2. SUMMARY
•This is a short extract from ESAPL’s Successful Selling.
•Deliverable remotely or on site.
•More Information contact info@esapl.net
3. SUCCESSFUL SELLING ESAPL
Use of acronyms, adages and other terms
BODMAS
SWOT
NUTCASES
ABCD
4P
PQRS
AIDA
‘HOW MUCH AND WHEN’
KISS etc
4. Enterprise Software Agility (ESA) is an Enterprise Solutions
company driven by 40 plus years of experience. With its strong
Presence in Europe, Middle East, Asia Pacific and UK the
Company is primarily concerned with prolonging the installed
life of Enterprise Systems through tuning, reimplemetation
and smooth cost effective upgrades. The addition of extended
solutions further maintains ROI and continually reduces TCO.
http://www.esapl.net
7. SUCCESSFUL SELLING
ESAPL
ACCOUNT MANAGEMENT, REPORTING AND MIS
TEAM SELLING, ASSIGNING RESOURCES AND COLLABORATIVE SELLING
DEAL CLOSING
ACCOUNT DEVELOPMENT (FARMING)
INTRODUCTION
8. SUCCESSFUL SELLING ESAPL
PERSONAL DEVELOPMENT, KNOWLEDGE ENHANCEMENT AND GROWTH
CASE STUDIES AND WORKSHOP
SUMMARY – Q & A
INTRODUCTION
14. Strategy without tactics is the slowest
route to victory. Tactics without strategy is
the noise before defeat.
Sun Tzu
15. SUCCESSFUL SELLING ESAPL
Strategy, a word of military origin, refers to a
plan of action designed to achieve a
particular goal. In military usage strategy is
distinct from tactics, which are concerned
with the conduct of an engagement, while
strategy is concerned with how different
engagements are linked.
Wikipedia
24. *Never neglect your client
database
*Separate The Buyer From The Tyre
Kicker
25. SUCCESSFUL SELLING ESAPL
PROFILE YOUR TARGET ACCOUNT
1. What do they do? >>
2. Who does what?>>>>>>>>>>>>
3. Current business process>>>>>>>>>>>
4. Pain>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>
5. Financials>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>
6. Prop0sed Answers>>>>>>>>>>>>>>>>>>>
41. SUCCESSFUL SELLING ESAPL
THE SALES CYCLE
The sales cycle is the sequence of phases that a
typical customer goes through when deciding
to buy something. As a rule, the sales cycle is
described from the customer's perspective.
The first phase of the sales cycle may be either
the customer's perception of a product, or a
perception of a need that the product might
satisfy. The following steps include research
and evaluation; the last step is the customer's
decision to purchase the product.
42. SUCCESSFUL SELLING ESAPL
THE SALES CYCLE
SEQUENCE
OF PHASES
BUYING DESCRIBED FROM
THE CUSTOMER’S
DECISION. PERSPECTIVE
PERCEPTION
RESEARCH OF PRODUCT
AND OR ITS
EVALUATION BENEFIT TO
HIM
56. What Does CRM Do?
Acquire
CRM
Extend Retain
Growth
CRM provides one transparent, holistic view of each customer in
real time while streamlining all processes and opportunities.
60. SUCCESSFUL SELLING ESAPL
Always be closing
“Always be closing...That doesn’t
mean you’re always closing the deal,
but it does mean that you need to be - Shane Gibson
always closing on the next step in the
process.”
61. HUNTERS V FARMERS
•HUNTER – NEW SALES
•FARMER – ACCOUNT DEVELOPMENT
•DIFFERENT BREEDS
S HUNTER
REMEMBER P Q R S ?
P R
HUNTER FARMER
Q HUNTER
FARMERS NEED STRONG SALES CYCLE MANAGEMENT ASSISTANCE.
Used selectively I find most of these acronyms and clichés useful strategically, tactically and at any time you find myself looking for a next step. Some people regard themselves above all this so let’s discuss just take it as you find it.
This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies. What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.
This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies. What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.
This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies. What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.
This slide covers the topics we feel essential to cover.Please feel free to emphasise those areas where you need help or add any for consideration.Methodology: This a highly Interactive Session, Each Attendee is expected to come with stated objectives and expectations for his attendance, willingness to share experiences and be ready to offer an active sales situation (anonymously) for use as a working example during the sessions and for the Workshop and Case Studies. What will be achieved: Qualitative Improvement in the performance of the participant. Understanding of the Sales CycleManagement of the Sales CycleCompletion of the CycleRole of team MembersUse of Control and Measurement TechniquesForecastingAccount ManagementElimination of Time WastingFoundation for SuccessOpportunity Cost of Qualifying in Sales CycleBasis for continued improvement in selling skills, knowledge and experience.
All things being equal, integrity, honesty, work ethic, cooperation, family and private life.This is why I get out of bed each day.Use these qualities to make money. Don’t abandon them to make money.
Let’s look at what the selling environment was when I started. This will indicate how easy you ladies and gentlemen have it today
Now let’s move on to strategy and tactics.Do we understand what we mean by these terms?Strategy, a word of military origin, refers to a plan of action designed to achieve a particular goal. In military usage strategy is distinct from tactics, which are concerned with the conduct of an engagement, while strategy is concerned with how different engagements are linked.
Strategy, a word of military origin, refers to a plan of action designed to achieve a particular goal. In military usage strategy is distinct from tactics, which are concerned with the conduct of an engagement, while strategy is concerned with how different engagements are linked.
Let’s discuss lead generation.We will go round the room asking how you get your leads.
The first objective is fairly straight forward but probably incompatible with the second.One way my last company tried was to 1 install a CRM system but deployed it for the wrong reasons.Remember we are talking complex Enterprise solutionsSupport renewal via Support on CRMCRM became a Sales delay activityCRM took away local (sales ownership) CR went out the windowCRM was used randomly for unlinked transactionsMajor benefits of full cycle were not used.2. Channels taken over by direct and vice versa ad nausea3. Product selling was introduced CRM v Direct v Support v Channel v Product SalesforceThe Process takes over the Strategy and Tactical ExectutionAny other examples?