Optimise the sales pipeline increasing revenues and improving profitablity? Decrease sales times...

360 Degree Sales Cycle

Optimise the sales pipeline increasing revenues and improving profitablity?

Decrease sales times and the cost of each sales?

Increase sales effectiveness and productivity?

Proactively address threats and pursue add-on, up sell, cross sell opportunities?

Profitably manage customers and increase loyalty and lifetime value?

How Best to…..?

360 Degree Sales Cycle

Marketing

Post Sales

Support

Sales

Approach◦ By taking a 360 degree approach to providing

services, you not only know why your services are selling, but where they are vulnerable and what you will have to do to keep selling products into the future.

Visibility ◦ Delivers an unmatched, comprehensive view of

each sales opportunity by providing complete visibility into a prospect and customers history, milestones, key decision makers, tasks, activities and progress.

360 Degree……

Uses consultative approachesSeeks to uncover needsWorks as a partnerProvides win-win solutionsBuilds relationships…... Then sales Is about building rapportAdds value to client

360 Degree Sales?

Consultative Approaches

Learns about client through questions

Depends on proactive listening Sees problems through client’s eyes Maintains integrity Seeks best solution for customer (versus sales commissions)

Seeks to Uncover Needs

Questioning / Listening skills Reads ‘between the lines’ for needs implied

Focuses on solution, not products Offers options, lets client choose Avoids product based solutions Provides counsel versus quick

Works as a Partner

Sits on same side of the table as the client

Helps client evaluate options Sees long term relationship as the focus

Offers recommendations that generate sales

Provides Win- Win Solutions

Isolates needs (versus positions) Generates additional, creative (attractive) options

Demonstrates win-win paybacks Focuses on relationship (versus winning the negotiation)

Stays on ‘same side of table’

People only buy (long term ) from those they trust

Develops relationship of trust, counsel

Seeks first to understand client need Feeds back client need to demonstrate empathy, understanding

Always maintains integrity

Builds Relationships, then Sales

People buy from people they trust People trust people like themselves People trust people who are empathetic

People trust people who are credible Without trust there is no communication

“Prescibing without diagnosis is malpractice”

Is about building Rapport

Value added Sales vs Traditional Sales

Relationship based Long term focused Solution centred Depends on

integrity, trust Focuses on adding

value Defers product

discussions

Transaction based Short term sales

focused Product centred Focuses on

‘closing’ Begins with

product discussions

Brings new data to bear on the problem

Honestly admits when product is not a good match (recommends others)

Takes a business-based approach to solutions

Recommends valuable (profitable) added services, features

Adds Value to Client

B2B Sales Strategy 101 Model Comparison

Document what “works” effectively

Develop communications skillsDevelop negotiation skillsDevelop presentation skills Instill good work habits Install measurable targets

Your Best Approach

Reaches beyond immediate sale, uncovers needs

Builds relationships, loyalty Takes long term view of the relationship Puts client and vendor on same side of the

table Focuses on upgrading skills of all sales

people Changes the philosophical approach to

sales

Why a 360 Degree Sales Cycle?

360 Degree Sales Cycle

The OverviewKnow your job responsibilitiesKnow your company messageKnow your competitors

Understand your products and services

Drive sales of your products and services

Achieve and then exceed your assigned sales quota

Represent the company to the marketplace in a professional manner

Know Your Job Responsibilities

Who are we?◦Our marketspace and our profile

What are our core values?◦Our mission statement

What do we do?◦Our products and services

What do we bring to the table?◦Our value proposition

Know Your Company Message

Who are our competitors? What do they do? What do they bring to the table?

There is competition for all business- whether local, nation or international

Can be competition of product or service- or competing for the finite dollars available –the priority of best spend in any one budget

Know Your Competitors

360 Degrees Sales Cycle

The Process

Prospecting and lead generation Planning sales calls Meetings Post call follow up Documentation Presentation Sign off Own and implement the sale After sales service Post sales follow up Repeat and up sell

Sales Process

Identify current customer base

Identify and rank prospectsIdentify decision makersSchedule sales calls

Prospecting & Lead Generation

Research prospect company Identify audience Define presales support (engineers for

example) Plan meeting agenda Plan your objective Set your follow up objective Call and confirm your meeting ahead of

time

Planning Sales Calls

Make introductions Define and then confirm prospect’s

objectives Define your objectives Review business need Identify budget Identify decision maker and decision process Identify contributing factors Present possible solutions Reach consensus: fit; not fit; investigate

further

Meetings

Common sales errors◦Not prospecting◦Not conducting pre-meeting research◦Not being prepared◦Talking too much◦Providing irrelevant information◦Making the wrong pitch◦Not anticipating objections◦Not asking for the sale

Meetings continued

So remember………◦Know your product!◦Think like your prospect in order to be

successful◦Remember: Ratio of 2/1- Two ears/ One

mouth◦Focus on solving the ‘pain’◦Avoid long-winded proposals◦Know when to walk away and move on to

the next prospect

Meetings continued

Send a summary email or letter to your prospect and then follow up with a phone call◦ Thank them for the meeting◦ Recap the meeting◦ Review agreed upon next steps◦ State future intentions- ‘where to from here’

Notify your appropriate internal resources for any next step assistance (eg engineering dept)

Update account files / CRM

Post Call Follow-Up

Prepare appropriate documentsReview the documents with your prospect

Present a solid business case that addresses their pains / gains

Documentation

Deliver documentsPresent your proposalRequest the sale

Presentation

Sign all documents

Close the sale

It is not a sale until all necessary paperwork is in place and the process begun

Sign -off

Process necessary paperwork

Follow up the processMake sure the sale happens – this is your customer and future good will!

Own and Implement The Sale

Customer serviceTechnical supportBillings & collection

After Sales Service

Ensure your customer is happyContinue to build the relationshipStrengthen your contacts with the customer

Set reminders for emails, follow-up, courtesy calls

Post Sales Follow Up

Strengthen the relationship

Ask for referralsUpsell and add more services

Maintain a partnership

Repeat and Upsell

PO Box 180, Tyabb 3913 Ph 9005 7079; 0419 283363

smp@somuchpotential.com.au www.somuchpotential.com.au