the callsource prime solution #6: delivery. our call is being recorded
TRANSCRIPT
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The CallSource The CallSource Prime Solution #6:Prime Solution #6:
DeliveryDelivery
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Our call is being Our call is being recorded . . .recorded . . .
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Today’s AgendaToday’s Agenda
• Your week in review• Homework – 2 DQ• Delivery • For next week . . .
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YourYour week in review . . .
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Our ULTIMATE Goal . . .Our ULTIMATE Goal . . .Become the Prime ResourceBecome the Prime Resource
• Active participants in our customer’s businesses.
• Committed to long-term growth relationships.
• Base recommendations on measurable problems and outcomes.
• Act as early warning systems for customers.
• Prime Resources stay close.
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The Prime Solution is a self-The Prime Solution is a self-closing sales approach.closing sales approach.
• Understood and confirmed the causes of their problems.
• A good grasp of the consequences of the problems.
• Been shown the parameters of a high-quality solution.
• Understand the financial value of the solution.
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The final phase of the Prime Solution is focused on two goals . . .
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1. Successful completion of the sale.
• Formalizing sale
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• Deliver the proposal - a formal version of the Discovery Document.
• Technical specifications of the solution.
• Contractual details that go into the agreement.
• Summarizes all the findings we have developed.
• Leads the customer to change.
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• Write for the “invisible decision maker”.
• Convincing & coherent• It’s a business report:
•Explain the problem•List elements of solution•PROPOSE solution
• Echo customer voice• Enlist cast of characters• Go for one last “NO”“NO”
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1. Successful completion of the sale.
• Formalizing sale• Delivering solution• Implementing
solution• Risk & change
management
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2. Post sale 2. Post sale relationship relationship between the between the salesperson, the salesperson, the organization & the organization & the customer.customer.• Monitoring, correction Monitoring, correction
and communication and communication of solution outcomes.of solution outcomes.
• Expansion of our Expansion of our business relationship business relationship & referrals.& referrals.
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Delivering ValueDelivering Value
CUSTOMERCUSTOMER
EngineeringEngineering
Customer Customer CareCare
AccountAccountManagerManager
Training &Training &ProfessionalProfessional
ServicesServices
RSM/ISRRSM/ISR
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• It must be adaptable
• It must account for three primary elements:
1. Technology2. Process3. People
Successful Change ManagementSuccessful Change Management
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1. Establishing clear sense of urgency
2. Creating guiding coalition
3. Developing a vision and strategy
4. Communicating the change vision
Eight Fundamental Errors Eight Fundamental Errors Undermining ChangeUndermining Change
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5. Empowering broad-based action
6. Generating short-term wins
7. Consolidating gains and producing more change
8. Anchoring new approaches in the culture
Eight Fundamental Errors Eight Fundamental Errors Undermining ChangeUndermining Change
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Next class: 5/1/06Next class: 5/1/06
• Read pages 166 - 168 of The Prime Solution.
• Read pages 45 – 73 & 77 - 98 of Mastering the Complex Sale.
• Work on Questions!