1. B2B Sales Steve Lightstone May 8 2009

2. sales is...

4. the planned sales call

5. secrets to winning

6. sample questions

7. common language

8. next stepsknow what you sell ● manage your time● earn the right

9. how customers buy identify need plan projects research solutions plan implementation build business case decide short list select approve align with prospect needs ● accelerate buying process

10. market segmentation define yourICP identify low hanging fruit focus efforts ● maximize revenues ● speed time to $

12. activity is everythingorganize ● discipline ● align with prospect

13. qualification why buy? why buy now? why buy now from me? build business case watch for buying signals acquire information to win ● determine who is serious

15. forecasting / pipeline focus your efforts ● assist business planning

18. map portfolio to sales stagesgive prospects what they need to select you

19. the planned sales call lead with impact / benefits / value present credibility statement draw out needs understand relative impact of needs present solution / differentiators based on needs check for understanding handle objections close agree on next steps set reasonable objectives ● ABC

20. secrets to winning be human align with prospect’s needs seek quid pro quo be honest earn the right listen & ask ask the smart / tough questions exceed expectations help thembuild their business case there are no tricks ● be brutal with your time

21. sample questions why buy? why buy now? why buy now from me? why does that help you? why is that important? what is the business impact of doing this? what is the business impact of not doing this? what other solutions are you considering? how is the decision made? who makes it? if I do this for you, will you do that for me? how will this help? is that really important compared to this? what’s in it for you? what do you like about the other solution? what do you need in order to choose us? that seems contradictory, can you explain? what are the top three qualities you are looking for? if I understand you correctly....?

23. forecasts / pipelines

24. USP

25. elevator pitch

26. sales tools

27. quid pro quo

28. earn the right

29. business caseoptimize communications ● become a professional

30. next steps segment your market define yourICP define your sales stages fill your funnel build your objection library build your forecast articulate your differentiators plan & build your sales tools act sell smart ● think before acting ● don`t waste this

32. the planned sales call

33. secrets to winning

34. sample questions

35. common language

36. next stepsknow what you sell ● manage your time● earn the right