© Solution Selling, Inc. 2009

Office Depot 2 Day Workshop for Major/Global/Public

© Solution Selling, Inc. • 2009 PAGE 2www.solutionselling.com

Credit, Copyright, and Contact Information

Trademark Notice: The following trademarks and service marks are owned by Sales Performance Holding Company (DBA: Solution Selling, Inc.) and licensed by Sales Performance International, LLC. Any questions concerning the use of these trademarks or whether a name that does not appear on this list is in fact a trademark of Solution Selling, Inc. or comments concerning this manual, workshop or presentation should be referred to Sales Performance International, LLC in the United States at the following address:

4720 Piedmont Row Drive, Suite 400Charlotte, North Carolina 28210 USA

Phone: 704.227.6500 FAX 704.364.8114

Solution Selling® and Situational Fluency Prompter®, Pain Sheets®, 9 Block Vision Processing Model® and Pain Chains® are registered trademarks and service marks of Solution Selling, Inc. All other referenced marks are those of their respective owners.

Copyright Notice: This manual is a copyrighted work of Solution Selling, Inc. This manual may not be reproduced in whole or in part without the prior written consent of Solution Selling, Inc.

Additionally, Sales Management and Coaching, Targeted Territory Selling, Major Account Selling, Strategic Opportunity Selling, Collaborative Sales Negotiations, Solution Prospecting and Executive-Level Selling are copyrighted materials of Solution Selling, Inc.

© Solution Selling, Inc. • 1985 – 2009

© Solution Selling, Inc. • 2009 PAGE 3www.solutionselling.com

Office Depot Sales Process Elements

Office Depot Major/Global/Public Sales Process

Buying Process

Define problems and opportunities

Determine needs / requirements

Select solution, evaluate risk, &

finalize contracts

Resolve issues & implement

Evaluate success

Sales Stage

Plan and Engage Diagnose Propose and Close Implement Fulfill

Verifiable Outcomes

Opportunity Created in Sales On Line

Gain agreement to Evaluation Plan Signed Contract First orders placed

Yield Probability

25% 75% 100%

Sales Tools and Resources

Key Players List

Contact Strategy

Need Satisfaction Selling Process

Evaluation Plan

Transition Plan

Get-Give List Implementation PlanReference Story

Success Criteria

The AchieveGlobal methodologies– and other existing Office Depot tools --reside in the new Office Depot sales process along with a variety of new Solution Selling® Tools.

Placeholder for acknowledging AchieveGlobal ownership of Need Satisfaction Selling Process

© Solution Selling, Inc. • 2009 PAGE 4www.solutionselling.com

Solution Selling® and AchieveGlobal Professional Selling Skills® Have Common Roots But Differences As Well

THE DIFFERENCES

Professional Selling Skills® Solution Selling®

Provides tools for executing a sales call Provides tools for executing activities through the entire sales process

Assumes customer knows what he or she needs most of the time

Targets customers who do not know what they need

Provides techniques for resolving customer concerns (objections)

Provides techniques for avoiding objections

THE SIMILARITIES

Professional Selling Skills® And Solution Selling®

Encourage sellers to diagnose customer needs or pains before providing a solution

Focus on product benefits and capabilities rather than pure features

Encourage the use of a mix of question or probe types when talking with customers

© Solution Selling, Inc. • 2009 PAGE 5www.solutionselling.com

Using Solution Selling® Tools To Enhance Professional Selling Skills®

PSS® Step Ways To Enhance PSS®

OPEN• Use a crisp positioning statement as part of the open• Use a reference story as part of the open to get the

customer talking about pain

PROBE

• Make sure pain is admitted early in the probing process

• Target questions and probes around the reasons for the customer’s pains

• Use ‘drill down’ questions and probes to get to value

SUPPORT

• Align Support Statements with the reason for the customer’s pain

• Craft Support Statements in a Capability Vision format

• Craft Support Statements with Office Depot differentiators in mind

CLOSE• Document next steps in a Next Steps

Communication

The Professional Selling Skills® Need Satisfaction Selling Process resides

within the ‘Diagnose’ step in the new Office Depot

Sales Process

Placeholder for acknowledging AchieveGlobal ownership of Need Satisfaction Selling Process

© Solution Selling, Inc. • 2009 PAGE 6www.solutionselling.com

Office Depot Sales Process: Diagnose Stage

Buying Process

Define problems and opportunities

Determine needs / requirements

Select solution, evaluate risk, &

finalize contracts

Resolve issues & implement

Evaluate success

Sales Stage Diagnose

Activities

Get pain admitted Diagnose admitted pain

and create or reengineer vision of Sponsor

Negotiate access to power

Confirm dialogue and agree upon next steps

Diagnose admitted pain and create or reengineer vision of Power Sponsor

Determine evaluation criteria and propose next steps

Confirm dialogue and agree upon plan of next steps

Sales Tools and Resources

9-Block Vision Processing Model®

Pain Sheet® Needs Satisfaction

Selling Process Sponsor e-mail Power Sponsor e-mail Evaluation Plan

Verifiable Outcomes

Gain agreement to Evaluation Plan

Yield Probability

25%

Placeholder for acknowledging AchieveGlobal ownership of Need Satisfaction Selling Process

© Solution Selling, Inc. • 2009 PAGE 7www.solutionselling.com

Place Holder Slide – Linking Professional Prospecting Skills® And Solution Selling®

Placeholder for acknowledging AchieveGlobal ownership of prospecting tools shown here

This slide will be built next week. Will show any applicable AchieveGlobal sales tools that could be used during the Plan And

Engage sales process step

© Solution Selling, Inc. • 2009 PAGE 8www.solutionselling.com

The Going Forward Coaching Process

SPI’s Sales Management And Coaching Methodology provides a number of tools for identifying coaching opportunities at the pipeline, opportunity, and skill levels. Professional Sales

Coaching™ will continue to be used by managers to coach sellers once coaching opportunities have been identified

AchieveGlobal Coaching Issues Diagram

Placeholder for acknowledging AchieveGlobal ownership of Coaching Issues Diagram