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Environmental Changes Affecting Sales People & Organizations

n  Unclear client needs −  Clients cannot clarify their needs/strategy −  Long decision period

n  Higher level of skills required for sales people −  Development of E-commerce…No information gap between clients and sales people −  Information, Knowledge, Network, Planning…Work in higher skilled fields is required

n  Limits on OJT −  Increase of player-managers…Less time for OJT −  Employees who joined in the late 90’s are now becoming bosses…Lack experience training subordinates

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CICOM BRAINS Value Proposition

n  People can learn needed skills by using a framework to create a common language −  Systematize conversation skills with clients which tend to depend on individual intuition and tips　⇒「Three Elements in Meetings」

−  Systematize complicated B2B sales process　⇒「Four Steps of Consulting Sales」

n  Suggest plans to maximize the outcome of trainings/OJT −  Design & suggest training programs which are practical in a real business situation (i.e. role-plays,

strategic planning, action planning) −  Provide useful assessment tools to identify issues, train subordinates, and measure outcomes 　　⇒「HPC Sales Skills Diagnosis Program」 −  Development of tools (i.e. media materials, sales manuals, training handbooks)

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Three Elements in Meetings HPC® H P C

™

H : Hearing P : Proposal C : Closing

HPC How to practice

Before meeting Preparation

・Gathering information ・Developing hypothesis ・Making plans

During meeting

Introduction ・Self-introduction ・Stating the goal of the meeting

Hearing ・Active listening and note-taking skills ・Problem-solving type questioning

Proposal ・Proposing actions ・Proposing unique advantages for clients ・Handling objections

Closing ・Making agreement on the next step ・Clarifying eagerness to buy

After meeting

Looking back at each element

・Reviewing the entire proposal ・Improving meeting skills ・Making plans for the next meeting ・Tracking the proposal

−  By analyzing best practices from all industries, universal sales skills are systemized and can be used for new hires to the more experienced.

−  Required skills should be established

through implementing trainings and OJT using HPC as a common language.

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4 Steps of Consulting Sales IDEA®

−  This framework describes four steps to achieve high-level sales target in a B2B setting.

−  The focus is on understanding the client’s true

objectives & desires by discussing hypothetical situations.

A E D

™ I

Phase Actions of salesperson

I    Case is not yet established    Understand needs before competitors    Analyze client’s market position, environment,

strengths, weaknesses, management issues    Make hypothesis

D    Deliver hypothesis and listen    Discuss ways to address problems    Decide on the proposal direction

E    Satisfy client needs    Utilize own company strengths    Understand client’s purchasing process    Make arrangements for proposal    Involve other people in/outside of company

A    Think of closing process    Prepare alternatives and negotiate    Approach several departments

I : Inspire D : Dialogue E : Embody A : Achieve

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HPC® Sales Skills Diagnosis Program

＜Diagnosis screen＞

＜Diagnosis Report＞

＜Coaching meeting manual＞

−  Targeted salesperson and boss (mentor) answer all 40 web-

based questions on impressions and abilities/skills. −  Diagnostic report to be provided with gap analysis and

recommendations for salesperson. −  After the program, salesperson meets with boss (mentor), who

uses coaching meeting manual to address any gaps.

−  Salesperson should then understand/realize own weaknesses and take specific actions to improve.

WEB diagnosis + Coaching will clarify which point to focus on