June 22, 2011 Selling Is Down to a Science. Is it enough?

Clark Owen Principal FranklinCovey Sales Performance Practice Matthew Conway Senior Partner FranklinCovey Sales Performance Practice Greg Volm VP, Corporate Sales InsideView Featuring:

Selling Is Down to a Science. Is it enough?

Stimulate new thinking 1 1 Offer new choices 2 2 Share meaningful information related to top performers 3 3 Give you new ideas you can put into practice immediately 4 4 END IN MIND In the context of winning more business, we’d like you to be able to say, “Thanks, this was really helpful.”

We specialize in sales training, consulting, and coaching to help clients succeed. Initiate new accounts and new opportunities Qualify & advance and win complex, competitive deals Build trust-based client relationships Develop highly effective how-to skill sets Develop sales leaders FRANKLINCOVEY SALES PERFORMANCE PRACTICE

TWO CONFLICTING FORCES Pressure to Sell Quota Your company needs it and expects it Job security/insecurity Resistance to Buy Distrust Suspicion Tension

Meeting quotas Win new clients Build pipelines Sell the full solution Increase cross selling Improve customer loyalty Increase selling productivity Develop strategic accounts Hit your sales quota SELLING PRESSURE What Does It Look Like?

Road blocks, surprises RFPs, RFQs, technical specifications Gatekeepers Withhold information Level the playing field Commoditize the options Exhibit distrust and suspicion Limited contact and response BUYING RESISTANCE What Does It Look Like?

THE SCIENCE OF SELLING Industry, Geographical Segmentation Customer Profiling & Targeting Pipeline Management Opportunity Analysis Meeting Plans Account Plans CRM

Is anybody really communicating with customers?

4 UNCOMMON TIPS

1. INTENT COUNTS MORE THAN TECHNIQUE How do you get from here… …to here?

TRUST METER True or False? People will assign to you an intent whether you want them to or not.

Make “no” a perfectly acceptable answer for you and your client. 1 1 Avoid manipulative techniques to get to “yes.” 2 2 Slow down for “yellow lights.” If you hear it, see it, feel it…Say it! 3 3 Be fearless, flexible, and have fun! CHECK YOUR EGO AT THE DOOR

BUILDING TRUST EQ Critical Thinking Communication Skills Execution Skills IQ XQ Value Creation

3. MOVE OFF THE SOLUTION Listening Softening Statement The “Move” Successful Move Off the Solution

The top 20% Everyone else Revenue closed Time spent Advocacy Inquiry Revenue Advocacy BALANCE INQUIRY WITH ADVOCACY Inquiry

4. AVOID TELLING, ACCEPTING, AND GUESSING Let’s say you put in a world-class __________? What would that allow you to do that you can’t do today? 3 3 Move to the Desired Results. Clarify key words and phrases. No Guessing. 1 1 What kinds of problems have you been experiencing by not having _____________? 2 2 Move to the Underlying Problems.

SEARCH FOR ISSUES BEYOND INITIAL STATEMENT High Level Abstractions Complex Equivalency

4 UNCOMMON TIPS

The Art and Science of Helping Clients Succeed

InsideView Relevant Business and Social Insights For Sales Productivity BROWSER MOBILE CRM CUSTOMER CONVERSATIONS Blogs, Twitter, etc. TRADITIONAL MEDIA: Company & Contact Data, News, etc. SOCIAL NETWORKS: LinkedIn, Facebook, etc. InsideView

Clark Owen Principal FranklinCovey Sales Performance Practice Matthew Conway Senior Partner FranklinCovey Sales Performance Practice Greg Volm VP, Corporate Sales InsideView Questions?

Thank you! (415) Please send us a chat now or an later. What ideas were helpful? What ideas were not?