Sales Calls for Developers Alex Salazar, @SalaTzar Founder & - - PowerPoint PPT Presentation

Sales Calls for Developers

Alex Salazar, @SalaTzar Founder & CEO, Stormpath

Agenda

• Objective of session: to take you through a sales call
• The buying and selling steps
• The sales call model
• Prepare
• Open
• Needs
• 9-block call model
• Handling objections
• Closing the call
• Example call

Aligning the buying and selling steps

Customer Buying Process

Evaluate Environment Develop Business Strategy Recognize Need Evaluate Options Decide

Customer Agreement/Alignment Vendor Selling Process

Understand Customer Develop Account Plan Establish Buying Vision Articulate Benefits Close Sale

Sales Call Model

Preparation Open Needs Propose Close Handle Objections

Preparing for the Call

• Research
• What we need to know about the customer, the industry, and
• ur own company and products
• Set Objectives
• What we want to get out of the call
• Prepare to Manage
• How to ensure the call goes well
• What are possible objections/challenges

Opening the Call

• Manage Your Behavior
• Appearance, sensitivity to customer behavior, reliability,

responsiveness

• State Your Intent
• Reason for Calling
• Check Alignment with Client
• Confirm Your Competence
• Why the customer should speak with you
• Relevant reference stories are powerful

What is Need?

Need

An existing, unsatisfactory or unacceptable situation…

Active Need

…of which your client is aware and wants to do something about

Understand Customer

Needs Question Types

• Open Questions
• What are your highest priorities
• Control Questions
• Leading Questions
• Do you have a problem with it…?
• Quantifying and Qualifying Questions
• How much does this impact sales?
• Confirming Questions
• Yes or No Questions
• So you are most concerned about price?

9-Block Call Model

Reasons Impact Capabilities Open

What is causing this (pain) Who else is impacted? How can you fix this problem?

Control

How much do you think (pain) is costing you What impact does this have on them? What if (capability vision)..? How much do you think you could save?

Confirming

So, the reason for your pain is … and it’s costing you $X? You’re saying that division B would save $Y if you could solve this problem? So, if you could (capability vision) then you could (achieve goal) and save $Z Pain

Buying Vision

Proposing Next Steps to Progress the Sale

• A future meeting
• A meeting involving other key players
• A chargeable consultancy/short study
• A demonstration or event
• Closing the deal

Handling Objections

Objection

False Genuine

Clarify Empathize Test Return to Processing Vision Misunderstanding Disadvantage Confirm that Objection is Resolved

Closing the Call

• Outstanding Questions
• Summarize
• Compelling Reasons to Act
• Unique Business Value
• Key Selling Messages
• Gain Commitments to Next Steps
• Who, What, When
• Thank Your Audience

Example - Preparation

• Customer: William Shakespeare
• Famous Playwright
• Owner of Globe Theatre
• Product
• Mechanical Pencil
• Objective
• Sell a Pencil