Office Depot Sales Process – Global/Major/Public

1. Office Depot Sales Process – Global/Major/Public

2. Office Depot Sales Process - TDM

3. Shifting Buyer ConcernsHow Organizations Plan, Evaluate and Buy Level of Concern Time Buying Phases Phase I: Determine Needs Phase II: Evaluate Alternatives Phase III: Evaluate Risk Phase 0: Conduct Planning • Strategy • Projects • Issues • Priorities • Budgets Risk Price Needs Solution Decision to solve a priority problem

4. Negotiating Throughout the Sales ProcessMaintaining Your Control Quid Pro Quo: Latin, “something for something” • Set the tone for all things to be negotiated throughout the sales cycle • Use “quid pro quo” to: • Qualify the buyer and the opportunity • Move opportunities forward • Position your personal “power” • Minimize the cost of sale Quid Pro Quo and Negotiating

5. Business Development Prompter: Examples

6. Reference Story: Example

7. Initial Value Proposition: Example for VP Facilities

8. Opportunity Assessment (Worksheet)“Detailed Assessment”: Example

9. Office Depot Verifiable Outcomes PAIN. Do you know the client’s business issues? POWER. Are you working with the decision-maker? PLAN. What are the steps to get a decision and when? POWER SPONSOR EMAIL EVALUATION PLAN

10. APPENDIX

11. Draft Evaluation Plan: Example Attachment to Power Sponsor e-mail

12. Success Criteria: ExampleResults After 6 Months

13. Potential Power Sponsor e-mail: Example Qualification Components: 1 Pain 2 Reasons for the Pain 3 Buying Vision 4 Organizational Impact 5 Agreement to Explore 6 Evaluation Plan Set-up • Jim(VP Facilities), • Thank you for meeting with Steve Jones and me earlier today. I believe it was time well spent for both Alliance and Office Depot. • We discussed the following: • (1) Your primary critical issue is increasing facilities costs across all locations. You said costs have increased 15%. • (2)Reasons for increasing costs: • Increasing operational costs at remote locations • Increasing procurement costs • (3) Capabilities you said you needed: • when cleaning and break room supplies are ordered the various location end users could use the same website to check inventory, order only the items and quantity they needed, and receive it by the next day without shipping costs • when cleaning and break room supplies are ordered the various location end users had one specific, standardized list of approved corporate items, competitively priced and available for next day delivery • (4)You said if you had these capabilities, your office managers at remote locations could lower their costs, and Donna Moore , your VP Finance, could be on track to make her budgets for the year. • Our next steps • (5) When I told you I was confident Office Depot could help you, you agreed to commit the resources needed to evaluate our ability to do so. • (6) Based on my knowledge to date, I am attaching a suggested evaluation plan for your further exploration of our company. Look it over with Steve, and I will call you on February 7, to get your thoughts. • Sincerely, Bill Hart • Attachment: Draft Evaluation Plan

14. Reference Story Format

15. 9 Block Vision Processing Model® - Vision Creation PAIN Diagnose Reasons Explore Impact Visualize Capabilities I1 C1 R1 4 7 1 “Tell me about it, what is causing you to have this… (repeat pain)?” “Besides yourself, who in your organization is impacted by this (pain) and how are they impacted?” “What is it going to take for you to be able to (achieve your goal)?” “Could I try a few ideas on you?” Open I2 C2 R2 5 8 2 “Is it because… Reason A?… Reason B?... Reason C?... “Is this (pain) causing… (another pain)?” “If so, would (other job title) also be concerned?” “You mentioned (recall reason)… Would it help if … Capability Vision A?... Capability Vision B?... Capability Vision C?... Control R3 I3 C3 3 6 9 “So, the reasons for your (pain) are…? Is that correct?” “From what I just heard, (repeat the “who” and “how”) are impacted. It sounds like this is not just your problem, but a ______ problem! Is that correct?” “So, IF you had the ability to (summarize capability visions), THEN could you (achieve your goal)?” Confirming BUYING VISION

16. Pain Sheet® - Situational Fluency Prompter®: Example

17. Pain Chain®: Example Job Title: VP Finance Pain: Missed budgets Reason A: Potential increase in insurance costs Reason B: Increasing facility costs across all locations Job Title: Human Resources Director Pain: Potential increase in insurance costs Reason A: Increasing risk liability due to employee leaving premises Job Title: VP Facilities Pain: Increasing facility costs across all locations Reason A: Increasing operational costs at remote locations Reason B: Increasing procurement costs Job Title: Office Manager Pain: Increasing local operational costs Reason A: High costs of carrying inventory Reason B: Increasing shipping costs Reason C: Inefficient ordering process because of multiple suppliers Job Title: Procurement Pain: Increasing cost of procurement Reason A: Large number of suppliers

18. Business Development Prompter: Example

19. Initial Value Proposition: Example for Local Office Manager