Tlss process training
- 1. Sales Process Development for Salespeople
- 2. Sales Process Development Overview • Quick online training (about 30 minutes) • Read through the training slides • Do the exercises as you go • We will have a 1-on-1 coaching after • This will make you a stronger candidate
- 3. The Sales Process For every kind of sale • Leads • Prospecting • Mutual Qualification • Needs Analysis • Presenting the Solution • Objections & Negotiations • Securing the Deal (Closing)
- 4. The Sales Process What the pieces mean • Leads: Someone to call or talk to • Prospecting • Mutual Qualification • Needs Analysis • Presenting the Solution • Objections & Negotiations • Securing the Deal (Closing)
- 5. The Sales Process What the pieces mean • Leads • Prospecting: Asking for a sales conversation • Mutual Qualification • Needs Analysis • Presenting the Solution • Objections & Negotiations • Securing the Deal (Closing)
- 6. The Sales Process What the pieces mean • Leads • Prospecting • Mutual Qualification: Should we be here? • Needs Analysis • Presenting the Solution • Objections & Negotiations • Securing the Deal (Closing)
- 7. The Sales Process What the pieces mean • Leads • Prospecting • Mutual Qualification • Needs Analysis: What they need/want • Presenting the Solution • Objections & Negotiations • Securing the Deal (Closing)
- 8. The Sales Process What the pieces mean • Leads • Prospecting • Mutual Qualification • Needs Analysis • Presenting the Solution: What & how much? • Objections & Negotiations • Securing the Deal (Closing)
- 9. The Sales Process What the pieces mean • Leads • Prospecting • Mutual Qualification • Needs Analysis • Presenting the Solution • Objections & Negotiations: Reply to “no” • Securing the Deal (Closing)
- 10. The Sales Process What the pieces mean • Leads • Prospecting • Mutual Qualification • Needs Analysis • Presenting the Solution • Objections & Negotiations • Securing the Deal (Closing): Getting to “Yes”
- 11. The Sales Process Why it matters • Leads • Prospecting } Do this stuff well And get a lot of these • Mutual Qualification • Needs Analysis } Do this stuff well And these are easy } • Presenting the Solution • Objections & Negotiations • Securing the Deal (Closing) For more information on the sales process, please follow this link: http://davidmasover.com/blog/2012/04/an-overview-of-the-steps-of-the-sales-process/
- 12. Pieces of The Sales Process Exercise Overview • Each section of the sales process that follows will be followed by an exercise section to be completed on a separate document • For the exercises, consider your current sales job as a model for customizing a sales process as you work through the exercises • Start by opening a word document • Then make a header for each part of the sales process (i.e. Leads, Prospecting, Needs Analysis, etc. • Fill in your answers to all of the exercises on one single document. • If you need more information, follow the kink at the bottom of each section • The next slide is an example of your exercise sheet • After the example, you will find the sections of the sales process and the exercises that follow
- 13. Exercise Example SALES PROCESS FOR: My job title LEADS: My Target: Sales focused organizations in the FMCG or Hospitality industry located in Budapest....... A Steady Flow of Leads Can Come From: the moon bambino alabanza governor antigua ... senda actriz nuevo el rey latin tito gina diva culo pnp fail cds son ro I will organize my leads as follows: the moon bambino alabanza governor antigua ... senda actriz nuevo el rey latin tito gina diva culo pnp fail cds son ro PROSPECTING: The best prospecting methods for my sales effort are: the moon bambino alabanza governor antigua ... senda actriz nuevo el rey latin tito gina diva culo pnp fail cds son ro Etc.
- 14. Pieces of The Sales Process Leads • Great leads start with a well defined target –Company size; location; industry; a specific kind of need; revenue; etc. • Great lead sources have a steady flow of leads rather than a one time shot • You will need to organize and manage your leads for best results For more information on Leads, please follow this link: http://davidmasover.com/blog/2012/04/generating-leads-the-first-step-of-the-sales-process/
- 15. Pieces of The Sales Process Leads - Exercise • Define your target - what makes a great lead? • How can you ensure a steady flow of leads from these lead sources? • How will you organize and manage these lead sources? For more information onLeads, please follow this link: http://davidmasover.com/blog/2012/04/generating-leads-the-first-step-of-the-sales-process/
- 16. Pieces of The Sales Process Prospecting • Prospecting is whatever you do to get into a sales conversation with a lead –Cold calls; Networking; LinkedIn; • The method you choose doesn’t matter, as long as it gets results • The method should be proactive • You need to make these efforts consistently for best results For more information on Prospecting, please follow this link: http://davidmasover.com/blog/2012/04/prospecting-the-second-step-of-the-sales-process/
- 17. Pieces of The Sales Process Prospecting - Exercise • What are the best prospecting methods for your chosen sales effort • What will you do or say to prospects to get them to engage in a sales conversation – Write down the actual words you will say on a call, or in a trade show booth, or in a LinkedIn message • How much time can you spend on this activity • When will you do this prospecting work – Number of hours and days per week – Which hours and which days For more information on Prospecting, please follow this link: http://davidmasover.com/blog/2012/04/prospecting-the-second-step-of-the-sales-process/
- 18. Pieces of The Sales Process Qualifying • The first thing to do once in a sales conversation is to qualify the prospect • To qualify is to discover why the prospect is both able to buy and likely to buy • Selling to unqualified prospects is a losing game • You should not get into needs analysis or propose a solution to an un-qualified prospect - EVER! For more information on Qualifying, please follow this link: http://davidmasover.com/blog/2012/04/qualification-the-third-step-of-the-sales-process/
- 19. Pieces of The Sales Process Qualifying - Exercise • What do you need to know about a prospect in order to consider them qualified –There are at least three things you need to know –Maybe more given your specific kind of sales • How will you find this out –Use as many answers as you like For more information on Qualifying, please follow this link: http://davidmasover.com/blog/2012/04/qualification-the-third-step-of-the-sales-process/
- 20. Pieces of The Sales Process Needs Analysis • Once a prospect is qualified, you need to understand what it is they will spend money on - what do they need • You should never write a proposal until you have a good understanding of what the prospect needs • You should never write a proposal until you know how and why the decision will be made to buy from you For more information on Needs Analysis, please follow this link: http://davidmasover.com/blog/2012/04/needs-analysis-the-fourth-step-of-the-sales-process/
- 21. Pieces of The Sales Process Needs Analysis - Exercise • What do you need to know from the prospect before you make a proposal • What can you do during the needs analysis to ensure that you win the business • What philosophies, strategies or tactics do you use to make sure that needs analysis is successful For more information on Needs Analysis, please follow this link: http://davidmasover.com/blog/2012/04/needs-analysis-the-fourth-step-of-the-sales-process/
- 22. Pieces of The Sales Process Proposal or Solution • The proposal or solution is your offer • At a minimum, it includes what you will deliver to the prospect and a price • It may also include other items such as payment terms, financing, details about the project or other relevant information • The “format” of a proposal can be a spoken word or a 100 page document, the purpose and strategy is the same For more information on Proposals, please follow this link: http://davidmasover.com/blog/2012/04/proposing-a-solution-the-fifth-step-of-the-sales-process/
- 23. Pieces of The Sales Process Proposal or Solution - Exercise • What can you do to ensure that your proposal is correct and complete from the perspective of the prospect • What information can you put into the proposal to ensure that it will be successful • What lessons have you learned from proposals that you have written that were not successful For more information on Proposals, please follow this link: http://davidmasover.com/blog/2012/04/proposing-a-solution-the-fifth-step-of-the-sales-process/
- 24. Pieces of The Sales Process Objections • Objections are questions, comments or concerns that the prospect has about your proposal • You can use techniques to address objections, but be careful not to seem like you are using them • The best approaches to objections include – Addressing concerns in needs analysis so that they don’t come up after the proposal is given – Seeking to understand them to offer the chance to resolve them through dialogue For more information on Objections, please follow this link: http://davidmasover.com/blog/2012/04/answering-objections-the-sixth-step-of-the-sales-process/
- 25. Pieces of The Sales Process Objections - - Exercise • What do you do to minimize objections before they can even come • What kinds of techniques do you use to address objections • What strategies, philosophies and tactics do you use when addressing objections • What kind of objections give you the most trouble and what do you do about them For more information on Objections, please follow this link: http://davidmasover.com/blog/2012/04/answering-objections-the-sixth-step-of-the-sales-process/
- 26. Pieces of The Sales Process Closing • Closing is simply reaching agreement to do business together with the prospect • Traditional closing techniques are well known to prospects, and usually don’t work • If you do all of the other steps well, closing can be as easy as a simple question or suggestion to move ahead For more information on Closing, please follow this link: http://davidmasover.com/blog/2012/04/closing-the-seventh-and-last-step-of-the-sales-process/
- 27. Pieces of The Sales Process Closing - Exercise • What have you done to close deals that works so poorly that you never do it again • What usually prevents a deal from closing for you • What do you to get a deal closed For more information on Closing, please follow this link: http://davidmasover.com/blog/2012/04/closing-the-seventh-and-last-step-of-the-sales-process/
- 28. Using Your Sales Process • Congratulations, you now have a complete sales process • Follow it, and incorporate it into the system you use to track prospects and clients • Modify it as you go, or make a new one for each new project • If you are working with Top Line directly, please e-mail your exercises and some times we can schedule a Skype call for 1-on-1 coaching