0. Office Depot 2 Day Workshop for Major/Global/Public

1. Credit, Copyright, and Contact Information
Trademark Notice: The following trademarks and service marks are owned by Sales Performance Holding Company (DBA: Solution Selling, Inc.) and licensed by Sales Performance International, LLC. Any questions concerning the use of these trademarks or whether a name that does not appear on this list is in fact a trademark of Solution Selling, Inc. or comments concerning this manual, workshop or presentation should be referred to Sales Performance International, LLC in the United States at the following address: 4720 Piedmont Row Drive, Suite 400 Charlotte, North Carolina USA Phone: FAX Solution Selling® and Situational Fluency Prompter®, Pain Sheets®, 9 Block Vision Processing Model® and Pain Chains® are registered trademarks and service marks of Solution Selling, Inc. All other referenced marks are those of their respective owners. Copyright Notice: This manual is a copyrighted work of Solution Selling, Inc. This manual may not be reproduced in whole or in part without the prior written consent of Solution Selling, Inc. Additionally, Sales Management and Coaching, Targeted Territory Selling, Major Account Selling, Strategic Opportunity Selling, Collaborative Sales Negotiations, Solution Prospecting and Executive-Level Selling are copyrighted materials of Solution Selling, Inc. © Solution Selling, Inc. • 1985 – 2009

2. 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

3. 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

4. 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

5. 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
Power Sponsor
Evaluation Plan
Verifiable Outcomes
Gain agreement to Evaluation Plan
Yield Probability
25%
Placeholder for acknowledging AchieveGlobal ownership of Need Satisfaction Selling Process

6. 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

7. 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