sales masters club selling skills and support group mark ouyang february 28, 2005
TRANSCRIPT
Sales Masters ClubSelling Skills and Support Group
Mark OuyangFebruary 28, 2005
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Welcome and Introduction
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
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Objectives
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? ?
What do you want to get out of these sessions?
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Meet every week to discuss a specific topic? Bring a sales challenge to discuss? What sales methodology should we use?
Miller Heiman – Strategic, Conceptual, LAMP Solution Selling SPIN Holden Powerbase Selling Complex Sale Sandler Target Account Selling Xerox Professional Selling Skills
How do you want to accomplish this?
Process
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A Proposal
GSM Book - Hope is Not a Strategy
Establish a Common Reference Point
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Proposal #2
Individual PSS/ SPIN/ Conceptual Selling/ Sandler
Opportunity Strategic Selling
Account/ Enterprise Holden Powerbase/ Target Account Selling/ Complex Sales/
Large Account Management Process
Industry/ Marketing Applying Account/ Enterprise skills externally to partner
alliances
Go up the pyramid
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1st Step
Discuss Individual Selling – Face to Face Miller Heiman - Conceptual Selling
Sandler – You can’t teach a kid to ride a bicycle at a seminar
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Individual Selling
Miller Heiman - Conceptual Selling
Exercise: Define what “Conceptual” Selling means to you.
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
That “expectation” is a concept in the buyer’s mind.
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 The buying process/ funnel: Three Stages:
1st stage: Cognitive Thinking
2nd stage: Divergent Thinking
3rd stage: Convergent Thinking
Anyone make a big purchase recently?
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Individual Selling
Miller Heiman - Conceptual Selling
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 Two ways buyers make decisions:
Randomly Differentiation
When do you use one process or the other?
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Individual Selling
Miller Heiman - Conceptual Selling How do you: Understand the
customer’s concept? Determine where they
are in the buying process?
Influence the decision making process?
You ask questions!
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Individual Selling
Miller Heiman - Conceptual Selling Three communication tasks in a Sales Call
Get Information Give Information Get Commitment
Of the three tasks, which do we typically do best?
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Review
Understand/ Set Objectives Establish a process Gain Commitment Discussed a Selling Skills Framework
Hope is Not a Strategy – 4 Levels of Selling
Agreed on a selling skills training roadmap 1st Step – Focus on face to face selling Use Miller Heiman Conceptual Selling Use Sandler Sales Training principles
Started covering key Conceptual Selling concepts
Here’s what we accomplished today:
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For Next time
Write the types of questions you can ask