Team Selling Power Point Dec2008

Team Selling Power Point Dec2008

• 1.
  Team Selling Cincinnati Chamber of Commerce Sales & Marketing Luncheon Series December 4, 2008 Bruce Gerken
• 2.
  Primary Goals Tohelp you build solid sales relationships and ensure that you are investing your time in deals that you can realistically expect to win. When you are in control of your lead generation effort … then you are in control of your future !
• 3.
  What is aqualified lead? You have a clear business initiative Sponsored by an authorized executive With an approved budget Make sure everyone on your sales team agrees with this definition Stay client focused & don’t drop the baton!
• 4.
  Just Make theCall On the phone or in-person. If you’re not in front of someone you’re kidding yourself. E-Mails, Blogs, Wiki’s, Internet Social Networking alone won’t cut it! The calls you make today will be the deals that you’re closing 90 to 120 days from now.
• 5.
  Web 2.0 isa lot of Hype This is a lot of the same things people have always been doing but just presented differently You want to do things to make it easier for clients to work with you! The game is still about improving efficiency, better collaboration with key partners, and cutting costs!
• 6.
  Team Selling ismore Productive “ Old School” “ New School” Telemarketing Traditional Inside Sales Team Selling – Inside Specialist “ 9 to 5” job High School Little experience Direct Supervision Required No Interaction with Direct Sales Commodity Sales Lead Conversion 1% to 2% Transitional Career College Degree 1–3 yrs. Experience Requires Little Supervision Little Interaction with Direct Sales Solution Selling Lead Conversion 3% to 5% Profession College Degree + Advanced Study 5+ years Experience Requires Direction Set By Executives Integration with Direct Sales Consultative Selling Lead Conversion 10+%
• 7.
  Plan for yourSuccess “ Have a plan. Follow the plan and you’ll be surprised how successful you can be. Most people don’t have a plan. That’s why it’s easy to beat most folks.” Paul William “Bear” Bryant Former Alabama Crimson Tide Head Football Coach 323-85-17
• 8.
  Plan for yourSuccess Preferred Prospect Program Focus on those prospects that will make a buying decision in the next 12 to 24 months. You want to build mindshare before they actively enter the decision cycle. When done right, you’ll be perceived as the expert resource, not just a vendor.
• 9.
  Why plan yoursales call? “ The issues of the corporation and the challenges they create are the basis for our senior decision makers choosing a solution. This should be the central issue when vendors call on us, NOT their product.” Senior Corporate Officer Fortune 500 Company
• 10.
  Do Your HomeworkPre-Call Prospect Research When in doubt “follow the money” into specific business units. Make sure the Division or SBU on which you are focused drives enough revenue to warrant your solution, and your time.
• 11.
  Do Your HomeworkMore Value through a Balanced Approach Greater Knowledge of + Knowledge of = Value for Your Company/ Your Prospect/ Your Industry Industry Prospect
• 12.
  Team Selling Toolkit Targeted Value Statements Customer Success Stories High Value Questions Scripts Contact Management System
• 13.
  The Value Statement“ Based upon our results or track record in [ doing what - generally ], we have the ability to [ improve what process or function - specifically ], resulting in [ type of business improvement ] for our clients like [customer names].”
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  Tailor ValueStatements to each specific target audience Buyer Business Decisions Based On Time Orientation Common Motivator Operations Price / Performance Today Survival Management Return on Investment 3 months to 1 year Advancement Executive Shareholder Value 1 to 3 years Posterity
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  Team Selling Toolkit Customer Success Stories The best success stories come from the sales & service teams, who are closest to the client. You will need to “extract” these stories from the Acct. Exec’s and Service Tech’s. Convert them from being an oral tradition to a documented proprietary asset.
• 16.
  Team Selling Toolkit High Value Questions Here is what we are seeing … Which we believe will have the following impact … What are your thoughts?
• 17.
  When selling -Don’t “wing it” Opening / Introduction  Establish Rapport  Position Your Value Statement  Confirm  Identify Next Steps  Summarize and Close
• 18.
  Plan and ExecuteCalls Listening Skills Ask open-ended questions. Ask your prospect for confirmation or clarification regarding their key issues. Paraphrase what your prospect says. Don’t assume anything. Become comfortable with silence. Take detailed notes.
• 19.
  Team Selling Thanksfor your participation! This is only the beginning, so let’s talk further: Bruce Gerken (513) 417-6440 [email_address]