HighImpactSalesCoachingBobRippel– RJLearningGroup

2

WhoisthisGuy?

3

IntheNextHour

ü TimesareChangingü SalesProcessCheckpointsü TerritoryManagementü Coaching&ProvidingFeedbackü 5EssentialSkills

“….thetimes,theyareachangin’….”• Buyershavetoomuchnoise• Customersstilldependonsalespeople– justnotallofthem• SalesProcessisrequired– butnolongeracompetitiveadvantage• Schmoozingisnolongeraneffectivesalesstrategy• Notallbuyershavepain,butarejustasmotivatedbyotherfactors• Uncoveringvs.developingneeds– there'sabigdifference• ABCisscaringcustomersaway– focustheirbestinterests,notyours• It’syourcredibilityandknowledgethatmattersmost• ITprovidersarechangingtheconversation

“Successfulsellingnowrevolvesaroundtheabilityunderstandthecustomersbusiness,matchtherightsolution,andenablethebuyersjourneymoreeffectivelythanyourcompetitors.”

ThomasFreese

7

CustomerExpectationsareChanging

CanWeAdapt?• Buyersareinformedaboutandyouandyourproducts– areyouinformedabout

them?• Buyersarequestioningallchangesandpurchases– doyouunderstandtheir

changedriversanddesiredvalueproposition?• Buyersvaluetrust- whatwillyoudotoproveandbuildit?• Salespeoplearenolongerselling– butarecollaboratingwithcustomerstomake

informeddecisions.• Buyersknowyourcompetitors,theirstrengthsandweaknesses– doyou?• BuyersareintegratingITtoolstoenabletheirbusiness

SellingYesterday– “Iknowmyproductsandamapeopleperson”

SellingToday– “I’mgoodatunderstandingwhatyoudo,andhowmyproductsandservicesmayhelpyoutodoitbetter”

Value

Solution

Product

9

SellingStyleMatters

Focus=ProductNeedsOffer=Features,Rate,Price

Focus = Problems, IssuesOffer = Answers, Solutions

Focus=BusinessGoalsOffer=Expertise,Partner

10

Prospect

Qualify

DefineRequirements

DevelopSolution

GainCommitment

Checkpointsü LinkedInProfileü ProspectingProcessü ProductKnowledgeü TimeforResearchü DefinedSalesCallObjectiveü PlaceinBuyersJourneyü UnderstandingofBuyerLevel

- Challenges,Objectives,CompellingReasonsü BuyersVerticalMarketü Questions(differentbuyer– differentquestions)ü Possiblebenefits(why)ü NextSteps- ActionstepsforFODü PossibleObjectionsü ImplementationProcessü SuccessMeasurements

NewInformation• Newproductsorlanes?

ConfirmInformation• DocumentationRequirements?

VerifyDecisionMakingProcess• Whodoyouneedtotalkto?

ClosetheBusiness• Haveyoumetwithallstakeholders?

StarttheBusiness• ImplementationSteps

FindAdditionalBusiness• Whatdon’twecurrentlyhandle?

13

CallObjectives

Purpose• Uncoverindividualneeds,concerns,feelings• Discoverunidentifiedissues,roadblocks• Understandattitudes,adaptabilitytochange

WhenUsed• Understandhowthecustomerfeels• Customersperspectiveonthefeelingsofothers• UnderstandtheREALissues

14

WhytheAttitude?

PresentationAreasofFocus

Them You Fit Action

SalesFunnel

Universe

Above theFunnel

In the Funnel

Best Few

Data suggests a potential fit

Data suggests a possible order

Data verifies a possible order

Clearly defined next stepsLittle or no luck involved

TerritoryManagement

TerritoryManagement

WhatCoachingIsn’tNotCheerleading

NotaOneShotDeal

Not“MakingtheSale”

NotOnlyforNewHires

NotaPunitiveAction

6-1-07/15

HOWDOWECOACHTODAY?- Tendtobeunstructuredinourcoaching

- Viewedashavingadifficultconversationratherthananopportunity

- Tendtoreservecoachingforscheduledconversationsorevaluations

- Wanttopostponethecoachingsoastonotruintheday

6-1-07/15

COACHING

• SalesPipeline• TargetAccountreview• WeeklyPlan• ReviewPerformance• SalesVerticals• SalesSkills

FORMAL INFORMAL• Naturalconversation

“teachingmoment”

• Beforethesalescall“what’stheobjective?”

• Afterthecall- debriefing- observation'smade- nextsteps- coaching

NotAJointCall

GoalistoImproveSellingSkills

Observe

Listen

TakeNotes

ValuableFeedback

ProductKnowledge

PreCallPlanning DuringtheCallTypeofCall

Background

Contact

Objective

Anticipations

RespectiveRoles

AreasofSkillFocus

CheckList

FeedbackFocusØFocusonbehaviors,nottheperson

ØUseyournotes,bespecific

ØOfferbalancedfeedback,+and–

ØGettheSalesReptoself-analyze

ØChoosethepropervenue

ØPreserveSalesRepsdignity/ego

ØBefirm,decisivewhendiscussingimprovement

FeedbackProcess

Ø AsktheSalesRepwhathe/shefelttheydidwell

Ø AsktheSalesRepwhathe/shefeeltheycanimprove

Ø Indicatewhatyoufeeltheydidwell

Ø Transitiontoareasofimprovement

Ø Setgoals,improvementplans…andfollowup!

Ø Endonapositivenote

ThisisNotYourFathers(orMothers)SalesJob

1.Educate - focusoneducatingprospectswithnewideasandperspectivesandofferingvaluablecontentandinformationthattheyhaven’tcomeacrossthroughtheironlineresearch.Beavaluablesourceofknowledge.

2.Collaborate - salespeoplearenolongerincontrol—buyersare.Theywanttobeapartofthesolution.Theywanttoworkwithyoutoco-createvalueanddevelopsolutions.Andyoumustincludethemintheprocess.

3. Communicate - youneedtobeabletocommunicateyourideasinaclear,believable,andpersuasivemanner.Youneedtobeabletopaintapicturethathelpsbuyersvisualizehowthey’llbenefitfromyourourproductsandhowthey’llyieldareturnoninvestment.

5EssentialSkillsinTodaysMarket

4. Listen - thesalesprocessisn’taboutyouanymore- it’sallaboutthecustomerorprospect.Don’tjusttalkandtalktotrytoconvincethebuyertopurchase.Learnhowtobecomeanactivelistenerandtrulyunderstandneeds,painpointsorgoals.Learntoaskmoreengagingquestionsinordertodigdeeper,andtofollowupinwaysthatdemonstratethatyouwerelistening.

5 BeEmpathetic - youneedtoimproveyourempathyskillsinordertobetterconnectwithyourprospects.Thefactisbuyerspurchasefromsalespeopletheylike.Evenifyoutrulyhavethebestsolutionandthebestrate,youcouldstilllosethedealbyturningoffthecustomerwitha(beenthere,donethat)attitude.

HighImpactSalesCoachingBobRippel– RJLearningGroup