Sales Masters Club Selling Skills and Support Group Mark Ouyang February 28, 2005

2 Welcome and Introduction  Name?  Title/ Role?  Office/ Region?  Number of years in sales?  Types of selling skills sales training you’ve taken?  Key takeaway/ learning from these courses

3 Objectives  Shorten the sales cycle?  Larger deal size?  More accurate forecasts?  Call higher in accounts?  Develop and maintain long term relationships?  Get better results with less work?  Provide morale support? ?? What do you want to get out of these sessions?

4  Meet every week to discuss a specific topic?  Bring a sales challenge to discuss?  What sales methodology should we use?  Miller Heiman – Strategic, Conceptual, LAMP  Solution Selling  SPIN  Holden Powerbase Selling  Complex Sale  Sandler  Target Account Selling  Xerox Professional Selling Skills How do you want to accomplish this? Process

5 A Proposal  GSM Book - Hope is Not a Strategy Establish a Common Reference Point

6 Proposal #2  Individual  PSS/ SPIN/ Conceptual Selling/ Sandler  Opportunity  Strategic Selling  Account/ Enterprise  Holden Powerbase/ Target Account Selling/ Complex Sales/ Large Account Management Process  Industry/ Marketing  Applying Account/ Enterprise skills externally to partner alliances Go up the pyramid

7 1st Step Discuss Individual Selling – Face to Face  Miller Heiman - Conceptual Selling  Sandler – You can’t teach a kid to ride a bicycle at a seminar

8 Individual Selling Miller Heiman - Conceptual Selling  Exercise: Define what “Conceptual” Selling means to you.  Agree or disagree: People don’t buy a product or service per se, they buy based on an expectation of what that product or service can do for them.

9 Individual Selling Miller Heiman - Conceptual Selling  That “expectation” is a concept in the buyer’s mind.  Your first job is to discover, understand, describe, and shape what the buyer was hoping your product or service can do for them.

10 Individual Selling Miller Heiman - Conceptual Selling  The buying process/ funnel: Three Stages:  1 st stage: Cognitive Thinking  2 nd stage: Divergent Thinking  3 rd stage: Convergent Thinking Anyone make a big purchase recently?

11 Individual Selling Miller Heiman - Conceptual Selling  The sales process is the opposite side of the same coin (the buying process)  Ideally, the sales process “dovetails” with the buying process. What happens if you are out of sync?

12 Individual Selling Miller Heiman - Conceptual Selling  Two ways buyers make decisions:  Randomly  Differentiation When do you use one process or the other?

13 Individual Selling Miller Heiman - Conceptual Selling  How do you:  Understand the customer’s concept?  Determine where they are in the buying process?  Influence the decision making process?  You ask questions!

14 Individual Selling Miller Heiman - Conceptual Selling  Three communication tasks in a Sales Call  Get Information  Give Information  Get Commitment  Of the three tasks, which do we typically do best?

15 Review  Understand/ Set Objectives  Establish a process  Gain Commitment  Discussed a Selling Skills Framework  Hope is Not a Strategy – 4 Levels of Selling  Agreed on a selling skills training roadmap  1 st Step – Focus on face to face selling  Use Miller Heiman Conceptual Selling  Use Sandler Sales Training principles  Started covering key Conceptual Selling concepts Here’s what we accomplished today:

16 For Next time Write the types of questions you can ask