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 Develop Evaluate Evaluate Recognize Business Decide Options Environment Need Strategy Customer Agreement/Alignment Vendor Selling Process Develop Establish Understand Articulate Account Buying Close Sale Customer Benefits Plan Vision
Sales Call Model Preparation Open Handle Objections Needs Propose Close
Preparing for the Call • Research • What we need to know about the customer, the industry, and our 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 Active Need An existing, unsatisfactory or … of which your client is unacceptable situation … 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 Pain Reasons Impact Capabilities What is causing Who else is How can you fix Open this (pain) impacted? this problem? What if How much do you What impact does (capability vision)..? Control think (pain) is this have on them? How much do you costing you think you could save? You’re saying that So, if you could So, the reason for division B would (capability vision) then Confirming your pain is … and save $Y if you could you could (achieve it’s costing you $X? solve this problem? goal) and save $Z 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 Clarify Empathize False Test Return to Processing Vision Genuine 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
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