Office Depot 2 Day Workshop for Major/Global/Public

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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 Sales Tools and Resources Key Players List Contact Strategy Need Satisfaction Selling Process Evaluation Plan Transition Plan Get-Give List Implementation Plan Reference Story Success Criteria Yield probabilities: these are the percentages that will be put in Oracle as a way to help track opportunity tracking. These are a starting point and may change over time. More important for sales management to understand their pipeline. Yield Probability 25% 75% 100% 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. • 2007

THE DIFFERENCES THE SIMILARITIES 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

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

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

Place Holder Slide – Linking Professional Prospecting Skills® And Solution Selling® 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 Placeholder for acknowledging AchieveGlobal ownership of prospecting tools shown here

The Going Forward Coaching Process AchieveGlobal Coaching Issues Diagram 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 Placeholder for acknowledging AchieveGlobal ownership of Coaching Issues Diagram