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THE MEMOIRS OF A NON-SELLER


Sales is not about Selling
Its to make people buy
What well (try to) cover today
Sales Cycle The essentials, types of & my perspective

Are you Selling OR Are they Buying The Paradigm Explained

Tips & Tricks - some tools which help, behaviour analysis, saying the
right thing at the right time (to the right person) & (in the right
manner)
Case Study Retention skills
XYZ corporation, a global leader in hedge funds is looking to build an
application which will enable easy depiction of trading data in the form of
dashboards. Mark Knowles, their IT director is looking to retain an Indian IT
company for this.
He expects the shortlisted company to be ISO 9001 & SEI CMM Level 5
certified, having experience of having delivered at least 5 similar projects. The
company should have minimum revenues of $100Million and the technology
of choice would be J2EE with an ORACLE backend.

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Sales Cycle The essentials
The sales cycle is a series of steps that a


Typical vendor goes through to sell
products/services


Typical Customer goes through to buy
products/services
Sales Cycle Is it Qualified???
The 4 criterion to a filter the contract from the
con artist BOT+D
The Basic 2
What is the need? (Offering Match)
When is the need? (Timeline Match)
The Ballsy 2
How much money! (Budget Allocation)
Whos the decider? (Decision Maker Match)



Sales Cycle Types of
Marketing led sales cycle
Product led sales cycle
Brand led sales cycle
word of mouth led sales cycle
Services led sales cycle
Sales Cycle My Perspective
The Question Theory
Who?
What?
Why?
How?
When?
Sales Cycle My Perspective
Value Cycle Theory
Pull Sales
Push Sales
Permeate Sales Sales 2.0
Case study Permeate Sales
ABC is a global Retail company headquartered in Houston Texas; its among the
fortune 500 list and a major player trading in New York stock exchange. Last week
company announced its third quarter results. The profit fell down by 55 percent.
The company's chairman Robert took control from Marsh who left the company
after the results yesterday, becoming chief executive, after the company warned
that core earnings will be between 5 percent and 10 percent below market
expectations and slashed its dividend for the current financial year in half from
4.5p to 2.25p.
The company which acquired a major company last year suddenly found it difficult
to cope up this year which may be due to sudden melt down of US economy.
However the company chairman said to investors in last week meeting that
situation is under control and the company still has enough cash to not only
survive but also go ahead with their plans to innovate and present enhanced
services to their customers. Although he also indicated that there might me extra
cost cutting and reduction in man power resources.

You represent an IT services company with expertise in analytics. You have 5 minutes
in Roberts calendar for a phone call. How will you make best use of it?

Sales Cycle Jarring Jargon
PROBE
CALL PLANNER
SUSPECT
PROSPECT
LEAD
PROPOSAL
RFI/RFP
SHORTLIST
PRESENTATION, REVIEW & CLARIFICATION
NEGOTIATION
WIN
CONTRACTING
COMMERCIAL MODELS
Are you Selling OR Are they Buying?
Customer is GOD
Personal Agenda
Define a customer?

Are you Selling OR Are they Buying?
Definition of a customer (Sales 1.0)
Best solution
Free
Yesterday
Forever
Definition of a customer (Sales 2.0)
Right solution
Right Price
Right Time

Are you Selling OR Are they Buying?
PERSONAL AGENDA
CATTLE LOGIC
WHATS IN IT FOR ME
WILL MY BOSS LOVE ME
WILL MY TEAM LOVE ME
WILL I LOVE ME
WILL MY FAMILY LOVE ME
WILL THE FUTURE LOVE ME

Are you Selling OR Are they Buying?
Tips & Tricks
Call Planner
The value of Right
PID
Pipeline planner
Behavioral Analysis