There’s never been a better time to sell

Creating Sales, Generating Business

richard.hoy@compasspeak.com

Agenda

1. Professional Selling

2. The Sales Call

3. The Sales Model

2

2009

The year of the COO

Big ideas

Projects

Teams

Employee engagement

Budgets

The year of the CFO

Measurable results

Execution

Costs

Staff

ROI

2012

3

It just got easier

The money is all in one place

It is easy to liberate

Decisions are quick

There is a new problem

I’m not worthy

4

The Golden Bullet

5

The Sales Paradigms

Right V Reasonable

Sales People are Born

Great ideas and products sell themselves

My product has a long sales cycle

With a little bit of luck…..

People Like me, people buy from people they like

6

The Well of Despair

REJECTION

DENIAL

BLAME

DESPAIR

OWNERSHIP

PLANNING

EXECUTION

PERFORMANCE

7

Whether you think you can or you think you can’t …….. You are PROBABLY RIGHT!

Henry Ford

8

The Alarming Truth

9 You get what you deserve

10

Selling fomula

ACTIVITY X FOCUS X SKILLS

X COURAGE X LUCK = RESULT

ALERT Selling – The sales Call

The secret of selling

Be Brilliant

The customer wants you to be great

Most people are boring

Customers like to talk

Know why you are meeting

Ask for the business

13

The Opening -Agenda

Why are you there?

What do you want?

What should happen

Their Role

NEVER……………..

14

Listen to your customer

What?

Where?

How?

Why?

When?

Start with a big question

15

Features don’t matter!

16

Business Challenges – Common Pains

Weak Business

Funnel Long sales

Cycles

Scheduling

inefficiencies

Poor Sales

Skills

Increase

revenues

Poor Sales

Performance

Cash Burn

Decrease

costs Increase

productivity

Weak business

undermines

credibility

Low customer

satisfaction

17

Where should we be?

Productivity

Profitability

Customer Intimacy

Cost Management

18

SOLUTION

COMPETITION

ORIGINALITY

TIMESCALES

SIZE

MONEY

AUTHORITY

NEED

Prospect Qualification - Evaluate

Statement of

Work

Discovery

Gain

Access

Return on Investment

Letter of Intent

Proposal

Contract

Invoice

Business

Evaluation

Technical

Evaluation

20

Transaction

Summarize

Never say summary

The key message

Ask for something

Enjoy the Moment

21

Sales Process

Agenda

Listen

Explore/Examine/Evaluate

ROI

Transaction

22

The Sales Model

Life is change. Growth is optional.

Sales minimum standards

Every account must have an account plan

Every opportunity we want to win will be reviewed weekly.

Operations and Marketing contribute.

Every account must be exposed to the entirety of the business

Lose the deal you didn’t deserve it - do the work

If you are not needed get out of the way

Where will we play?

Specific Desirable Markets

Named and Targeted Accounts

Wafer, chunk, lump, lot

Extending our core capability

Infill sales to drive up utilization

What will we sell?

One Vision

Business Outcomes

Predictability

Road map

Collaboration

Continuous Improvement

Hygiene Factors

• Professionalism

• Prudence

• Courage

• Proactivity

• Do the right thing

• No Graffiti

• Ask for the Business

• Be a leader

Thank you

richard.hoy@compasspeak.com