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Beyond Selling Value

Beyond Selling Value. Chapter 13 “Sweating the Details” Opportunity Planning. Importance of planning. “Success or failure is often determined on the drawing board.” -Robert J. McKain “It’s not the plant that’s important, it’s the planning.” Graeme Edwards

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Beyond Selling Value

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  1. Beyond Selling Value Chapter 13 “Sweating the Details” Opportunity Planning

  2. Importance of planning • “Success or failure is often determined on the drawing board.” • -Robert J. McKain • “It’s not the plant that’s important, it’s the planning.” • Graeme Edwards • Covey’s ‘Blueprint for success’ or “Sharpening the saw”

  3. 4 Questions when developing your opportunity plan • What do I know today about the account? • What do I need to know? • What is my objective for the account? • What is my action plan to accomplish this?

  4. Thoughts on planning • Planning takes a little extra time and effort up front, but can save you a lot of time and frustration down the road

  5. Beyond Selling Value Chapter 14 “I See You Have Your Hand Raised…” Frequently Asked Questions About the IMPAX Process

  6. Chapter 14 • Where does this process fit the best? • The process can be used to sell value everywhere if the customer is the focus • How many research calls should I make before I’m ready to schedule a presentation? • Schedule the presentation to the decision maker ASAP. In some high end industries, research may take more time, whereas others may be on the phone or 1-2 meetings to keep up with the sales cycle

  7. More questions • Should I always write an Access Letter to schedule a presentation meeting? • No. Only when your relationship isn’t strong enough to schedule a meeting without one or if you don’t have a coach • What are the biggest challenges associated with making a great presentation? • Being humble, focusing on customer’s situation, not rehearsing enough to be confident, not presenting to the actual decision maker

  8. More Questions • What do you say if someone says IMPAX takes too much time and lengthens the selling cycle? • Thoughts? • What advice would you give someone new to the process? • Balance planning and executing (eg Research with Communication/Presentation)

  9. Authors in Action • Using Presentation to Sell Value (Shonka/Kosch) • Don Hutson – Selling Value (7:22)

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