business of software 2009 v2.1
DESCRIPTION
These are the slides from my presentation at the Business of Software Conference in 2009 at the Westin San FranciscoTRANSCRIPT
developingyour sales storyPaul Kenny
You may not have a sales department.But you all have a sales function!
The Sales Entrepreneur
•Unparalleled knowledge of the product and the technology
•Market/customer insight
•Sensitive to feedback
•Unparalleled knowledge of the product and the technology
•Market/customer insight
•Sensitive to feedback
Strengths Weaknesses
Shift
• From job to role• From show and
tell to engage and share
• From sales focus to customer focus
• From final act to continuous performance
Data Explains Stories Inspire
What makes a compelling sales story
• Easy to tell• Provide structure
(Beginning/Middle/End though not always in that order)
• Make complex stuff accessible• Visceral/ Visual• Engaging through tension and
release
How to identify your sales storyDiscover Your Sales Story
Start with the customer’s story
• The customer segment• The need behind the need• The Decision Tree
Focus on the customer
Ease
Security
Ego
GAIN
Belonging
Answering the need behind the need
Ease
Security
Ego
GAIN
Belonging
Answering the need behind the need
Security
EgoGAIN
Belonging
Answering the need behind the need
Ease
Interested
Customer
Does it work?
Can I justify it?
Support?Integration?
Easy to use?
Can I work with.....?
Can I mitigate the risks?
How does this compare to...?
Boss?
Team? Other users ?
Testing?
My problem?
Time?
Training
Search for real strengths / strategic assets
•Rare•Valuable•Difficult to
imitate
Sharing Stories
Origins
Extremes
Rescues
Journeys
Relationships
Redemption
Future
Sharing your stories
There is more to selling than stories
ProblemSolving
Competition Strategies
Negotiation
ProfilingConsulting
RapportBuilding
1’st Contact Closing
Queries
Objections
No Kittens were harmed in the making of this presentation.........Honest!
http://uk.linkedin.com/in/paulkennyatoceanlearning
Thank you & Questions