionselling.com

Office Depot Sales Process Elements

Buying Process Define problems and opportunities Office Depot Major/Global/Public Sales Process Determine needs / requirements Select solution, evaluate risk, & finalize contracts Resolve issues & implement Sales Stage Plan and Engage Diagnose Verifiable Outcomes Opportunity Created in Sales On Line Sales Tools and Resources Key Players List Contact Strategy Gain agreement to Evaluation Plan Need Satisfaction Selling Process Evaluation Plan Propose and Close Signed Contract Transition Plan Get-Give List Implement First orders placed Implementation Plan Evaluate success Fulfill Reference Story Success Criteria Yield Probability 25% 75% 100% The AchieveGlobal methodologies – and other existing Office Depot tools --reside in the new Office Depot sales process along with a variety of new Solution Selling® Tools. Placeholder for acknowledging AchieveGlobal ownership of Need Satisfaction Selling Process

www.solutionselling.com

Solution Selling® and AchieveGlobal Professional Selling Skills® Have Common Roots But Differences As Well THE DIFFERENCES

Professional Selling Skills® Solution Selling®

Provides tools for executing a sales call Assumes customer knows what he or she needs most of the time Provides techniques for resolving customer concerns (objections) Provides tools for executing activities through the entire sales process Targets customers who do not know what they need Provides techniques for avoiding objections

THE SIMILARITIES

Professional Selling Skills® And Solution Selling®

Encourage sellers to diagnose customer needs or pains before providing a solution Focus on product benefits and capabilities rather than pure features Encourage the use of a mix of question or probe types when talking with customers www.solutionselling.com

Using Solution Selling® Tools To Enhance Professional Selling Skills®

The Professional Selling Skills® Need Satisfaction Selling Process resides within the ‘Diagnose’ step in the new Office Depot Sales Process

PSS® Step

OPEN PROBE SUPPORT CLOSE

• • • • • • • • •

Ways To Enhance PSS ®

Use a crisp positioning statement as part of the open Use a reference story as part of the open to get the customer talking about pain Make sure pain is admitted early in the probing process Target questions and probes around the reasons for the customer’s pains Use ‘drill down’ questions and probes to get to value Align Support Statements with the reason for the customer’s pain Craft Support Statements in a Capability Vision format Craft Support Statements with Office Depot differentiators in mind Document next steps in a Next Steps Communication

Placeholder for acknowledging AchieveGlobal ownership of Need Satisfaction Selling Process

www.solutionselling.com

Office Depot Sales Process: Diagnose Stage

Buying Process Sales Stage Define problems and opportunities Determine needs / requirements Activities Sales Tools and Resources Verifiable Outcomes Yield Probability Diagnose

       Get pain admitted Diagnose admitted pain and create or reengineer vision of Sponsor Negotiate access to power Confirm dialogue and agree upon next steps Diagnose admitted pain and create or reengineer vision of Power Sponsor Determine evaluation criteria and propose next steps Confirm dialogue and agree upon plan of next steps       9-Block Vision Processing Model® Pain Sheet® Needs Satisfaction Selling Process

Sponsor e-mail Power Sponsor e-mail Evaluation Plan

Gain agreement to Evaluation Plan 25% Select solution, evaluate risk, & finalize contracts Placeholder for acknowledging AchieveGlobal ownership of Need Satisfaction Selling Process

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Resolve issues & implement Evaluate success

Place Holder Slide – Linking Professional Prospecting Skills® And Solution Selling®

This slide will be built next week. Will show any applicable AchieveGlobal sales tools that could be used during the Plan And Engage sales process step Placeholder for acknowledging AchieveGlobal ownership of prospecting tools shown here

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The Going Forward Coaching Process

AchieveGlobal Coaching Issues Diagram SPI’s Sales Management And Coaching Methodology provides a number of tools for identifying coaching opportunities at the pipeline, opportunity, and skill levels. Professional Sales Coaching™ will continue to be used by managers to coach sellers once coaching opportunities have been identified Placeholder for acknowledging AchieveGlobal ownership of Coaching Issues Diagram