1. Beyond Selling Value Chapter 2 “Bare Bones and Brass Tacks”

2. The IMPAX Process Takes the things most successful value- oriented salespeople do by instinct and puts them into a system so they’re done by design: Research Communication Presentation

3. Research Data (10K reports, magazine articles, company website) Information (Needs analysis, insider) The coach network Research meeting

4. Communication Leverage research in 2 ways: Gain access to true decision makers Deal with gatekeepers effectively Cold Calling and Getting Past the Decision Maker video Jeffrey Gitomer “How to Get Around the Gatekeeper”

5. Presentation How do research and communication lead to more than a “show up and throw up presentation”

6. Premises Senior level decision makers more likely to buy based on your knowledge of them and their business than your products Meeting with decision maker is single most important selling process event Only one chance to make a good first impression

7. Early and continued access to decision maker is vital The power of presentation exceed power of demonstration or discussion Must prove business fit before you prove product

8. Strategies Research from bottom up to help you gain support and access (helps eliminate assumptions) Sell from top down at all levels (especially important with emphasis on value) Intimidating with Product Knowledge video Intimidating with Product Knowledge video Focus on business fit, not product fit

9. Effective selling “It’s been said that trust building is the number one business skill of the future. How you sell can have a dramatic impact on the degree to which your customers trust you.”

10. Warning Signs Currently perceived as a vendor Price focus No coach Gatekeeper in the way Sales cycles long

11. Conclusions Benefits of process: Shorten sales cycle Assess probability of sales early Become true resource to customer Manage expectations Differentiate Elevate project priority Continue to improve relationships Close value well Selecting the right targets is key