SALES 101THE BASICS OF SALES DEVELOPMENT

John T. Beaver, MBA

A vs. B

Customer Perception

Vs.

Representative Self Perception

SELLING ANIMAL

What is your selling style?

• 3 reasons our accounts buy from us ?

• How should Benefit selling LOOK and FEEL different from Feature selling?

• What’s the best selling behavior ?

• 3 reasons our accounts buy from us ?

• How should Benefit selling LOOK and FEEL different from Feature selling?

• What’s the best selling behavior ?

QuestionsQuestions

1980’s Selling Style(A-B-C’s of Selling)1980’s Selling Style(A-B-C’s of Selling)

- 10% Relate- 10% Relate

- 20% Qualify- 20% Qualify

- 30% Present- 30% Present- 40% Close- 40% Close

2009 Selling(Relationship Selling)

2009 Selling(Relationship Selling)

- 40% Trust- 40% Trust- 30% Needs- 30% Needs- 20% Solution- 20% Solution

- 10% Close- 10% Close

Understanding the CustomerUnderstanding the Customer

Understanding the Representative Understanding the Representative

TalentTalent

AttitudeAttitude

SkillSkill

KnowledgeKnowledge

BroughtBrought

TaughtTaught

The Intersecting Circles of Sales Success

The Intersecting Circles of Sales Success

$$

ELEMENTS OF A SALES CALLELEMENTS OF A SALES CALL

Pre-call PlanningOpening the CallUncovering Needs - ProbingProduct DiscussionUnderstanding and Responding to

ObjectionsGaining Commitment to ActionPost-call Analysis

Putting the Pieces TogetherPutting the Pieces Together

• Standards for pre-call planning• Introducing Pre-Call Planning• Pre-call planning means having a plan for what you

are going to say to the customer when you walk in the door and what questions you’re going to ask to learn more about the doctor. It is important to have a clear objective that establishes what you want to learn or accomplish during today’s call.

• Call Planning Activity

• Standards for pre-call planning• Introducing Pre-Call Planning• Pre-call planning means having a plan for what you

are going to say to the customer when you walk in the door and what questions you’re going to ask to learn more about the doctor. It is important to have a clear objective that establishes what you want to learn or accomplish during today’s call.

• Call Planning Activity