A debate rages in certain circles about whether selling is an art or a science. In order to scale and manage a sales operation, we need consistency and repeatability in sales execution; there are typically (if not always) certain aspects of a sale that we need to manage. As such there is a strong process component to selling, albeit that personal qualities such as empathy, innovation, tenacity and imagination will undoubtedly differentiate one sales professional from another. Here are 7 steps to giving your sales deals a MEDICAL

1. Give Your Sales Deals a
MEDICAL:
7 Easy Steps
From the Business Perspectives Series of
Sales & Marketing Advisories
for Small and Mid-Size Business

2. “
As your business grows you won’t be able to remain
personally involved in every deal.......
...... so having a common format and common
vocabulary to review sales opportunities becomes
”
essential.
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3. Why Sales Methodology?
Clear and consistent approach to every opportunity
A solid foundation upon which to make decisions
Accurate forecasting
Appropriate and accurate deployment of
resources, e.g.
– Technical staff
– Reference sites
Demonstrates sales professionalism
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4. What is MEDICAL?
A proven qualification approach to
sales opportunities
Powerful, structured 7 step
process
Enables consistent qualification in
every deal
Each element encourages focus
on individual areas of every sale
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5. MEDICAL: 7 Steps
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6. 1. Metrics
How will the customer measure
business value?
What benefit will your solution
Metrics
bring to their business?
– Staff productivity
– Reduction in costs
– Increased sales
– Greater return on marketing
investments
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7. 2. Economic Buyer
Who has authority to spend?
– Who holds the budget?
– Who signs off the spend?
Economic Buyer – Why would they....
Approve?
Block?
Have you engaged with ALL relevant
parties to:
– Understand the role they play
– Understand timescales & approval process
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8. 3. Decision Criteria & Process
Decision Criteria & Process
What specific criteria will be used
to assess solutions?
How will the selection take place?
– RFI
– Presentations
– Evaluations
Functionality – Matrices
Performance Who is involved and at what point?
Cost
Ease of Use
Vendor Reputation
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9. 4. Identify Pain
What is the prospect’s business pain?
How is it affecting their business?
Who benefits, personally, from solving this Identify Pain
issue?
– Users
– Board
– Customers
– Suppliers
– Partners
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10. 5. Coaches & Champions
Coaches help
– With qualification
Coaches & Champions
– Offering guidance how to proceed
Champions have influence
– And WANT you to win
Who are they?
When do you use them?
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11. 6. Alternative Solutions
With who - or what - are you competing?
Is there a ‘do nothing’ option?
Which other solutions are involved? Alternative
Where is the competition in the sales
cycle?
– Who is setting the agenda? You, the
customer or your competitor?
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12. 7. Leadership
How does your solution deliver more
value than any other?
Leadership How do you differ from the
competition?
– Where have you won before?
– Why?
What are your USPs?
Do you have references in the same
market sector?
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13. MEDICAL
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14. Qualification Gets You…
Identify and address weaknesses and threats
Accurate understanding of the DMU
Accurate understanding of selection process
Relevant and detailed CRM information
Accurate forecasting
Timely and relevant resource deployment
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15. “ “Having a process is a positive first step.
To ensure success underpin best practice
methodology with best practice technology.”
”
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16. Have you Viewed?
‘Qualify Sales Opportunities.
Win Sales Opportunities’
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17. Workbooks CRM from Workbooks
Online is helping small and mid-size
businesses drive best practice sales
methodology across the UK.
Contact us to take a look or take a test drive.
www.workbooks.com
+44 118 3030 100
talk-to-us@workbooks.com
Happy Selling!
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