The CallSource The CallSource Prime Solution #6:Prime Solution #6:

DeliveryDelivery

Our call is being Our call is being recorded . . .recorded . . .

Today’s AgendaToday’s Agenda

• Your week in review• Homework – 2 DQ• Delivery • For next week . . .

YourYour week in review . . .

Our ULTIMATE Goal . . .Our ULTIMATE Goal . . .Become the Prime ResourceBecome the Prime Resource

• Active participants in our customer’s businesses.

• Committed to long-term growth relationships.

• Base recommendations on measurable problems and outcomes.

• Act as early warning systems for customers.

• Prime Resources stay close.

The Prime Solution is a self-The Prime Solution is a self-closing sales approach.closing sales approach.

• Understood and confirmed the causes of their problems.

• A good grasp of the consequences of the problems.

• Been shown the parameters of a high-quality solution.

• Understand the financial value of the solution.

The final phase of the Prime Solution is focused on two goals . . .

1. Successful completion of the sale.

• Formalizing sale

• Deliver the proposal - a formal version of the Discovery Document.

• Technical specifications of the solution.

• Contractual details that go into the agreement.

• Summarizes all the findings we have developed.

• Leads the customer to change.

• Write for the “invisible decision maker”.

• Convincing & coherent• It’s a business report:

•Explain the problem•List elements of solution•PROPOSE solution

• Echo customer voice• Enlist cast of characters• Go for one last “NO”“NO”

1. Successful completion of the sale.

• Formalizing sale• Delivering solution• Implementing

solution• Risk & change

management

2. Post sale 2. Post sale relationship relationship between the between the salesperson, the salesperson, the organization & the organization & the customer.customer.• Monitoring, correction Monitoring, correction

and communication and communication of solution outcomes.of solution outcomes.

• Expansion of our Expansion of our business relationship business relationship & referrals.& referrals.

Delivering ValueDelivering Value

CUSTOMERCUSTOMER

EngineeringEngineering

Customer Customer CareCare

AccountAccountManagerManager

Training &Training &ProfessionalProfessional

ServicesServices

RSM/ISRRSM/ISR

• It must be adaptable

• It must account for three primary elements:

1. Technology2. Process3. People

Successful Change ManagementSuccessful Change Management

1. Establishing clear sense of urgency

2. Creating guiding coalition

3. Developing a vision and strategy

4. Communicating the change vision

Eight Fundamental Errors Eight Fundamental Errors Undermining ChangeUndermining Change

5. Empowering broad-based action

6. Generating short-term wins

7. Consolidating gains and producing more change

8. Anchoring new approaches in the culture

Eight Fundamental Errors Eight Fundamental Errors Undermining ChangeUndermining Change

Next class: 5/1/06Next class: 5/1/06

• Read pages 166 - 168 of The Prime Solution.

• Read pages 45 – 73 & 77 - 98 of Mastering the Complex Sale.

• Work on Questions!