3. Can you . . .
Influence someone to adopt your cause
or point of view?
Hold a stimulating conversation with
someone you just met?
Win something you compete for, and
enjoy the experience?
Rebound purposefully from a loss or
setback?
Demonstrate empathy?
Intentionally help someone else to
succeed at something?
Make decisions that are ethically
correct even when they aren’t in your
financial best interest?
4. Key Problems to Solve
a)What does your customer want
to buy?
b)How does he or she want to
buy?
c)How do you make that as easy
as possible?
5. A few sales myths . . .
“We basically need someone to just
open some doors for us . . .”
“Our firm’s reputation sells itself.”
“There are no direct competitors for
what we do.”
“I’m not that good at selling.”
“Sales is really just a numbers game.”
6. “The purpose of a business
is to create a customer.”
Peter Drucker
24. 7-Item Sales Call Safety Checklist
(Answer yes/no/or maybe)
I know the outcome or result my
prospect is seeking from this meeting.
I am bringing knowledge and
resources that my prospect is likely to
value.
I know what needs to be learned.
I have situational awareness.
I have visualized the successful
outcomes for this opportunity.
I have planned for what to do in the
event something doesn’t follow the
expected path
I am 100% mentally present.
29. Qualification:
Figure out greatest risks . . .
• My solution might not be valuable
for this client . . .
• I might not be able to get access
to the people who have the ability
to take action . . .
• My prospective client might not
have the financial resources to
purchase and implement my solution .
. .
• My prospective client isn’t
motivated or doesn’t have the will
to solve the stated problems. . .
31. “A problem well defined is
half-solved.”
1. Is access water a human right?
2. Is it ethical for companies to
profit from selling water?
3. How do we get water to people who
need it?
32. How to Discover Capability
Gaps
As Is
To Be
gap
Projects
Projects,
Prioritized
1.
2.
42. Do: make inquiry and discovery a centerpiece of
your sales appointments.
Don’t: Rely on show and tell, and walk away
without knowing what your client really wants.
Do: see the world through your client’s eyes.
Understand the outcomes your client seeks—not just
the product features.
Don’t: assume that your client cares about your
company or your products.
Do: make your motivations transparent, and insist
on transparency in return.
Don’t: create an environment that stifles candor
and honesty.
Do: respect your client’s decision options
throughout the sales process.
Don’t: assume only one possible outcome for your
sales engagement.
43. Time for questions . . .
Andrew (Andy) Rudin
703.371.1242
arudin(at)contrarydomino(dot)com
Notes de l'éditeur
Here’s what this sounds like: http://www.youtube.com/watch?v=MIchKY3SNp4&NR=1
Assumptions:Linear, visibility, orderly, ‘happy path,’ no “friction,” discord, “show-stopping” issues.Not represented: Risk, “black swan” events.There is a process.Source: http://www.salesbenchmarkindex.com/bid/72635/5-Things-Marketing-Needs-to-Know-About-the-Sales-Process
Add: window shade with ‘openings of light’ captions: ‘they’ve been so busy lately,’ ‘they have some management instability at the top,’ ‘they’re afraid of change,’ ‘they’re buying a company,’ ‘they’re probably going to get bought,’ ‘I think they like our solution, but I’m not sure.’Assumptions:Linear, visibility, orderly, ‘happy path,’ no “friction,” discord, “show-stopping” issues.Not represented: Risk, “black swan” events.There is a process.Source: http://www.salesbenchmarkindex.com/bid/72635/5-Things-Marketing-Needs-to-Know-About-the-Sales-Process
Add: window shade with ‘openings of light’ captions: ‘they’ve been so busy lately,’ ‘they have some management instability at the top,’ ‘they’re afraid of change,’ ‘they’re buying a company,’ ‘they’re probably going to get bought,’ ‘I think they like our solution, but I’m not sure.’Assumptions:Linear, visibility, orderly, ‘happy path,’ no “friction,” discord, “show-stopping” issues.Not represented: Risk, “black swan” events.There is a process.Source: http://www.salesbenchmarkindex.com/bid/72635/5-Things-Marketing-Needs-to-Know-About-the-Sales-Process
Add: window shade with ‘openings of light’ captions: ‘they’ve been so busy lately,’ ‘they have some management instability at the top,’ ‘they’re afraid of change,’ ‘they’re buying a company,’ ‘they’re probably going to get bought,’ ‘I think they like our solution, but I’m not sure.’Assumptions:Linear, visibility, orderly, ‘happy path,’ no “friction,” discord, “show-stopping” issues.Not represented: Risk, “black swan” events.There is a process.Source: http://www.salesbenchmarkindex.com/bid/72635/5-Things-Marketing-Needs-to-Know-About-the-Sales-Process
1. I know the outcome or result my prospect is seeking from this meeting. If you don’t have a clue, you’re already in trouble.2. I am bringing knowledge and resources that my prospect is likely to value. If you don’t share anything useful or valuable, you probably won’t be invited back. It doesn’t matter how good your questions were, or how much time you spent listening.3. I know what needs to be learned. Both for you, and your prospect. Ensures that you are prepared to ask the right questions, and that you don’t waste time throwing conversational spaghetti at the wall to see what sticks.4. I have situational awareness. Not the same as knowing everything you can about your prospect. This item ensures you understand the context for the meeting, and that you can adapt to the situation.5. I have visualized the successful outcomes for this opportunity—for my prospect and for me. Visualizing a successful result ensures that you take the right actions to achieve it. Ask an Olympic gymnast.6. I have planned for what to do in the event something doesn’t follow the expected path. You can’t plan for every contingency, but every checklist must consider what could go wrong—the demo that doesn’t work, or the question that you don’t know how to answer.7. I am 100% mentally present. “I’m so sorry . . . Could you excuse me for just a minute—I have to answer this call . . .”