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The Trilogy of Sales. Training developed by Miguel Mejia for Commercial Executives.
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Miguel Mejía, MBA
The Trilogy of Sales
1.The Buyer
2.The Seller
3.The Deal
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• The Person• VITO• SEYMORE
Concept 1: The Buyer
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• The Person• VITO
• President• Owner• ???
Concept 1: The Buyer
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• The Person• VITO
• Only VITO can veto any decision at any level within the company.
Concept 1: The Buyer
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• The Person• SEYMORE
• IT Manager• Security Manager• ???
Concept 1: The Buyer
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• The Person• SEYMORE
• IT Manager• Security Manager• ???
• Can influence – No decision power
Concept 1: The Buyer
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• The Person• Always try to talk to VITOVITO
Concept 1: The Buyer
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• The Person• The
Organization• Family
(Residential)
Concept 1: The Buyer
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• The Person• The
Organization• Family• Company
(Commercial)
Concept 1: The Buyer
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• The Person• The
Organization• Family• Company• Government
Concept 1: The Buyer
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• The Person• The Organization
• The Need
Concept 1: The Buyer
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• Situation
Concept 1: The Buyer
SPIN Probing
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• Situation• Have there been
burglaries in your neighborhood?
• ???
Concept 1: The Buyer
SPIN Probing
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• Situation• Problem
Concept 1: The Buyer
SPIN Probing
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• Situation• Problem
• How do you feel about the insecurity?
Concept 1: The Buyer
SPIN Probing
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• Situation• Problem• Implication
Concept 1: The Buyer
SPIN Probing
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• Situation• Problem• Implication
• How much have you lost due to theft?
Concept 1: The Buyer
SPIN Probing
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• Situation• Problem• Implication• Need-Payoff
Concept 1: The Buyer
SPIN Probing
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• Situation• Problem• Implication• Need-Payoff
• Would you consider a solution to reduce loss by 60%?
Concept 1: The Buyer
SPIN Probing
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• Situation• Problem• Implication• Need-Payoff
Concept 1: The Buyer
SPIN Probing
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Do not offer any solution or system until a Do not offer any solution or system until a Need-Payoff question has been answered.Need-Payoff question has been answered.
• Situation• Problem• Implication• Need-Payoff
Concept 1: The Buyer
SPIN Probing
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So far, no system nor solution has been offered. So far, no system nor solution has been offered. Only needs have been discoveredOnly needs have been discovered..
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Organice your Work
Ideal Prospect Profile:•Your Best Customer
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Organice your Work
• CANDIDATE: Potencial Customer, complies with Ideal Prospect Profile, but has not bought yet.
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Organice your Work
• CANDIDATE: Potencial Customer, complies with Ideal Prospect Profile, but has not bought yet.
• PROSPECT: Potencial Customer, complies with Ideal Prospect Profile, already contacted by the company or by myself, but has not bought yet.
http://security.honeywell.com/clar
Organice your Work
• CANDIDATE: Potencial Customer, complies with Ideal Prospect Profile, but has not bought yet.
• PROSPECT: Potencial Customer, complies with Ideal Prospect Profile, already contacted by the company or by myself, but has not bought yet.
• CUSTOMER: Productive, buys and/or give leads.
Candidates(Use your Ideal Prospect Profile)
Prospects
Customers
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Get Ready
Candidates(Use your Ideal Prospect Profile)
Prospects
Customers
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Get Ready
Candidates(Use your Ideal Prospect Profile)
Prospects
Customers
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Get Ready
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• The Person• Acronym with your
name• Musician
• Intelligent
• Great
• Unique
• Life
Concept 2: The Seller
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• The Person• The Company
• Diferenciators
Concept 2: The Seller
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• The Person• The Company• The Product
• Features
Concept 2: The Seller
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Concept 3: The Deal
• Needs • Solutions (Benefits)
Each Benefit must be tied to a Need
Concept 3: The Deal – The Language
• Seymore - Tech •VITO - BenefitsBenefits
Each Benefit must be linked to a Need
PrizePenalty
Time
• BENEFIT
– Prize:Reduce store late openings
– Penalty (that will be avoided):No supervision costs
– Time frameStarting next month
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Concept 3: The Deal
• ““You can reduce service calls in 75%, without sacrificing You can reduce service calls in 75%, without sacrificing customer delight, starting next month.”customer delight, starting next month.”
• ““Increase your sales in 50%, while reducing your Increase your sales in 50%, while reducing your Marketing expenses in 25%, within 90 days after Marketing expenses in 25%, within 90 days after implementing my solution”implementing my solution”
• More examples?More examples?
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Concept 3: The Deal
An objection means: I need MORE REASONS TO BUY FROM YOU
1. Listen
2. Pause
3. Show Empathy
4. Solve!
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Concept 3: The Deal
• Referrals–Everybody knows somebody–We refer other people similar to ourselves
(VITO and SEYMORE)
Concept 3: The Deal
• Referrals–Everybody knows somebody
–We tend to refer other people similar to ourselves (VITO & SEYMORE)
–Therefore, ask for leads, preferably from
VITOVITO
Concept 3: The Deal
• Referrals
–Ask for leads, from VITOVITO–Use 3-Part-Benefit tool
Mr VITO, would you whare with me the name of one colleague of yours, who mighe be also interested in reducing internal theft by 60%, saving $10 k annualy in supervision?
Concepto 3: La Negociación
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Bibliography
Plus the complete Tony Parinello´s collection
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Bibliography
Plus the complete Neil Rackham´s collection
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http://security.honeywell.com/clar