360º Sales Approach

360º Sales ApproachDavid BallDirector of Sales & MarketingNovember 12, 2012

How can we PlanExecutionResultsü Optimize the sales pipeline increasing revenues andimproving profitability?ü Decrease sales times and the cost of each sale?ü Increase sales effectiveness and productivity?ü Proactively address threats and pursue add-on,up/cross-sell opportunities?ü Profitably manage customers and increase loyaltyand lifetime value?

Our ApproachPlanExecutionResults360 Degree ApproachBy taking a 360 degree approach to providing products anservices, we not only know why our products are selling, butwhere we are vulnerable and what we will have to do to keepselling products into the future.360 Degree VisibilityDelivers an unmatched, comprehensive view of each salesopportunity by providing complete visibility into aprospect and customers history, milestones, key decisionmakers, tasks, activities, and progress.

What is 360º Sales?PlanExecutionResultsUses consultative approaches Seeks to uncover needs Works as a partner Provides win-win solutions Builds relationships, then sales Building Rapport Adds value to customer

Building ValueUncoverNeedsConsultativeWork asPartnerIntegrityAddValueBuild TrustLong TermAdding value for ourcustomers is the coreof the 360 degreesales approachProvide“Win-Win”SolutionsRelationship

Consultative ApproachPlanExecutionResults Learns about customers through questionsDepends on proactive listeningSees problem through customer’s eyesMaintains integritySeeks best solution for customer

Seek to uncover needsPlanExecutionResultsQuestioning/Listening skills Reads “between the lines” for needs implied Focuses on solutions, not products Offers options, lets customer choose Avoids product based solutions Provides counsel vs. quick fix

Work as a partnerPlanExecutionResultsSit on same side of table as customer Helps customer evaluate options Sees long term relationship as the focus Offers recommendations that generate sales

Provide “win-win” solutionsPlanExecutionResultsIsolates needs (vs. positions) Generates additional, creative (attractive) options Demonstrates win-win paybacks Focuses on relationship (vs. winning the negotiation) Stays on “same side of table”

Build relationships, then salesPlanExecutionResultsPeople only buy (long term) from those they trust Develops relationship of trust, counsel Seeks first to understand client need Feeds back client need to demonstrate empathy,understanding Always maintains integrity

Building rapportPlanExecutionResultsSelling Principles:1. People buy from people they trust2. People trust people like themselves3. People trust people who are empathetic4. People trust people who are credible5. Without trust, there is no communication“Prescription before diagnosis is malpractice”

Add valuePlanExecutionResultsBrings new data to bear on the problem Honestly admits when product is NOT a good match(recommends others) Takes a business-based approach to solutions Recommends valuable (profitable) added services,features

Value Added Sales vs Traditional SalesPlanExecutionResultsValue Added§§§§§§Relationship basedLong term focusSolution centeredDepends on integrity, trustFocuses on adding valueDefers product discussionsTraditional§§§§§§Transaction basedShort term sale focusProduct centeredDepends on “smoothness”Focuses on closingBegins with product discussions

Our approachPlanExecutionResultsDocument what “works” effectively Develop communication skills Develop negotiation skills Develop presentation skills Instill good work habits Install measurable targets

Why 360 degree approach?PlanExecutionResultsReaches beyond immediate sale, uncovers needsü builds relationships, loyaltyü takes long term view of the relationshipü puts client and vendor on same side of tableü focuses on upgrading skills of all sales peopleü changes the philosophical approach to sales

Why 360 degree approach?PlanExecutionResults“The Overview”

OverviewPlanü Know Your Job ResponsibilitiesExecutionü Know Your Company MessageResultsü Know Your Competitors

Know your responsibilitiesPlanExecutionResults Understand your products and services.Drive sales of your products and services.Achieve and then exceed your assignedsales quota.Represent the company to the marketplace in aprofessional manner.

Know our message Who are we?– Our market space and our profile What are our core values?– Our mission statement What do we do?– Our products and services What do we bring to the table?– Our value propositionPlanExecutionResults

Know our competitorsPlanExecutionResults Who are our competitors?What do they do?What do they bring to the table?“There is always local and national competition for all business”

ProcessPlanExecutionResults“The Process”

ProcessPlanExecutionResults Prospecting & Lead GenerationPlanning Sales CallsMeetingsPost Call Follow-upDocumentationPresentationSign-offOwn & Implement the SaleAfter Sales ServicePost Sales Follow UpRepeat & Up Selling

Prospecting & Lead GenerationPlanExecution Identify current customer base. Identify and rank prospects. Identify Decision Makers Schedule Sales Calls.Results

PlanningPlanExecutionResults Research prospect company.Identify audience.Define presales support (for example, engineers).Plan meeting agenda.Plan your objective.Set your follow up objective.Call and confirm meeting ahead of time.

MeetingsPlanExecutionResults Make introductions.Define and then confirm prospect’s objectives.Define your objectives.Review business need.Identify BudgetIdentify Decision Maker & Decision ProcessIdentify contributing factors.Present possible solutions.Reach consensus(fit, no fit, investigate further).

MeetingsPlanExecutionResultsCommon Sales Blunders– Not prospecting– Not conducting pre-meeting research– Not being prepared– Talking too much– Providing irrelevant information– Making the wrong pitch– Not anticipating objections– Not asking for the sale

MeetingsIf you remember anything from this PlanExecutionResults Know your productTo be successful, you need to think like your prospectYou have one mouth and two ears for a reasonFocus on solving the “pain”Avoid long-winded proposalsKnow when to walk away/move to the next prospect

Follow Up PlanExecutionResults Send summary e-mail message or letterto prospect, and then follow up with aphone call.– Thank prospect for meeting.– Recap meeting.– Review agreed-upon next steps.– State future intentions.Notify appropriate internal resources (for example,engineer) for next-step assistance.Update account files / CRM.

PresentPlanExecutionResults Deliver final documents. Present proposal. Request the sale.

Sign OffsPlan Sign documents.Execution Close the sale.ResultsGolden Rule – the sales job isn’t over until the account isreferenceable

Own & Implement the salePlanExecutionResults Process necessary paperwork Follow up the process Make sure “the sale” happens This is YOUR customer & future goodwill

Post Sale Follow Up Ensure your customer is happy Continue to build the relationship Strengthen your contacts with the Customer Set reminders for emails, follow up, courtesy callsPlanExecutionResults

Repeat and Up Selling Strengthen the relationship Ask for referrals Up sell & add more services Maintain a partnershipPlanExecutionResults

Repeat and Up SellingPlanExecutionResults Strengthen the relationship Ask for referrals Up sell & add more services Maintain a partnership

360º Sales Approach David Ball Director of Sales & Marketing November 12, 2012. Plan Execution Results ü Optimize the sales pipeline increasing revenues and improving profitability? ü Decrease sales times and the cost of each sale? ü Increase sales effectiveness and produ