1. Welcome
INTRO

2. Aligning The Sales Process
SELLING PROCESS
BUYING PROCESS
TARGET PROSPECTS
STATUS QUO
QUALIFY
RECOGNISE NEED TO CHANGE
RECOGNISE NEED TO CHANGE
UNDERSTAND NEED
DEFINE PROBLEM
PROPOSAL
EVALUATE OPTIONS
CLOSE
CLOSE
SELECT BEST
FULFILL
IMPLEMENT
UP-SELL AND CROSS-SELL
ASSESS VALUE

3. 1 2 3 Partnership Selling Understand Options Select Cognitive Thinking
Divergent Thinking 3
Select
Convergent Thinking

4. 3 1 2 2 1 3 Partnership Selling Partnership Selling
Traditional Selling 3 1 2 2 1 3
Asking, learning, exploring
Searching for a fit
Customer focused
Pitching, Presenting, Telling, Assuming a need
Product/service focused

5. FIX AVOID ACHIEVE Buyers Solution Image Breaking News Competition
Boss
Organisational Issues
Family
Breaking News
Online
Competition
Emerging Market Opportunities
Pricing
Managing Through a Downturn
Service
Wants
Decline in GOS
Liquidity
Personal-Emotional
Staff
Business Issues
Risk Aversion
Margin Growth
FIX
ACHIEVE
AVOID

6. Think about your customers and Prospects…
Question...
Think about your customers and Prospects…
…Do you truly know their “Solution Image”?
FIX
ACHIEVE
AVOID
11.20

7. Find us today... at our stand in the atrium
Thank you
Find us today... at our stand in the atrium
INTRO