HANGOVER 3THE MEMOIRS OF A ‘NON-SELLER’

Sales is not about Selling…Its to make people buy

What we’ll (try to) cover today• Sales Cycle – The essentials, types of & ‘my perspective’

• Are you Selling OR Are they Buying – The Paradigm Explained

• Tips & Tricks - some tools which help, behaviour analysis, saying the right thing at the right time (to the right person) & (in the right manner)

Case Study – Retention skillsXYZ corporation, a global leader in hedge funds is looking to build an application which will enable easy depiction of trading data in the form of dashboards. Mark Knowles, their IT director is looking to retain an Indian IT company for this.He expects the shortlisted company to be ISO 9001 & SEI CMM Level 5 certified, having experience of having delivered at least 5 similar projects. The company should have minimum revenues of $100Million and the technology of choice would be J2EE with an ORACLE backend.

•Read the above message aloud•Minimize this window and try to write down as much of the above message as you can recollect (No Peeking!)

Sales Cycle – The essentials

The sales cycle is a series of steps that a

Typical vendor goes through to sell products/services

Typical Customer goes through to buy products/services

Sales Cycle – Is it Qualified???

• The 4 criterion to a filter the contract from the con artist… BOT+D

• The Basic 2– What is the need? (Offering Match)– When is the need? (Timeline Match)

• The Ballsy 2– How much money! (Budget Allocation)– Who’s the decider? (Decision Maker Match)

Sales Cycle – Types of

• Marketing led sales cycle• Product led sales cycle• Brand led sales cycle• ‘word of mouth’ led sales cycle• Services led sales cycle

Sales Cycle – My Perspective

The Question Theory• Who?• What?• Why?• How?• When?

Sales Cycle – My Perspective

Value Cycle Theory• ‘Pull’ Sales• ‘Push’ Sales• ‘Permeate’ Sales… Sales 2.0

Case study – Permeate Sales• ABC is a global Retail company headquartered in Houston Texas; it’s among the

fortune 500 list and a major player trading in New York stock exchange. Last week company announced its third quarter results. The profit fell down by 55 percent.

• The company's chairman Robert took control from Marsh who left the company after the results yesterday, becoming chief executive, after the company warned that core earnings will be between 5 percent and 10 percent below market expectations and slashed its dividend for the current financial year in half from 4.5p to 2.25p.

• The company which acquired a major company last year suddenly found it difficult to cope up this year which may be due to sudden melt down of US economy.

• However the company chairman said to investors in last week meeting that situation is under control and the company still has enough cash to not only survive but also go ahead with their plans to innovate and present enhanced services to their customers. Although he also indicated that there might me extra cost cutting and reduction in man power resources.

You represent an IT services company with expertise in analytics. You have 5 minutes in Robert’s calendar for a phone call. How will you make best use of it?

Sales Cycle – Jarring Jargon PROBECALL PLANNERSUSPECTPROSPECTLEADPROPOSALRFI/RFPSHORTLISTPRESENTATION, REVIEW & CLARIFICATIONNEGOTIATIONWINCONTRACTINGCOMMERCIAL MODELS

Are you Selling OR Are they Buying?

• Customer is GOD• Personal Agenda• Define a customer?

Are you Selling OR Are they Buying?

• Definition of a customer (Sales 1.0)– Best solution– Free– Yesterday– Forever

• Definition of a customer (Sales 2.0)– Right solution– Right Price– Right Time

Are you Selling OR Are they Buying?

• PERSONAL AGENDA– CATTLE LOGIC– WHATS IN IT FOR ME– WILL MY BOSS LOVE ME– WILL MY TEAM LOVE ME– WILL I LOVE ME– WILL MY FAMILY LOVE ME– WILL THE FUTURE LOVE ME

Are you Selling OR Are they Buying?

Tips & Tricks

• Call Planner• The value of ‘Right’• PID• Pipeline planner• Behavioral Analysis