“industry options” sales approach · 2016. 1. 26. · “industry options” sales approach...
TRANSCRIPT
OVERVIEW
Congratulations on your decision to grow your win rates and your income by completing the online Why Xerox Sales Certifi cation System.
This program offers 11 fast paced modules designed to coach you on a proven approach to strengthening the buying criteria in your favour by leveraging your Xerox advantages versus the competition.
If you are ready, let’s get going!
OVERVIEW
Congratulations on your decision to grow your win rates and your income by completing the online Why Xerox Sales Certifi cation System.
This program offers 11 fast paced modules designed to coach you on a proven approach to strengthening the buying criteria in your favour by leveraging your Xerox advantages versus the competition.
If you are ready, let’s get going!
“INDUSTRY OPTIONS” SALES APPROACH Goal: Shape the buying criteria so you win!
The consultative selling approach demonstrated in the video training system is recommended for your use to help you clarify your Xerox advantages, separate your Xerox offering from the competition, and win more contested deals.
Sample Talk Track: Service Credits
“In the industry there are 2 options when it comes to who pays for all the copies and prints made on service calls over the next 5 years. Either you can pay or the vendor can give you a service credit towards them. Which of these 2 industry options will you be asking for?”
The “Industry Options” sales approach, is most effective when you:
• Position 2 options to each “Xerox advantage”. o Example: “In your replacement guarantee, do you want the supplier to make the choice or you, the customer?”
• Recognize that some competitors may offer specifi c items shown as Xerox advantages in the videos. o Example: Some competitors offering manufacturer direct service will likely include OEM parts and supplies and not aftermarket consumables.
• Refrain from “pushing” your Xerox advantages in a telling mode. o Example: Get the customer to determine which industry options they want before you start pushing Xerox advantages.
• Have visual aids to support your message. o Example: Why Xerox brochure, Why Xerox site seller, Why Xerox bizzmail, lease contracts, service agreements, website data.
• Quantify Xerox FINANCIAL advantages into a dollar amount versus your competitors TCO o Example: Use the online HIDDEN FEE CALCULATOR with your agency’s 2011 membership to www.howtobuymfps.com. o Need an Agency password? Go to: http://www.howtobuymfps.com/register/
“INDUSTRY OPTIONS” SALES APPROACH Goal: Shape the buying criteria so you win!
The consultative selling approach demonstrated in the video training system is recommended for your use to help you clarify your Xerox advantages, separate your Xerox offering from the competition, and win more contested deals.
Sample Talk Track: Service Credits
“In the industry there are 2 options when it comes to who pays for all the copies and prints made on service calls over the next 5 years. Either you can pay or the vendor can give you a service credit towards them. Which of these 2 industry options will you be asking for?”
The “Industry Options” sales approach, is most effective when you:
• Position 2 options to each “Xerox advantage”. o Example: “In your replacement guarantee, do you want the supplier to make the choice or you, the customer?”
• Recognize that some competitors may offer specifi c items shown as Xerox advantages in Recognize that some competitors may offer specific items shown as Xerox advantages in the videos. o Example: Some competitors offering manufacturer direct service will likely include OEM parts and supplies and not aftermarket consumables.
• Refrain from “pushing” your Xerox advantages in a telling mode. o Example: Get the customer to determine which industry options they want before you start pushing Xerox advantages.
• Have visual aids to support your message. o Example: Why Xerox brochure, Why Xerox site seller, Why Xerox bizzmail, lease contracts, service agreements, website data.
• Quantify Xerox FINANCIAL advantages into a dollar amount versus your competitors TCO o Example: Use the online HIDDEN FEE CALCULATOR with your agency’s 2011 membership to www.howtobuymfps.comy p . o Need an Agency password? Go to: http://www.howtobuymfps.com/register/p y p g
“INDUSTRY OPTIONS” TALK TRACK TEMPLATE“INDUSTRY OPTIONS” TALK TRACK TEMPLATE
“BUYING CRITERIA” LOCKDOWNGoal: Gain commitment from your prospect to add your specifi c Xerox advantages andsignifi cantly improve your chances of: o Establishing yourself as a trusted advisor with the prospect. o Creating Fear, Uncertainty, and Doubt (FUD) in your competitor’s offering. o Winning the deal!
Sample Talk Track:
“So, based on these industry options we just discussed, will you be asking all vendors, including myself, to include these industry options in their quotes as part of your buying criteria?”
Your success using this technique will increase greatly if you can: o Get verbal agreement and commitment to your Xerox advantages. o Get your Xerox advantages included in the prospect’s documented criteria for all vendors. o Have your prospect forward the criteria to all vendors prior to bidding.
Thank you for your participation in this advanced learning program. Congratulations on making the investment in yourself and becoming atrue industry sales consultant for both your customers and your prospects.
Good luck! You are now ready to sell-to-win.
“BUYING CRITERIA” LOCKDOWNGoal: Gain commitment from your prospect to add your specifi c Xerox advantages andsignifi cantly improve your chances of: o Establishing yourself as a trusted advisor with the prospect. o Creating Fear, Uncertainty, and Doubt (FUD) in your competitor’s offering. o Winning the deal!
Sample Talk Track:
“So, based on these industry options we just discussed, will you be asking all vendors, including myself, to include these industry options in their quotes as part of your buying criteria?”
Your success using this technique will increase greatly if you can: o Get verbal agreement and commitment to your Xerox advantages. o Get your Xerox advantages included in the prospect’s documented criteria for all vendors. o Have your prospect forward the criteria to all vendors prior to bidding.
Thank you for your participation in this advanced learning program. Congratulations on making the investment in yourself and becoming atrue industry sales consultant for both your customers and your prospects.
Good luck! You are now ready to sell-to-win.
2011 AGENCY SALES TOOLS5 NEW TOOLS TO HELP YOU WIN!
1. AGENCY BRANDED WHY XEROX BROCHURE & VENDOR CHECKLIST!
GO TO: OneSource, select the selltowin USP, click the Why Xerox Sales Tools button, and then select your Agency from the drop down menu.
2. AGENCY BRANDED WHY XEROX FACE TO FACE SITE SELLER!
GO TO: OneSource, select the selltowin USP, click the Why Xerox Sales Tools button, and then select your Agency from the drop down menu.
3. AGENCY BRANDED INBOUND / OUTBOUND VIDEO BIZZMAIL!
Need your link? [email protected]
4. AGENCY WEBSITE MEMBERSHIP FOR YOU & YOUR CUSTOMERS TO USE!
www.howtobuymfps.com
Need an Agency membership? Go to: http://www.howtobuymfps.com/register
5. 2011 HIDDEN FEE CALCULATOR & HIDDEN FEE REPORT!
Quantify industry hidden fees into a dollar amount!
Go to: “Hidden Fee Calculator” tab at http://www.howtobuymfps.com
5 NEW TOOLS TO HELP YOU WIN!1. AGENCY BRANDED WHY XEROX BROCHURE & VENDOR CHECKLIST!
GO TO: OneSource, select the selltowin USP, click the Why Xerox Sales Tools button, and then select your Agency from the drop down menu.
2. AGENCY BRANDED WHY XEROXFACE TO FACE SITE SELLER!
GO TO: OneSource, select the selltowin USP, click the Why Xerox Sales Tools button, and then select your Agency from the drop down menu.
3. AGENCY BRANDED INBOUND / OUTBOUND VIDEO BIZZMAIL!
Need your link? [email protected]
4. AGENCY WEBSITE MEMBERSHIP FOR YOU & YOUR CUSTOMERS TO USE!
www.howtobuymfps.com
Need an Agency membership? Go to: http://www.howtobuymfps.com/register p y p g
5. 2011 HIDDEN FEE CALCULATOR & HIDDEN FEE REPORT!
Quantify industry hidden fees into a dollar amount!
Go to: “Hidden Fee Calculator” tab at http://www.howtobuymfps.comp y p