1. Solution selling made easy
Presentation to marketing – Jan 04 1

2. Opening the Door
 You need a Key or you need to Knock!
 What key?
 Customer pain/need is one key!
 Great products, services, solutions and references are others!
 There are a bunch sometimes you must find the right key!
 How to knock?
 8h00 to 9h00 every day religiously
 Lists, past unhappy/current happy clients, “Competition Strong Holds,”
referrals
 Cross sell successful solution
Presentation to marketing – Jan 04 2

3. Good communication
 Listen to what customer wants and respond accordingly
 What you think they want is not always what they want
 Shoving you best selling products down throat not good
 Telling is not selling
 Ask open questions
 What do you hope to accomplish in the year ahead?
 How do you see yourself achieving this?
 How far are you down the line to achieving this plan?
Presentation to marketing – Jan 04 3

4. What questions work
 Do you have a need to cut costs in your business?
 I have a full spectrum of solution that are proven to provide ROI, when can I
come around and share with you? Monday at 10 or Wednesday at 2?
(alternative close)
 What are your top 5 priorities for this year?
 I have a solution to help you accomplish your goals, when would be best for us
to meet Monday at 10 or Thursday at 12?
 What are you biggest challenges?
 I have a solution that will help you to over come those challenges? (alternative
close)
 Is it important to control your sales team’s activities?
Presentation to marketing – Jan 04 4

5. Find out where too!
 Magic question, “Where do you want to go?”
 Once you know where the destination is
 Ask, what was done to get here?
 Working backwards from the destination too NOW
 Offer solution to get customer to end point!
 There are two points in sales
 Here and there!
 Your objective is to get them from here to there! Adding value
Presentation to marketing – Jan 04 5

6. Keep it in the now
 What dose it mean to keep it in the now?
 Customer objections keep it in the now!
 Example, “your predecessor was useless!”
 Reply, I am not!
 Example “customer service is poor!”
 Reply, “thing have changed now!”
 What do I need to do now to get your business?
 Golden rule with the now, “let customer vent the past!”
Presentation to marketing – Jan 04 6

7. Sell Benefits
 Once end point is established and potential solution decided
 Sell your products benefits
 Push home why yours is better then competition
 Your products, service, staff, technological advantages, ROI
 You must have good product and technology understanding
 You must also understand customers business
 Your understanding and knowledge effects customers
confidence
Presentation to marketing – Jan 04 7

8. Follow thru!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
 Nothing more important in sales than follow thru!!
 Do what you say you will do!!
 Make the difficult calls first!!
 Build trust, honor and reliability at all cost
 Don’t highlight your companies weakness
 Rather highlight its strengths
 You must compensate for these weakness (Thru Service)
Presentation to marketing – Jan 04 8

9. Always be closing
 Always look for the opportunity to close
 Just because things are going well in a call doesn't mean you have made the
close
 Even in long sales cycles close each meeting off
 Go through all action point necessary
 Get customer nodding to all you have agreed upon
 If customer likes you you're half way there
 If a customer trusts you this is hard to lose
 Closing can be as easy as asking for the order
Presentation to marketing – Jan 04 9