Sales Training Series: To Win More Business

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1 Sales Training Series: To Win More Business PRESENTED BY: Krista Moore and Phil Barnette

2 September 22 nd Recorded Session Available! October 6 th Recorded Session Available! October 20 th Recorded Session Available!

3 Winning Proposals

4 Conversation Model Goals: Connect with a customer based on a clear understanding of specific Objectives and Challenges. Align how the Solutions can Impact the customer s desired outcomes. Create Value that has an emotional appeal to the customer.

5 Traditional Sales Conversations Price Service Product

6 Price, Product, and Service Focused Limits your ability to get more business, because your conversations and proposals are ABOUT YOU and tend to not address the potential impact on the customer s business.

7 Impact and Value of Your Partnership Business Impact The tangible benefit the customer receives when your solution helps to overcome a Challenge, and Objectives are met

8 Business Impact Easy Merger/Acquisition Better Positioned to Sell Operationally Efficient People Development Improved Profitability More Competitive Employee Satisfaction Better Brand Identity

9 Closing Best Practices Complete an Opportunity Plan Prepare your Power Statement Prepare and Present a Value Proposal along with a Price Offering Cement your relationship with an Engagement Letter Address the Fear of Change

10 Don t wish it was easier wish you were better. - Jim Rohn

11 Opportunity Plan

12 Communicate Using a Power Message Reiterate that you understand their specific business objectives and challenges. Clearly articulate your solution in great detail. Include what you do, and how you do it better than the competition. Begin differentiating yourself and your company through proof-points and demonstrated value. Connect with what it means to them, the business impact and how it will help them achieve their business initiatives and goals.

13 Power Statement Conversation Model

14 What Next? Enhance and repurpose your Power Message Put a written Value Proposal together that is connecting, reiterating, and compelling Deliver and present along with your price offer, and Engagement Letter Continue to connect with what it means to them, the business impact, and how it will help them achieve their business initiatives and goals Get their commitment and CLOSE the deal!

15 Value Proposal Template

16 Engagement Letter

17 Improved Closing Skills Sell as high as you possibly can within an organization Use soft closes throughout and ASK for the business Offer Proof Points that demonstrate your Value and show Impact Emphasize and describe a smooth implementation process to eliminate the Fear of Change

18 #1 Obstacle to Closing FEAR of CHANGE!

19 Activity Think about an account that hasn t closed and is seemingly on the fence. Is there a reason why they won t commit? What are some things they may be afraid of?

20 Examples Their paperwork is now different Online ordering site is different Various areas of their company are affected New sales rep acceptance, trust, and likeability Skepticism set in by others on the decision to change Risk for them making the wrong decision in a new supplier

21 Eliminate Fear of Change Don t ignore the Elephant in the Room Address the fact that sometimes change can be scary Sometimes companies don t make a change they KNOW is good for them, because they are not certain it will be successful Ask your prospect what they need to feel completely comfortable with making a decision to change

22 Eliminate Fear of Change Present an Implementation Plan to include: Conversion timeline including key activities, and who is responsible for completion Training or implementation plan, to introduce the key users to your processes and programs Provide examples of standard reports, invoices, metrics, and measurements

23 IDGrowth Programs Sales Accelerator Onsite Training Focused on helping sales professionals up-level their selling skills Learn more at: IDGrowth.com/programs

24 Sales Training Series: To Win More Business PRESENTED BY: Krista Moore and Phil Barnette