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Sales Masters Club Selling Skills and Support Group

Join the Sales Masters Club and enhance your selling skills with a supportive community. Discuss sales challenges, learn different methodologies, and develop long-term relationships. Achieve shorter sales cycles, larger deals, accurate forecasts, and more effective results.

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Sales Masters Club Selling Skills and Support Group

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  1. Sales Masters ClubSelling Skills and Support Group Mark Ouyang February 28, 2005

  2. 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

  3. Objectives What do you want to get out of these sessions? • 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? • ?

  4. Process How do you want to accomplish this? • 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

  5. A Proposal Establish a Common Reference Point • GSM Book - Hope is Not a Strategy

  6. Proposal #2 Go up the pyramid • 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

  7. 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

  8. 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.

  9. 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.

  10. 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?

  11. 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?

  12. Individual Selling Miller Heiman - Conceptual Selling • Two ways buyers make decisions: • Randomly • Differentiation When do you use one process or the other?

  13. 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!

  14. 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?

  15. Review Here’s what we accomplished today: • 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

  16. For Next time Write the types of questions you can ask

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