Methodologies Discussed in this Session
Solution Selling – a Process for Complex Sales
A process to sell complex products or services, a customer is mostly not aware of
Initially developed by Frank Watts in 1975
To sell products as part of a tailored customer solution
Solution Selling – a Process for sales of complex solutions:
Talent groups of sales people
Talent groups over buyer segments
Solution Selling – Sales Process Elements
Solution Selling – Step Process Model
Solution Selling Group Task
Strategic Selling – a Process for Sales Forces
Whom to sale to?
What to sell?
By when to sale?
By what price to sale?
• A strategy to prioritize selling activities
• By Robert Miller & Stephen Heiman in 1987
• Focus is on the interest, attitude, benefits of individuals and whole clients
• Collects all information in a blue sheet, leading to a client ranking
Strategic Selling – Premises
Premise 1
What ever got you where you are today is no longer sufficient to keep you there.
Premise 2
In the Complex Sale, a good plan is only as good as the strategy that led up to it.
Premise 3
You can succeed in sales today only if you know that you’re doing and why
Strategic Selling – Explainer Video
Strategic Selling – Sales Funnel and Process
Strategic Selling – Blue Sheet Example
Strategic Selling Group Task
SPIN Selling – a Process for Sales Calls
Situation
Problem
Implication
Need-Payoff
• A strategy to improve conversion rates in sales calls
• Published by Neil Rackham in 1988
• The basic idea is to uncover implied needs and to develop them into explicit needs
SPIN Selling – Situation Questions
SPIN Selling – Problem Questions
SPIN Selling – Effectiveness of Problem Questions
SPIN Selling – Implication Questions
Problem questions are more strongly linked to sales success than situation questions are
In smaller sales the link is very strong: the more Problem Questions the seller asks, the greater the chances that the call will be successful
In larger sales, however, problem questions are not strongly linked to sales success. There's no evidence that by increasing your problem questions you can increase your sales effectiveness
Spin Selling – Implication Questions Roleplay
SPIN Selling – Impact of Implication Questions
Spin Selling – Need Payoff Questions
SPIN Selling – Pros and Cons
SPIN Selling Group Task
Solution Selling – a Process for Sales Forces
What is the goal? Who’s integrated and what’s this persons role?
Whom to convince?
Witch arguments to use
A strategy to prepare for sales meetings
By Robert Miller & Stephen Heiman in 1989
Focusses on an individual approach for each person involved
Collects all information in a green sheet
Conceptual Selling – Explainer Video
Strategic Selling – Green Sheet Example
Zuletzt geändertvor 2 Jahren