Team for Sales Success

Establish Rapport Establish Trust The Goals in Each Phase... Establish Rapport Establish Trust Establish Confidence The Goals in Each Phase... Establish Rapport Establish Trust Establish

Focus on Teamwork

for Sales Success

WHY ?

•  WE have to achieve budgets

•  WE have to work at it to be effective

•  WE have to continually hone our

technical & customer skills

•  WE all have a role to play if we are

going to kick a few goals

Sales is a Team Thing

Everyone in Your Company Helps Customers Decide to Buy

The Sales Process

Involves ALL Staff

•  100% Ready for Delivery

and so often sales success is due to

lots of small things being done really well by the whole team

Sales Process In 3 Phases

Delivery

The Goals in Each Phase

Establish

Rapport

Establish Trust

The Goals in Each Phase

Establish

Rapport

Establish Trust

Establish Confidence

The Goals in Each Phase

Establish

Rapport

Establish Trust

Establish Confidence

The Behaviors in Each Phase

Establish

Rapport

Establish Trust

Establish Confidence

The Behaviors in Each Phase

Establish

Rapport

Establish Trust

Establish Confidence

The Behaviors in Each Phase

Important Steps in the

Sales Process

•  Create awareness

•  Capture initial interest

•  Enable self-registration of a prospects details

•  Collect prospect bio information

•  Collect prospect's company bio information

•  Why will they make a buying decision ?

•  Understand the prospect's financial status

Important Steps in the

Sales Process

•  Where is the PAIN ?

•  What is the COMPELLING event ?

•  What is the buyers WIN ?

•  Who has which role - Decision Maker Approver,

Blocker, Influencer, Recommender, Champion,

Enemy

•  What is our sales strategy ?

•  Dealing with or neutralizing Competitor behavior

•  When to utilize our company BIG guns ?

•  When to spread the FUD (Fear Uncertainty

Doubt) ?

Other Important Aspects

of the Sales Process

•  Decision Maker - has the Pain

•  Approver - has to approve financials

•  Recommender - has domain knowledge

•  Champion - like Gold

•  Blocker - doesn't want the project

•  Enemy - doesn't want SV

•  Influencer - can influence other players

•  Unclassified - we don't know

•  Where is the PAIN ?

•  What is the COMPELLING event ?

•  What is the buyers WIN ?

•  Who has which role - Decision Maker

Approver, Blocker, Influencer,

Recommender, Champion, Enemy

•  What is our sales strategy ?

•  Dealing with or neutralizing Competitor

behavior

•  When to utilize our company BIG guns ?

•  When to spread the FUD ?

So, how are you going to keep track of, document and easily share, all the myriad details of all your

customers and every sales process ?

If you don't have one then get one implemented

If you do have one and it isn't being used then find

out why and fix the issues

Every single company on the planet needs to be

using CRM

There's a good reason why the CRM industry is going

gangbusters

"A durable, profitable CRM value proposition leads to

greater ability to:

• Serve customers more intelligently and more

relationship and provides value accordingly."

IBM's CRM done right: executive handbook for realizing the value of CRM

CRM is clearly an enabler However, using a CRM

doesn't automatically increase sales by n%

CRM is a platform to better service customers and manage the pipeline of opportunities CRM helps

management ensure the company is:

Microsoft Outlook is NOT a CRM

Complex to implement and to use

Complex and expensive

Good example of an easy-to-use and functional

CRM

P.S I use Capsule as an example only There are many choices of CRM so do your homework and pick one that will be embraced by your team

The right CRM facilitates a teamwork approach to sales

CAPSULE facilitates a teamwork approach to sales CAPSULE also facilitates a level of customization

and integration with other Cloud Apps

CAPSULE facilitates a teamwork approach to sales

CAPSULE facilitates staff accountability because management has a transparent view of customer

interactions and sales opportunities

CAPSULE also facilitates a level of customization

and integration with other Cloud Apps

You have made a great start You now know enough to appreciate the potential

Focus and effort is needed to integrate your

preferred CRM into your company work practices

Now ask your staff for their commitment to the

objectives of improved service and increased sales The CRM is one aspect, the other is awareness of the role we all play to get the ball through the posts

It is just an awesome feeling when teamwork pays off

After All That Effort, What's

Next ?

You Have Earned the Right to Ask Your Customer for More Work

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