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Today’s Technology for Winning Sales Presentations and Proposals

Today’s Technology for Winning Sales Presentations and Proposals. Kym Harrington . Sales Process . Sales Process is like a Recipe, tells you step by step what you need to do to get a certain outcome Target the Right Prospects Direction how to Qualify Prospects

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Today’s Technology for Winning Sales Presentations and Proposals

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  1. Today’s Technology for Winning Sales Presentations and Proposals Kym Harrington

  2. Sales Process Sales Process is like a Recipe, tells you step by step what you need to do to get a certain outcome • Target the Right Prospects • Direction how to Qualify Prospects • Provide steps to help uncover your clients needs and requirements • Provide Evidence • Propose and Close

  3. Sales Methodology • Sales Methodology • Icing on the cake • Bolt the Methodology to Process • SPIN Selling • SNAP Selling • Customer Centric Selling

  4. Customer Buy Cycle Sales Process Qualify Determine the CBI Develop Verify the CBI Create the Vision Evaluate Present Close • Awareness Phase • Growing awareness of problem, need or goal • Exploration of possibilities • Web Search, LinkedIn, Twitter, word of mouth • short list based on research and ease of process • Understand Alternatives • Status Quo • Internal Changes • Outside Involvement • Evaluate vendors

  5. Why Selling Not Changing is a Problem! • Marketing & Selling Costs are growing faster than Revenue • Less than 50% of Sales Reps are making their annual Quota • 75% of new products launches fail to meet initial expectation

  6. Introduction Call • Engage in Conversation • Plan questions ahead of time • Make them provocative so your client has to think • Focus on Challenges • Not your product or services • Suggest Next Steps • Meeting to discuss in greater detail • Get other key decision makers involved in the next call • Share Outcomes

  7. Technology • LinkedIn, OneSource, Zoom Info, Twitter • Gain an understanding of the Organization • Research your contact • Understand their industry trends • Follow them

  8. Qualification Call • Understand current situation • Impact to the business • What is their vision of better • Why now? • Who cares? • What happens if they do nothing? • Understand your Audience • CEO • VP Sales • CFO • Next step proof meeting

  9. Technology • Conference Call Services • Instant Conference • Rondee • Free Conference • Free Conference Call • Skype

  10. Evidence • Align your solution to their problem, need and goal • Show them what better looks like • Online demo or face to face meeting

  11. Online Meeting Technology • Join.me 10 pplFree • Join.me Pro 250 ppl$19 month • Infinite 1000 ppl $35 month • Vyew(Ad support) 10 ppl Free • WebEx 25 ppl $49 month • Go To Meeting 25 ppl$49 month • Click Meeting 80 ppl $30 month • Google+Hangouts

  12. Best Practices for Online Meetings • Arrive 10 minutes early • First 7 minutes is the most important • Reduce Corporate Overview to one slide • Turn call into a discovery session or reconfirm their CBI’s, needs and goals. • Replace product overview to case studies slides • Hand control to audience

  13. Onsite Meetings Best Practices • Confirm who will be attending. Will all stakeholders and decision makers be in attendance? • Should others be invited to attend? • Equipment • Access to internet • Do you need a projector • Leave Behinds • Handouts that address their current situation, how your organization or solution will help them solve their problem.

  14. Presentation Technology • Powerpoint Slides • Brain Shark • Go Animate • SlideRocket • Prezi

  15. Winning Proposals • Best in Class Proposal: • Cover Letter • Cover Page • TOC • Executive Summary • Current Situation • Understanding of their Goals • Clearly align your solution with their goals, needs • Pricing • About your Company • Contract

  16. Example of Proposal

  17. Proposal Review • Proposal Review • Never throw a proposal over the fence and expect to close a deal • Online Meeting to review elements of proposal and discuss the outlined pricing • Address concerns • Approval process

  18. Proposal Technology • Qvidian Proposal Automation • Quickly create persuasive proposals • Sales Element • Reduces the time to write, edit and format proposals • Paperless Proposals • Deliver electronic proposals • Built in tracking and reporting

  19. Contracts • Docusign • Track the entire sign off process

  20. Q&A Kym Harrington kharrington@salesedgellc.com SalesEdge LLC 888.577.7382 ext. 728

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