360º Sales Approach

David BallDirector of Sales & Marketing

November 12, 2012

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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 productivity?

ü Proactively address threats and pursue add-on, up/cross-sell opportunities?

ü Profitably manage customers and increase loyalty and lifetime value?

How can we…

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Our Approach

360 Degree Approach By taking a 360 degree approach to providing products an services, we not only know why our products are selling, but where we are vulnerable and what we will have to do to keep selling products into the future.

360 Degree VisibilityDelivers an unmatched, comprehensive view of each salesopportunity by providing complete visibility into a prospect and customers history, milestones, key decision-makers, tasks, activities, and progress.

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What is 360º Sales?

Uses 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 Value

AddValue

UncoverNeeds

Provide“Win-Win”Solutions

BuildTrust

WorkasPartner

LongTerm

Relationship

Consultative

Integrity

Adding value for our customers is the core of the 360 degree sales approach

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Consultative Approach

• Learns about customers through questions• Depends on proactive listening• Sees problem through customer’s eyes• Maintains integrity• Seeks best solution for customer

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Seek to uncover needs

Questioning/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

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Work as a partner

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

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Provide “win-win” solutions

Isolates 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”

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Build relationships, then sales

People 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

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Building rapport

Selling 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”

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Add value

Brings 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

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Value Added Sales vs Traditional Sales

Value Added§ Relationship based§ Long term focus§ Solution centered§ Depends on integrity, trust§ Focuses on adding value§ Defers product discussions

Traditional§ Transaction based§ Short term sale focus§ Product centered§ Depends on “smoothness”§ Focuses on closing§ Begins with product discussions

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Our approach

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

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Why 360 degree approach?

Reaches 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

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Why 360 degree approach?

“The Overview”

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Overview

ü Know Your Job Responsibilities

ü Know Your Company Message

ü Know Your Competitors

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Know your responsibilities

• Understand your products and services.• Drive sales of your products and services.• Achieve and then exceed your assigned

sales quota.• Represent the company to the marketplace in a

professional manner.

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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 proposition

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Know our competitors

• 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”

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Process

“The Process”

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Process

• Prospecting & Lead Generation• Planning Sales Calls• Meetings• Post Call Follow-up• Documentation• Presentation• Sign-off• Own & Implement the Sale• After Sales Service• Post Sales Follow Up• Repeat & Up Selling

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Prospecting & Lead Generation

• Identify current customer base.

• Identify and rank prospects.

• Identify Decision Makers

• Schedule Sales Calls.

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Planning

• 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.

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Meetings

• Make introductions.• Define and then confirm prospect’s objectives.• Define your objectives.• Review business need. • Identify Budget• Identify Decision Maker & Decision Process• Identify contributing factors.• Present possible solutions.• Reach consensus

(fit, no fit, investigate further).

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Meetings

Common 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

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Meetings

If you remember anything from this…

• Know your product• To be successful, you need to think like your prospect• You have one mouth and two ears for a reason• Focus on solving the “pain”• Avoid long-winded proposals• Know when to walk away/move to the next prospect

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Follow Up

• Send summary e-mail message or letter to prospect, and then follow up with a phone 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.

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Present

• Deliver final documents.

• Present proposal.

• Request the sale.

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Sign Offs

• Sign documents.

• Close the sale.

Golden Rule – the sales job isn’t over until the account is referenceable

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Own & Implement the sale

• Process necessary paperwork

• Follow up the process

• Make sure “the sale” happens

• This is YOUR customer & future goodwill

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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 calls

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Repeat and Up Selling

• Strengthen the relationship

• Ask for referrals

• Up sell & add more services

• Maintain a partnership

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Repeat and Up Selling

• Strengthen the relationship

• Ask for referrals

• Up sell & add more services

• Maintain a partnership