Comments on: Contest: the 10 Steps of a Sales Cycle

By: Anonymous

Anonymous — Wed, 11 May 2011 04:30:00 +0000

Help the gatekeeper moncler vests discover who your best point of contact would be. Use Facilitative Questions to get into rapport and have them moncler coat begin to examine how or if or why they would moncler piumino consider changing their status quo. Lead prospects/buyers through the systems issues they must moncler giacche consider in order to determine moncler giacca how any proposed change will disrupt their status quo.

By: sharondrew

sharondrew — Tue, 04 May 2010 21:23:49 +0000

'working with' is different from 'helping manage the change' at the very very beginning. if/when you shift your initial contact to be re helping the person figure out the change issues, you'll have a different dialogue. plus, until or unless they know how to do this they won't know who should be on the BDT. make sense?

By: sharondrew

sharondrew — Tue, 04 May 2010 17:23:49 +0000

By: The Definition Game: name that concept | Sharon Drew Morgen

The Definition Game: name that concept | Sharon Drew Morgen — Mon, 03 May 2010 16:17:35 +0000

[...] had so much fun with you all in April with my Steps to a Sales Call contest that I’m going to run another one. This time I’d like you to use your [...]

By: Robert Merrill

Robert Merrill — Tue, 27 Apr 2010 21:38:11 +0000

I guess I put Buying Decision Team ahead of Tactical Issues because, in my experience, the person I'm working with doesn't often know all the tactical issues, but do know who knows.

And I put Solution/Need ahead of Solution/Internal Issues because people seem to expect it that way, although they could really be thought of as concurrent, i.e. happening in the same conversation.

By: The Steps of a Sale: from the buying decision to the close | Sharon Drew Morgen

Mon, 26 Apr 2010 15:41:19 +0000

[...] have a winner for my contest! Robert Merrill! Although he had a couple of things reversed, he was sooo close that I declare him [...]

By: Contest ends Monday: one more chance to order sales activities | Sharon Drew Morgen

Fri, 23 Apr 2010 15:27:18 +0000

[...] about it. The winner will be announced April 26. Please submit your answers in comment section of the linked post on sharondrewmorgen.com. And if you want, we can have an interactive webinar about this afterwards. Let [...]

By: Bob Dietz

Bob Dietz — Tue, 20 Apr 2010 03:26:51 +0000

Thanks Sharondrew for your suggestions to take another look at the process

• Use Facilitative Questions to get into rapport and have them begin to examine how or if or why they would consider changing their status quo. ( (No sense meeting until we see if there is any chance they could be ready to examine a change to their SYSTEM - should be able to accomplsih by phone)

• Facilitate prospect’s discovery of what sorts of strategic issues they must manage to get folks on board with potential change. ( What are they trying to accomplish and who might be needed within theri enviorment)

• Help the prospect choose the members of the Buying Decision Team. ( Ok we both see some ( not all ) of the issues they might face in a major chamge to the system- who at the company needs to work through the process/issues they will/might face in making a change).

• Make an appointment to get in front of the prospect. (IF we think THEY could be ready but require some guideance through their internal issues)

• Lead prospects/buyers through the systems issues they must consider in
order to determine how any proposed change will disrupt their status quo. Your prospect may /can not do this alone so we need the team in place first)

• Lead prospects/buyers ( THE TEAM through tactical issues they must manage before they can choose a solution. ( Now working with the buying team on more detail stuff on what the change might mean and criteria to measure success)

• Discuss how your solution fits with the internal issues that they must manage. (OK where may my company and solution might help)

• Discuss/present your solution and show the prospect/buyer how it would fit with their need/problem.

Manage objections and differentiate yourself from the competition. ( May not and should not come up but if it does be ready)

• Follow up to see if there is anything you can do to help the prospect/buyer decide to purchase.

Omit:

• Help the gatekeeper discover who your best point of contact would be. (Only needed if cold calling but would help might help in other circumsatances)
• Develop marketing materials to professionally represent your solution either on-line or in person ( Only if they insist but should not be the major issue or obstacle) .

Thanks Again Bob

By: Two Types of Buying Decisions to Facilitate | Sharon Drew Morgen

Two Types of Buying Decisions to Facilitate | Sharon Drew Morgen — Mon, 19 Apr 2010 14:23:30 +0000

[...] holding a contest, The 10 Steps of a Sales Cycle, for a free signed copy of Dirty Little Secrets. Join now for your chance to win. var a2a_config = a2a_config || {}; a2a_config.linkname="Two Types of [...]

By: Barbara Wright

Barbara Wright — Sat, 17 Apr 2010 03:07:40 +0000

ORDER
1. Help the gatekeeper discover who your best point of contact would be.
2. Use Facilitative Questions to get into rapport and have them begin to examine how or if or why they would consider changing their status quo.
3. Help the prospect choose the members of the Buying Decision Team.
4. Lead prospects/buyers through the systems issues they must consider in order to determine how any proposed change will disrupt their status quo.
5. Facilitate prospect’s discovery of what sorts of strategic issues they must manage to get folks on board with potential change.
6. Lead prospects/buyers through tactical issues they must manage before they can choose a solution.
7. Discuss how your solution fits with the internal issues that they must manage.
8. Discuss/present your solution and show the prospect/buyer how it would fit with their need/problem.
9. Manage objections and differentiate yourself from the competition.
10. Follow up to see if there is anything you can do to help the prospect/buyer decide to purchase.

NOT NEEDED
• Develop marketing materials to professionally represent your solution either on-line or in person.
• Make an appointment to get in front of the prospect

By: sharondrew

sharondrew — Sat, 17 Apr 2010 00:50:36 +0000

close. go through again.... rethink the 'unnecessary' ones and put back; find others to omit... good job as a first try. read 'what is BF on www.newsalesparadigm.com or go back to Dirty Little Secrets (i believe you have a copy...).
one more time and you'll get it i'm sure.

By: sharondrew

sharondrew — Sat, 17 Apr 2010 00:48:36 +0000

hi bob: you are thinking 'sales.' think: facilitate the system to figure out all of the internal/behind-the-scenes decision issues they need to address to get buy-in first. go outside the box a bit. read about BF on my site - www.newsalesparadigm.com under 'what is BF' and then maybe take another stab at it...
sdm@austin.rr.com

By: sharondrew

sharondrew — Sat, 17 Apr 2010 00:47:01 +0000

so so so so close :)
one from the 'not needed' should be put back. a few rearranged. have one more 'go'.

By: sharondrew

sharondrew — Sat, 17 Apr 2010 00:44:41 +0000

jeffrey: what would it look like if your job were to help them navigate through all of their behind-the-scenes decision issues before they thought about need or solution? and imagine what would need to be true for you to get no objections? objections only happen when you are pushing a solution into a 'closed system' not when you are facilitating the buying decision.

have another think about it :)

By: sharondrew

sharondrew — Sat, 17 Apr 2010 00:42:50 +0000

hi there: you're thinking 'sales.' have a look around www.newsalesparadigm.com and read about 'what is BF'

why do you want to get in front of a prospect if they haven't figured out how they are going to get buy-in? why not wait until they have the entire Buying Decision Team configured? why use your body as a prospecting tool? just asking...