Sales Masters Club Selling Skills and Support Group

Mark Ouyang February 28, 2005

2

Welcome and Introduction

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Name?

Title/ Role?

Office/ Region?

Number of years in sales?

Types of selling skills sales training you’ve taken?

Key takeaway/ learning from these courses

Objectives

3 What do you want to get out of these sessions?

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Shorten the sales cycle?

Larger deal size?

More accurate forecasts?

Call higher in accounts?

Develop and maintain long term relationships?

Get better results with less work?

Provide morale support?

?

4

Process

How do you want to accomplish this?

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Meet every week to discuss a specific topic?

Bring a sales challenge to discuss?

What sales methodology should we use?

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Miller Heiman – Strategic, Conceptual, LAMP Solution Selling SPIN Holden Powerbase Selling Complex Sale Sandler Target Account Selling Xerox Professional Selling Skills

5

A Proposal

Establish a Common Reference Point

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GSM Book Hope is Not a Strategy

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Proposal #2

Go up the pyramid

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Individual

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PSS/ SPIN/ Conceptual Selling/ Sandler Opportunity

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Strategic Selling Account/ Enterprise

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Holden Powerbase/ Target Account Selling/ Complex Sales/ Large Account Management Process Industry/ Marketing

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Applying Account/ Enterprise skills externally to partner alliances

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1st Step

Discuss Individual Selling – Face to Face

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Miller Heiman - Conceptual Selling

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Sandler – You can’t teach a kid to ride a bicycle at a seminar

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Individual Selling

Miller Heiman - Conceptual Selling

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Exercise: Define what “Conceptual” Selling means to you.

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Agree or disagree: People don’t buy a product or service per se, they buy based on an expectation of what that product or service can do for them.

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Individual Selling

Miller Heiman - Conceptual Selling

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That “expectation” is a concept in the buyer’s mind.

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Your first job is to discover, understand, describe, and shape what the buyer was hoping your product or service can do for them.

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Individual Selling

Miller Heiman - Conceptual Selling

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The buying process/ funnel: Three Stages:

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1 st stage: Cognitive Thinking 2 nd stage: Divergent Thinking 3 rd stage: Convergent Thinking Anyone make a big purchase recently?

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Individual Selling

Miller Heiman - Conceptual Selling

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The sales process is the opposite side of the same coin (the buying process) Ideally, the sales process “dovetails” with the buying process.

What happens if you are out of sync?

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Individual Selling

Miller Heiman - Conceptual Selling

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Two ways buyers make decisions:

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Randomly Differentiation When do you use one process or the other?

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Individual Selling

Miller Heiman - Conceptual Selling

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How do you:

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Understand the customer’s concept?

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Determine where they are in the buying process?

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Influence the decision making process?

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You ask questions!

Individual Selling

Miller Heiman - Conceptual Selling

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Three communication tasks in a Sales Call

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Get Information Give Information Get Commitment 14

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Of the three tasks, which do we typically do best?

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Review

Here’s what we accomplished today:

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Understand/ Set Objectives Establish a process Gain Commitment

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Discussed a Selling Skills Framework

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Hope is Not a Strategy – 4 Levels of Selling Agreed on a selling skills training roadmap

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1 st Step – Focus on face to face selling Use Miller Heiman Conceptual Selling Use Sandler Sales Training principles

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Started covering key Conceptual Selling concepts

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For Next time

Write the types of questions you can ask