Beyond Solutions. Selling When Your Prospect Isn t Ready to Buy. Deb Knupp Managing Director, GrowthPlay Amy Dordek Managing Director, GrowthPlay

Transcription

1 Beyond Solutions Selling When Your Prospect Isn t Ready to Buy Deb Knupp Managing Director, GrowthPlay Amy Dordek Managing Director, GrowthPlay

2 Meet the Speakers Deborah has worked globally with CEOs, Managing Partners and Professionals (lawyers, accountants, wealth advisors, etc.) as a coach and business executive for 25 years. She has helped these leaders align their people and business objectives to create cultures based on the principles of accountability, integrity and authentic relationships. In 2001, Deborah founded Akina, a national consulting, training and coaching firm that helps professionals rethink relationship building to increase sales and organizational effectiveness. Prior to founding Akina, Deborah was a front-line sales and human resources executive with Alcan Packaging, Frito-Lay and Pearle Vision. Amy is the co-founder of GrowthPlay, a sales effectiveness consulting firm. She has more than 25 years experience in the professional services and consulting industry. Known as a trusted advisor and for helping clients achieve their critical business objectives, she has worked with major, global corporations across multiple industries adordek@growthplay.com Prior to GrowthPlay, Amy managed the Midwest Region for BPI group, a global Outplacement and HR consulting firm, where she led key client relationships, and account management and marketing activities. Previously Amy was Client Relationship Manager for Capital H Group, a human resources consulting firm where she led business development activities.

3 Current Situation 1 The dominant sales methodology for the past two decades has been Solution Selling. 2 As an important foundation, sales people will close more business when the focus of the sales process is aimed at uncovering the real customer need and pain points. 3 4 Solution selling is very effective when there are identifiable needs and problems to solve. Solution selling is even more effective when the identifiable needs and problems to solve are URGENT.

4 A Sales Framework Key areas to execute successful sales and closing: Getting in the Door Phases 1 3 Closing the Deal Phases 4 5 Growing the Base & Cross-Selling Phase GROWTHPLAY 4

5 But.. 01 What do you sell? What do you sell when there is legitimately no urgent identifiable client need or problem to solve? 03 How do you inspire? How do you inspire new insights, new innovation and new thinking that produces interest for your solutions? 02 How do you sell? How do you sell in between urgent needs? 04 How do you Reimagine? How do you reimagine the sales process as a positive client consulting engagement? 2015 GROWTHPLAY 5

6 Selling Wisdom There are many market indicators that we are moving into an Experience Economy. Innovative companies are reimagining real client currency as: Revenue/ Financial Relational Reputational Selling Wisdom captures the best of solution selling with a core set of AGILE values: 2015 GROWTHPLAY 6

7 Selling Wisdom

8 DNA of a Sales Cycle Stages Targeting Identify contact within your target market and find the in that establishes affinity or interest in having a relationship Relationship Building Build and nurture the relationship with authenticity and provide solutions to problems that should be solved Transition Sales Execution Closing the Be aware of when any triggering event happens that aids in identifying a legitimate need, problem, opportunity, etc. Execute a process that may include introductions, content, pitches, solution planning and proposals Deal Close business when you satisfy the 6 Qualifiers: Problem Solution Urgency Access Expectations Budget Time 2015 GROWTHPLAY 8

9 Where Selling Wisdom Lives Stages Targeting Identify contact within your target market and find the in that establishes affinity or interest in having a relationship Relationship Building Build and nurture the relationship with authenticity and provide solutions to problems that should be solved Transition Sales Execution Closing the Be aware of when any triggering event happens that aids in identifying a legitimate need, problem, opportunity, etc. Execute a process that may include introductions, content, pitches, solution planning and proposals Deal Close business when you satisfy the 6 Qualifiers: Problem Solution Urgency Access Expectations Budget Time 2015 GROWTHPLAY 9

10 The Building Blocks Emotional Intelligence Awareness Consulting/ Facilitation Skills Business Intelligence 2015 GROWTHPLAY 10

11 Business Intelligence The Basics Know my metrics and my language Know my industry and my competitors Insight Know my opportunities Know where I can make improvements to my existing business Wisdom Know my possibilities Know where I can innovate to invent new business opportunities 2015 GROWTHPLAY 11

12 Consulting/Facilitation Skills Expert Consulting to challenge and provoke Technical, situational and industry expertise Process Consulting to facilitate and engage Organizational expertise Efficiency and effectiveness Change management expertise Other Selling Wisdom to deliver expert and process consulting with authentic accounting advisory Consulting + Business/Professional Service advice The Penalties to The Possibilities 2015 GROWTHPLAY 12

13 Emotional Intelligence Personality types and preference are generally gauged by the pace at which someone works and the priority he/she places on tasks or people. As a general guideline, there are four personality types to consider: Types Pace Priority Mantra Analyzers Deliberate Tasks Ready, Aim, Fire Relaters Relaxed People Ready, Ready, Ready Socializers Energized People Ready, Fire, Aim Directors Driven Tasks Fire 2015 GROWTHPLAY 13

14 Selling with Empathy Analyzers Relaters Socializers Directors Data, documentation, details Process checks and clear transitions Relationships, emotions, feelings Pacing without pushing Stories, strategy, people/self Pep in the step pacing Bottom line up front, headlines Decisive and driven 2015 GROWTHPLAY 14

15 Best Practices to Trigger Buying

16 Package & Deposit Wisdom Business/Marketplace Trends Business Opportunities/Derailers Shadowing & Day-in-the-Life Investment Insight Offerings & Assessment Staged Theatre - Audition Facilitated Case Studies Strategy/Leadership Principles Continuing Education/Masters Training Other 2015 GROWTHPLAY 16

17 Selling Like a Sultant Invent the IN Prepare to Honor Discover to Understand Offer Insight/ Wisdom Seek Feedback Explore What s Possible Get to YES with a DNS Repeat as Needed Trigger an Authentic Need Pursue and Close the Business 2015 GROWTHPLAY 17

18 Other-centeredness wins Data ignites interest Invent the IN Authentic reasons engage invitations, introductions, information, insights Consider offerings that extend outside the core Provoke with purpose and meaning, not self-interest and arrogance 2015 GROWTHPLAY 18

19 Platinum Rule style questions Engaging emotions for the what if and what could be Discover to Understand Build credibility through your character and competence Listen with your eyes and see with your heart to read non-verbal communication and emotional engagement 2015 GROWTHPLAY 19

20 White boarding Scenario planning Explore What s Possible Case studies R&D laboratory Think Tanks Roundtables Innovation tournaments 2015 GROWTHPLAY 20

21 Neutralizing the No or Not Yet Countering the Keep You in Mind Get to YES with a DNS Kicking the Comfort Zone Developing the Dream Out Loud Pursuing Yes with the Power of No 2015 GROWTHPLAY 21

22 New IN New Discovery Questions Repeat as Needed New Exploration for What s Possible New DNS 2015 GROWTHPLAY 22

23 Frame the situation Propose the offer Trigger an Authentic Need Confirm the outcomes/deliverables Define the success measures 2015 GROWTHPLAY 23

24 Pursue and Close the Business 6 Qualifiers Problem Solution Urgency Access Expectations Budget Buyer Readiness Urgent problem Believe in your solution Rate = Value Credibility Due diligence Decision Maker Map Emotional/Political landscape Influencers/Gatekeepers Decision making criteria 2015 GROWTHPLAY 24

25 Summary and Next Steps

26 Summary and Next Steps Where can I apply the process? With whom can I apply the process? On what insight/wisdom do I want to focus? What does success look like for my efforts? How do I know it s working? 2015 GROWTHPLAY 26

27 Thank You for Attending! We hope you found this information helpful. For more information about how to transform your sales team by hiring and developing them to meet the needs of today s buyers, contact us: Deb Knupp, Managing Director dknupp@growthplay.com Amy Dordek, Managing Director adordek@growthplay.com GROWTHPLAY 27