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1、SolutionSelling1 APowerfulToolforSalespeopleWhoisSellingaCombinationofProducts ServicesandConcepts Anewapproachtogenerateprospectsandnewbusiness Abehaviorally correcttechniquefordevelopingbuyerneeds specifictoyourproduct serviceandconcept Anintegratedbuyer qualificationmodelwhichtargetsaccesstopower
2、 committeedecisions andthenegotiationofthesalescycle Aprototypefordevelopingsalestools specifictoyourproductsandmarkets whichenablessalespeopletosucceedimmediatelywhiletheygaintheexpertisetheywillneedlongterm Asetoftoolswhichenablesmanagementtomanagepipeline assignprospectingactivity controlthecosto
3、fsales andpredictfuturebusinessmoreaccurately SalesTrainingComponents DiagnosticsandPowerBasedSelling BotharesalesmodelswhichintegratewithandexpandSalesTraining Diagnosticssellinghelpsintheareaofneedsprocessinganddecisionmanagement PowerBaseSellinghelpsestablishapoliticalinfluencestrategyandacompeti
4、tivesalesstrategy THETRADITIONALPROCESS THEDIAGNOSTICPROCESS UNSTABLERELATIONSHIP STABLERELATIONSHIP Close Presentation ProblemSolving Qualifying 45 35 15 5 5 10 35 50 Agreement Presentation DesignSolutionsProblemSolving Diagnosis Traditionalvs Diagnostic SalesProcessOverview Targetpotentialopportun
5、itiesPre callplanningandresearchCreatecuriosityandhopeRapport credibility credentialsDevelopbuyeranduserneedsdeterminepain criticalissuesdiagnosereasonswithbiastowardofferingsdetermineimpactsacrosstheorganization who how financialcreate participatein reengineerbuyervisionsclarifyexpectationsandowner
6、shipAgreeonevaluationcriteria DeterminecapabilitiesneededtomeetbuyervisionPresentofferingsBuyeracceptanceofofferingsMutuallyagreeonROINegotiateawin winprofitableagreementImplementasagreed measuresuccesscriteriaContinuetodeveloprelationshipUsesuccesstoleverageotheropportunities SalesProcessOverview c
7、on t HighDifficultySelling Conceptual intangibleDifficulttolearnandexplainPerceivedasexpensivePerceivedascomplexRequiresmajorchangebybuyerSoldtocommitteesSmallorganizationsellingtolarge SuperiorSeller SituationalFluency Alignwithyourbuyer BasicPrinciples NoPAIN noChangeDiagnosebeforeyouprescribeThre
8、elevelsofBuyerPAINPeoplebuyfrompeoplePowerbuysfrompower Product BuyerVISUALIZATIONYoucan tselltosomeonewhocan tbuy LatentPainVs Pain LATENT PAIN PAIN CURRENTACTIVEEVALUATIONS ThreeLevelsofBuyerPain LevelOne LATENTPAIN LevelTwo PAIN LevelThree VISUALIZATION DefinitionofNeeds LevelOne LatentPainPotent
9、ialneedsforaproductorserviceinthemindoftheseller Latentneedsareusuallyeitherignoranceorrationalizations Apotentialbuyerisunawarethatapotentialsolutionexistsorhaspreviouslyattemptedtofindasolutionandwasunsuccessful Itis was tooexpensive or toocomplicated or toorisky etc LevelTwo PainComplaintstatemen
10、tsbythebuyeraboutproblems difficultiesordissatisfactionwiththeexistingsituation iepain Complaintstatementsindicatethatthebuyerknowshe shehasaproblem butdoesnotknowhowtosolvetheproblem LevelThree VisionofaSolutionCapabilitystatementsbythebuyerindicatingthatthebuyeracceptsresponsibilityforsolvingthepr
11、oblemandspecifyingtheprecisecapabilitiesneededtodealwiththeproblem Thesellermustparticipatepersonallyinthedevelopmentoftheneedinorderforittobeaqualifiedneed DefinitionofNeeds con t VisionofaSolutionNOTE Whenabuyerhasavisionofasolution hedoesnotexpectthesellertosolvetheproblem butcannow see himselfso
12、lvingtheprobleminhismind Heisenabled ExamplesofNeeds LevelOne LatentNeedsPeoplestandinginlinefortransactionsontheirlunchhouratthebank Inventorybuild upduetoobsoleteparts Peoplemanuallyre keyingdatafromunlikefinancialsystems Anentrepreneurwithnodisabilityinsurance LevelTwo Pain Wearelosingcustomersbe
13、causepeoplehatestandinginlonglines Ourinventoryismuchtoohigh There keyingerrorsarekillingus I mworriedaboutwhatwillhappentomybusinessifIgetsick LevelThree VisionofaSolution Weneedtobeabletohandletheaveragebankingtransactioninunder60seconds Ineedtobeabletosortmyinventorybydateoflastuse Weneedtheabili
14、tytoconsolidatedatafromunlikesystemswithoutre keying IneedtheabilitytogenerateXdollarsofincomeevenifIamdisabled TypesofApproval SponsorBeneficiariesAdversariesLegal Technical AdministrativeFinancialPowerSponsorPOWER ComponentsofaSale PAIN POWER VISION MOMENTUM PROCESS SALE HowPeopleBuy LatentPainPai
15、nVisualizationMatchVisionCostJustifyOvercomeFearofRiskPriceJustifyTakeAction AlignmentofBuying SellingPhases PhaseIPhaseIIPhaseIII NeedDefinitionEvaluateAlternativesTakeAction Howmuchdoesitcost DoIneedtochange WhatdoIneed Isthereasolution Whichonemeetsmyneeds CanIaffordit ShouldIdoit Consequences Is
16、ittherightprice Definetheirneedswithourproductbias Qualifybuyingprocess Demonstratehowproductmeetsdefinedneeds Whyus Whynow BUYER SELLER NeedDevelopmentProofClosetheSale BuyingPhases Time PhaseIPhaseIIPhaseIII LevelofConcern RiskObjections Smile toyourself EmpathizeAnswer ifappropriate RecallpainRecallreasonsRecallvisionRecallproofNudge PainSheet Pain Situation OurProduct PotentialReasons Impact Capabilities Isitbecause reasonsforthepainthatalignwithyourproductorservicecapabilities Isthiscausing
