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