整体方案销售技巧(Solution selling)

MSSforPartnersOverview SOLUTIONSELLING TrademarkNotice Thisisacurrentnon exclusivelistingoftrademarksownedorlicensedbySalesPerformanceInternational Inc Anyquestionsconcerningtheuseofthesetrademarks whetheranamethatdoesnotappearonthislistisinfactatrademarkofSalesPerformanceInternational orcommentsconcerningthismanual workshoporpresentationshouldbereferredtoSalesPerformanceInternational Inc intheUnitedStatesatthefollowingaddress SalesPerformanceInternational Inc 6230FairviewRoad Suite200Charlotte NorthCarolina28210USAPhone 704 364 9298FAX704 364 8114Info SolutionSelling isaregisteredtrademarkofSolutionSelling Inc aProvantCompany usedunderlicensetoSalesPerformanceInternational SolutionSelling SalesManagementProgram SolutionSelling Automation SolutionSelling FinancialServices SituationalFluencyPrompter 9BlockVisionProcessingModel PainChain PipelineMilestoneWorksheet aretrademarksandservicemarksofSolutionSelling Inc aProvantCompany usedunderlicensetoSalesPerformanceInternational Allotherreferencedmarksarethoseoftheirrespectiveowners ThisdocumentmaynotbereproducedinwholeorinpartwithoutthepriorwrittenconsentofSalesPerformanceInternational Inc CreditandCopyright ii SolutionSelling Version2001 2001SalesPerformanceInternational Allrightsreserved Preface AspartoftheworldwideIntegratedSolutionSellinginitiative MicrosoftisimplementinganewapproachtosellingMicrosoftproductsandsolutionscalledMicrosoftSolutionSelling MSS BecauseBusinessPartnersplayanimportantpartinthesaleofMicrosoft sproductsandsolutions MSSisnowbeingofferedtoMicrosoftBusinessPartners ThispresentationisintendedtocreateanawarenesswithintheMicrosoftBusinessPartnercommunityofMSSforPartnersaswellasadesiretoengage ItisintendedtobeanOverviewanditisnotintendedtobeaformoftraining Customersandcompetitorsdemandwechange Customerswanttrustedadvisors notvendorsManycompetitorsfillthatroleWeneedtosellmoretoLinesofBusinessExecs theyhavethemoneyanddrivemostnewITacquisitionsLOBExecsbuysolutionstotheirbusinessproblems nottechnology Wearesuccessful whychange Buyerstellmeourservicescosttoomuchandtheycouldn tcostjustifythem Theywouldn tletmeinattherightlevel Theconsultantdidn tdoagoodjob Ilosecontrolofourprospectsattheendofthesellcycle Wegotintoolate Theprospectdidn tknowwhattheywanted Wemissedtheneedsofcertaincommitteemembers Igetanopportunitystartedandourresellersdroptheball Mymanagertellsmewhattodo NOThowtodoit Mycompetitionsellsface to facewhilemymanagerforcesmetoselloverthephone Managementdemandsdetailedwrittensalesforecasts dotheywantmetosellorfilloutforms Prospectscanbuythesamecapabilitiesfromsomeoneelse soIhavetooutsellmycompetitiontowinthebusiness SellingDifficulties Canyourelate ManagingDifficulties Canyourelate ObjectivesofMSSforPartners ToenableMicrosoftandMicrosoftBusinessPartnerstoincreasesalesproductivity Specifically MSSforPartnersisasalesprocessdesignedtohelp GenerateinterestinMicrosoftrelatedofferingsIdentifyanddiagnosecustomercriticalbusinessissuesCreateadesireforasolutionthatwilladdressacustomer scriticalbusinessissue s Changeacustomer sbiasedvisionofacompetitivesolutionCreateavaluepropositionGainaccesstodecision makingauthorityorinfluenceDifferentiatethemselvesfromcompetition byhowtheysellinadditiontowhattheysellClosemoreopportunitiesbotheffectivelyandefficientlyQualifyeachstepofthesalescyclePredictrevenueattainmentmoreaccurately Randomeventsproducerandomresults andappearasonesalesteam MSSforPartnersPositioning Thisprocessisbuiltonhowbuyersbuy whichdifferentiatesitfromothersalesmethods Itisapplicableforsellingproducts services andintangibles Theprocessisdesignedtohelpdifferentiateyoufromyourcompetitorsbythewayyousell IntheMSSforPartnersworkshop participantslearnandpracticeconceptsandjobaidsimmediatelyapplicabletotheirjob MSSforPartnersistheFieldSalesExecutionModeltodriveMicrosoftIntegratedSolutionSelling ISS ThefollowingslidesaretakenfromtheMSSforPartnersworkshop TalentAssessment 80 20 KEYTOSUCCESSISPROCESS EAGLES JOURNEYMEN IntegrationofKnowledgeandSkillsbytheSellerfor Eagle Performance WHATBUYERSSHOULDEXPECTFROMSELLERS S ITUATIONAL K NOWLEDGE C APABILITY K NOWLEDGE P EOPLE S KILLS S ELLING S KILLS HOWDOWEINTEGRATE SituationalFluency CURRENTACTIVEREALEVALUATIONS NotLooking Looking HOWMANYSHOULDBELOOKING ConceptualSalesTerritory HowOrganizationsBuy SalesProcessFlowchart StartingPoints Yes No No Yes AtPower Develop manageEvaluationPlan sampleplansteps Summarizefindings ProofofMicrosoftcapabilities Implementationplan Developinitialvalueproposition Determinesuccesscriteria Legal technical admin approval Reviewroughdraftproposal Yes Pre callplanning research Stimulateinterest Salescalltodefine Pains orCriticalBusinessIssues DiagnoseandcreatevisionofMicrosoftbiasedsolution Reachfinalagreement Identifyopportunities Measuresuccesscriteria Leveragenewopportunities Accesstopower Activeopportunities Opportunityassessment competitivestrategies ReengineervisionwithMicrosoftdifferentiators Go No OVERVIEW Active Latent ShiftingBuyerConcerns AlignmentofBuyingandSellingPhases ProspectingNeedDevelopmentProofManagementBuyingProcessQualificationBuyingProcessControlNegotiatingClosing ALIGNMENT DISQUALIFICATION VisionCreationVisionReengineering KeySellingSkills Microsoftprovided Himwiththesecapabilities Result Capabilityneeded when who what Hetoldusheneededawaythat Reasons Criticalissue JobTitle Industry Asaresult resellersdecreasedoverstockingcostsby12 andincreasingoverallsellthruratesthusincreasingprofitsby7 whenoverstockingoccursresellerscouldrapidlyanalyzethemovementofproductsandreallocateinventoryfromlowtohighsalesvolumestores Inventorylevelsincreasedattheresellerlevelwithcorrespondingcost to carryandsalesvolumesweredecreasing Decreaseinresellerprofits CFO GeneralBusiness ReferenceStory GeneralBusinessExample SalesPerformanceOverTime 9 BlockVisionProcessingModel VisionCreation SalesProcessFlowchart StartingPoints Yes No No Yes AtPower Develop manageEvaluationPlan Summarisefindings ProofofMicrosoftcapabilities Implementationplan Refineinitialvalueproposition Determinesuccesscriteria Legal technical admin approval Reviewroughdraftproposal Yes Pre callplanning research Stimulateinterest Salescalltodefine Pains orCriticalBusinessIssues DiagnoseandcreatevisionofMicrosoftbiasedsolution Reachfinalagreement Identifyopportunities Measuresuccesscriteria Leveragenewopportunities Accesstopower Activeopportunities Opportunityassessment competitivestrategies ReengineervisionwithMicrosoftdifferentiators Go No OVERVIEW Active Latent No Yes 20 Develop 40 Solution 60 Proof 80 Close 100 Deploy 10 Qualify 10 Qualify OpportunityDebriefGuide SponsorName Title Pain Reasons Vision Value PowerName Title Pain Reasons Vision Value Itemstoinspectforverification CompetitiveStrategy ReasonsValueandmeasurementProspectagreedtovisionImpactexploredSponsorCommunicationsent OpportunityAssessment ValueandmeasurementProspectagreedtovisionImpactexploredPowerSponsorCommunicationsentwithEvaluationPlan UpdatedEvaluationPlanPreliminarySolution NegotiatingWorksheetconstructed CustomerEvidence StepCompletionCommunication Inassignedterritory Meetsmarketingcriteria PotentialSponsoridentified Painadmittedbysponsor Sponsorhasabuyingvision Sponsoragreedtoexplore Accesstopowernegotiated Accesstopowerperson Painadmittedbypowerperson Powerpersonhasabuyingvision Powerpersonagreedtoexplore EvaluationPlanproposed EvaluationPlanunderway Pre proposalreviewconducted Askedforthebusiness Contractnegotiationinprocess Implement Develop Prospect Qualify Solution Proof Deploy MSSPStepMSSActivities Close Who Whatagreedupon Sponsorcommunicationagreedupon EvaluationPlanagreedupon Preliminarysolutionagreedupon EvaluationPlancompleted Proposalissued decisiondue Verbalapprovalreceived Signeddocuments 40 60 20 10 0 80 Signeddocuments Sale PainPowerVision ValueControl x x x x TheSuccessfulSalesFormula Bettercommunicationamongsalesteam Microsoft PartnerCommonterminologyBetterqualification disqualificationofopportunitiesBetterpredictabilityofrevenueCustomerview unifiedsalesteamMoreeffectivehandoffbetweenMS PartnerEarlieridentificationofresourcesneededMoreeffectivedeploymentofexpertiseShortersellcyclesGreatercredibilitywithcustomer MSSPBenefitsforBusinessPartners Thetoolswereveryeffectiveandwouldbegreatforeverydayuseinadvancingrelationships saleswiththecustomer Outstandingframework willusetoplananddocumentsalescycle Implementacrossoursalesforce Ireallywanttoapplythisprocesstomyeverydayselling Ultimately IbelievethewholesalesdeptneedstogetonboardwiththeMSSprocessinordertoreallyseeresultscompany widefromusingtheprocess Overall Ithoughtthecontentanddeliverywerehandledwell Eventhisearlyinthegame IamlookingbackatmyprevioussalesandreviewingwhatIdidandhowIcouldhaveimprovedmyeffortsbyapplyingaprocess Avaluablecourse extremelyapplicablefortheMicrosoftSolutionsworldasapartnerareselling Canimmediatelyimplementinpresentopportunities BesttrainingfromMicrosoft GreattoseethetoolsthatMicrosoftrepsuse Thiscoursewasgreatandhasprovidedmewithextremelyvaluableandapplicableresourcesattherighttime Instructorswerefantasticandalongcourseverycompellingandengaging ThiswasthemosteffectivesalestrainingI veattended Manyseemtoaddressslicesofsalespsychologyorsalesbutthisaddressesthewholeprocesswithmilestonesandspurstoaction MSSforPartnersFeedback Testimonials Day1 KickoffandPositioningforPartners MSSandKeyConcepts Exercise Identifyingsellingdifficulties MSSandKeyConcepts cont d Pitfallsoftraditionalsellingbehavior Understandingtheprinciplesofpain Identifyingwhoapprovesthesale CaseStudyWorkshop BuildingaProspectProfile BuildingaPainChain MSSandKeyConcepts cont d Understandingthesolution buyingvision Understandingabuyer slevelofneed Howpeople organizationsbuy Howbuyerconcernsshiftovertime StimulatingInterestinMicrosoftsolutions Howtoinitiatesellcycles Howtousepastsuccesseseffectively CaseStudyWorkshop Buildingjobaidstoinitiateasellcycle MSSSalesCallPlan Howtoalignwithbuyers HowtopositionMicrosoftsolutions Howtogetbuyerstoadmitpain DiagnosingandVisionCreation HowtodevelopneedsbiasedtoMicrosoft HowtogetbuyerstoownaMicrosoftvision RolePlayanddebrief VisionCreationEveningAssignment MicrosoftSolutionSelling MSS PartnerWorkshopAgenda Day2 ReviewPreviousDay EnhancingtheBuyer sVision Understandingemotionandmeasuring