Beyond Selling Value

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					Beyond Selling Value

            Chapter 2
   “Bare Bones and Brass Tacks”
    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
Research
   Data (10K reports, magazine articles,
    company website)
   Information (Needs analysis, insider)
   The coach network
   Research meeting
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”
Presentation
   How do research and communication
    lead to more than a “show up and
    throw up presentation”
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
   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
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
   Focus on business fit, not product fit
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.”
Warning Signs
   Currently perceived as a vendor
   Price focus
   No coach
   Gatekeeper in the way
   Sales cycles long
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

				
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posted:2/25/2012
language:English
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