Embed Size (px)
Citation preview
Agenda The Buyer’s Journey The “U” in Customer Pipeline Management Buyer Matrix Exercise Wrap Up
What Sales Really Is
Sales is an outcome, not a goal.
It’s a function of doing numerous things right, starting from the moment you target a
potential prospect until you finalize the deal.
The Buyer’s Journey
Sales Process
ProblemsOpportunities
SolutionSolution VisionDesired Results
ImpactBusiness ImpactPersonal ImpactDesire to SolveProblem
SituationCurrent SituationObjectives
Situation ▪ Problem ▪ Implication ▪ Need-Payoff
Selling value and creating preference
service
trust
the little things
consultative approach
results
Customer Centric SellingUse “you” instead of “I”
Treat the first sales call like an interview
Align yourself with existing customer priorities
Respect their time
Let your current customers sell for you
Prospect Engagement Funnel
It’s really a bowtie…
Managing the flow
Elements of a qualified Sales Opportunity
Engaged decision maker
Identified budget
Strong tie to organizational objectives
Mutually agreed-upon timeline
AttendeesList of attendees from both sides, role and title.
PurposeWhy are we having this call?
ObjectiveWhat is their objective?
PremiseOpening statements to kick off the call.
ActionsWhat actions do you want them to take at the conclusion of the call?
AnswersWhat do you need to help move them along?
AttitudesWhat impression do you wish to leave with them?
Guide to Pre Call Planning
When prospects go dark....
Try a different channel
Try a different contact
Share something unrelated
Try a different angle
Engage their influencers
Move on
Inside the buyer’s head
Ultimate Decision MakerFinal approval of the decision. Only person who can say No when everyone else says Yes.
User ProspectBuyer(s) who will be using the solution.
Technical ProspectBuyer(s) involved in evaluating the solution (Purchasing, IT, etc.).
Key InfluencersAnyone with considered input into the buying decision.
Buyer personas are research-based modeled representations of who buyers are, what they are trying to accomplish, how they think, what goals drive their behaviors, how they buy, and why they make decisions.
ExerciseUsing pain and pain killers develop custom value propositions for each cast member- Who are your targets?- What do they care about? What outcome are they seeking?- Where do you find them?- Who or what influences them?- How do they want to engage and eventually buys?
Questions?
