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Introducing Microcorp’s Other Offerings to Your Clients<br /><ul><li>An Introduction to Cross-Selling Process and Messagin...
Confidential and Proprietary<br />
Why Process?<br />If you can’t describe what you are doing <br />as a process,<br />you don’t know what you are doing.<br ...
Why Is Sales Process Important?<br />A repeatable process provides…<br />…resulting in a sustainable competitive advantage...
Best Practice Behaviors Of Salespeople<br /><ul><li>Ask relevant questions
Conduct 2-way conversations
‘Solution’ reliant
Target business people
Relate feature usage
Use stories rather than statements or opinions – especially early
Follow a process
Empower buyers to:</li></ul>	- Achieve goals<br />	-  Solve problems<br />	-  Satisfy needs<br />Without a process and rep...
Typical Salesperson Cross-Selling Plan<br />“Hey, want some…<br /><ul><li> MPLS
 SIP Trunking
 Hosted Solutions
 Conference Calling
 Co-Location
 Traditional Voice Services
 Internet Access from DSL to OC 48’s
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Intro to Cross-Selling

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Intro to Cross-Selling

  1. 1. Introducing Microcorp’s Other Offerings to Your Clients<br /><ul><li>An Introduction to Cross-Selling Process and Messaging</li></ul>Adam J. Shapiro<br />404-798-8397<br />adam@salesreformschool.com<br />
  2. 2. Confidential and Proprietary<br />
  3. 3. Why Process?<br />If you can’t describe what you are doing <br />as a process,<br />you don’t know what you are doing.<br />- W. Edwards Demming<br />Confidential and Proprietary<br />
  4. 4. Why Is Sales Process Important?<br />A repeatable process provides…<br />…resulting in a sustainable competitive advantage.<br />Confidential and Proprietary<br />
  5. 5. Best Practice Behaviors Of Salespeople<br /><ul><li>Ask relevant questions
  6. 6. Conduct 2-way conversations
  7. 7. ‘Solution’ reliant
  8. 8. Target business people
  9. 9. Relate feature usage
  10. 10. Use stories rather than statements or opinions – especially early
  11. 11. Follow a process
  12. 12. Empower buyers to:</li></ul> - Achieve goals<br /> - Solve problems<br /> - Satisfy needs<br />Without a process and repeatable messaging, these practices cannot be cloned or become habitual.<br />Confidential and Proprietary<br />
  13. 13. Typical Salesperson Cross-Selling Plan<br />“Hey, want some…<br /><ul><li> MPLS
  14. 14. SIP Trunking
  15. 15. Hosted Solutions
  16. 16. Conference Calling
  17. 17. Co-Location
  18. 18. Traditional Voice Services
  19. 19. Internet Access from DSL to OC 48’s
  20. 20. Wireless, including 4G
  21. 21. Content Delivery and Applications
  22. 22. Satellite”</li></ul>Confidential and Proprietary<br />
  23. 23. Roadmap for Initiating a Cross-Selling Opportunity<br />Intro: “Hi, Jane. It’s Adam Shapiro.” (Pause)<br />Show Respect and Sincerity – “If this is a good time, I want to share with you a recent success that I think you will be interested in…” (pause)<br />no<br />yes<br />Success Story – “I recently worked with…” or Plausible Emergency – “Picture this…” <br />Are you in a similar situation?<br />Reschedule!<br />No!<br />Yes!<br />Conduct alignment conversation using Directed Diagnostic Questions<br />Well, if you know of anyone that is, please let me know.”<br />Confidential and Proprietary<br />
  24. 24. Beginning a Cross Selling Sales Process<br />People buy from people they…<br />1.<br />2.<br />3.<br />4.<br />Confidential and Proprietary<br />
  25. 25. Trust = Sincerity + Competence<br />Do they believe you’re sincere AND competent?<br />Do they believe you’re sincere?<br />“Yes”<br />“Yes”<br />The buyer is willing to reveal their business goals and objectives<br />The buyer is willing to have a conversation<br />Confidential and Proprietary<br />
  26. 26. Sincerity: Stop Reinforcing The Stereotype<br />Inappropriate ownership<br />“If I/we/my system could solve your problem/achieve your goal for you…”<br />Insincere<br /><ul><li>obviously
  27. 27. basically
  28. 28. candidly
  29. 29. clearly
  30. 30. trust me
  31. 31. honestly
  32. 32. let me be honest with you
  33. 33. how’s it going?
  34. 34. no problem!
  35. 35. like you/yours/yourself</li></ul>Weak<br /><ul><li>might
  36. 36. perhaps
  37. 37. possibly
  38. 38. probably
  39. 39. maybe
  40. 40. a little bit</li></ul>Ambiguous<br /><ul><li>integrated
  41. 41. cutting edge
  42. 42. seamless
  43. 43. efficient
  44. 44. synergistic
  45. 45. user friendly</li></ul>Hype<br /><ul><li>robust
  46. 46. feature rich
  47. 47. elegant
  48. 48. automatically
  49. 49. state of the art
  50. 50. dynamic</li></ul>Manipulative<br /><ul><li>What you need is…
  51. 51. Monday or Wednesday?
  52. 52. The red one or the black one?
  53. 53. Will you be buying or leasing?
  54. 54. If I could show you a way.…?
  55. 55. What if there were a way….?
  56. 56. What do I have to do to earn your business?</li></ul>Confidential and Proprietary<br />
  57. 57. Competence: Two Tools<br /> Conversational Success Story<br /><ul><li> Key Player (Industry & job title)
  58. 58. Goal or Issue
  59. 59. Contributing reason, situation they were in
  60. 60. Corresponding capability provided
  61. 61. Actual tangible benefit</li></ul>Plausible Emergency<br /><ul><li> Paint the Big Ugly Emergency
  62. 62. “Is that plausible?”
  63. 63. Describe a capability you can provide as a Microcorp Agent
  64. 64. “Would that help?”</li></ul>Confidential and Proprietary<br />
  65. 65. The Success Story<br />I recently worked with the VP Sales of a software company who wanted to improve forecasting accuracy.1 Forecasting was difficult because grading was subjective and therefore varied by salesperson. There was no standard way of assessing progress in an opportunity. Additionally, salespeople updated forecasts only when they were required to.2 He wanted to define milestones for the whole company so after making calls salespeople could sign onto a web site and be prompted to update opportunities status against a standard grading system.3 We provided him with this capability. 4 Over the last 6 months, forecasting accuracy has improved by 35%. During this period salespeople have reduced time spent at the end of the month creating a forecast. 5<br />Are you in a similar situation?<br />Success Story Components:<br />Targeted conversation (industry, job title, goal)<br />Current situation (problem)<br />Capability (need)<br />Benefit Statement<br />Results<br />Confidential and Proprietary<br />
  66. 66. EXERCISE: Success Story – to Build Trust<br />Confidential and Proprietary<br />
  67. 67. The Plausible Emergency<br />Confidential and Proprietary<br />
  68. 68. EXERCISE: The Plausible Emergency<br />Confidential and Proprietary<br />
  69. 69. A Proper Diagnosis for Alignment<br />Ask if the event/issue/concern ever arises or takes placeUnder what circumstances?<br />How do you do it today?<br />Who is involved?<br />Who is impacted?<br />To what extent?<br />At what cost?<br />What’s value of fixing?<br />How does it make you/others feel?<br />#$%E!<br />Confidential and Proprietary<br />
  70. 70. EXERCISE: Directed Diagnostic Questions<br />For theSuccess Story or Plausible Emergency you created, formulate questions a seller should ask to determine if and how the buyer is in a similar situation and to what extent. <br />Be able to explore: <br />Constraints/issues<br />Cause(s) of that issue(s)<br />Impact/value of that issue(s)<br />#$%E!<br />Confidential and Proprietary<br />
  71. 71. Roadmap for Initiating a Cross-Selling Opportunity<br />Intro: “Hi, Jane. It’s Adam Shapiro.” (Pause)<br />Show Respect and Sincerity – “If this is a good time, I want to share with you a recent success that I think you will be interested in…” (pause)<br />no<br />yes<br />Success Story – “I recently worked with…” or Plausible Emergency – “Picture this…” <br />Are you in a similar situation?<br />Reschedule!<br />No!<br />Yes!<br />Conduct alignment conversation using Directed Diagnostic Questions<br />Well, if you know of anyone that is, please let me know.”<br />Confidential and Proprietary<br />
  72. 72. Adam Shapiro<br />MS Strategies, LLC<br />Adam@salesreformschool.com<br />www.salesreformschool.com<br />404-798-8397<br />Questions?<br />Confidential and Proprietary<br />

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    Jan. 31, 2017

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