Value Statements | Buyers & Buyer Types Objections, Competitors, & the Status Quo Implementation / Support (@ SALESQUALIA Customer Needs Stages of the Sale Key Metrics & Milestones Sales Map ‘Work Agreement / Economics Copyright ©2013 Salesqualia. Allrights reserve.Customer Needs Needs Analy the bass forthe sls proces- ths act lone places oui the problem fom the cet’ perspective and posntol view Is never bout you product your technology. the code you used. about slving clent needs Performing Needs Analysis ‘What is most and least important to the customer? How is this need fundamentally hnurting the prospect's business? How did you uncover this need? Did you verify thisneed with other individuals a the target client? (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Buyers & Buyer Types ‘Who is involved with this purchasing decision? ‘This includes the Economic, User, and Technical aspects ofthe purchase. Who are your Buyer Types? “Product Champions “Economic Buyers Technical Buyers “User Buyers Who are these people at your target account? How do you know? can you verify? ‘What isthe best way to establish a Ht Needs Analysis mecting with them? ‘Who can help you? Has your Product Champion ‘changed since your initial approach introduction? Do you have multiple Product, Champions? How can you develop multiple Product Champion? Who are your Detractors Antagonists? (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Value Statements [AValue Statement is nota Product Statement Wis not shout what your product does This about what customer needs your solution fs Spec toeach buyer ype ‘What quantifiable benefit does your solution provide for each Buyer Type? ie. Our CRM improves sles perfor~ ‘mance by increasing close rates by 35%. Define the specific Value Statements toaddress each of the Buyer Types, andhow your solution delivers on ‘one or more of the primary business drivers, | Prodi amps | Economic Buyers Technical Buyers User Buyers (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Competitors, the Status Quo, and Objections ‘What tex advantage at your soliton frst the prspet sexi id ‘Why would the prospect purchase a ‘compet produet? asthe cusiomer purchased competing prduc. cr ths anew Purchase? ‘What doe the customer perceive athe op tives calenges to iaplementing your product olen? he competion net ‘Whats the main reason your customer will NOT use your product? ‘What the primary antatd objection? What th paps telng you? ‘Why might the customer do nohing/tay ‘wth thestaas qua? Hw willyou tur postive buyers into Preduet Champion? How wil you ten aut buyersiato osive buyer? How will you neutralize detractors? (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Customer Needs - Part Il Needs Analysis isthe basis forthe sales process - this act alone places you in the problem from the client's perspective and. point of view. Is never about your product, your technology. or the code you used. It's about solving client needs Performing Needs Analysis How bas your assent of ensonte tods changed fir centage Bae Ie? Do your Value Statements address ‘each Customer Need? Js. path forming to work with each buyer individually and answer the prospects questions? (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Stages of the Sale 7 Leeds Analysis ‘2 Evaluation of Options 3.Resolution of Concerns 4 Implementation ‘Where can the sales conversation stall? Where has it stalled in previous sles opportunities? Why? How can you maintain control of the sales process to avoid stalls? How will you determine progress through each of these primary stages with the account asa whole, ‘and with each Buyer Type? (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Key Metrics, Milestones, and Objections How will you assess progress? Does ‘your client agree with these milestones? What ae the mutually agreed upon ailestones Business Deno ‘Tecnica Dono Parchase Opn & Ba Bet Tea Tex Metis Badger Reguest & Approval Contract roe Initaton Contason Invoice Date Aaivaton Date ‘Talning plementation Data ‘What action is your prospect taking that indicates progression ofthe ‘sales conversation? Infrastructure and systems integra tion necds Budget Guidance Approval Guidance ‘ditional options the prospect is considering (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Sales Map How have decisions lke this been ‘made inthe pas? ‘What is the process you will follow to reach implementation of your product? happen in reverse in order for you to begin client implementation? 1Year 1Quarter Month 1Week, IDay Hour IMinute Does the prospect agree with your process? Did you get the sign-off that your sales map is reasonable and that they will edhere tot? How does yoursales map incorporate Key Milestones? (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Customer Needs - Part Ill Needs Analysis isthe basis forthe sales process - this act alone places you in the problem from the clients perspective and. point of view. Is never bout you product your technology. the code you used. about slving clent needs Performing Needs Analysis How does your sales process a- dress your Customers needs after acknowledging Stages ofthe Sale ‘identifying Key Milestones, and developing your Sales Map? How will you approach each Buyer 45 pat of your Sales Plan? How will you identify and address ‘Competitors and Inertia while executing your sales plan? How will you structure an Implementation Plan after ‘evaluating the People and Process in your Sales Plan? (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Implementation & Support | How will you implement your product or service and how will you maintain a happy, served customer? +444 Framework: What will you ddo following the decision to pur- chase? T Minute After Hour After 1Dyy Week. Month ‘sare ven How will product be introduced to new users all at once, in stages, by fffice, by seniority, by teams. by managers? ‘What isthe chain of communication 3 sale? Do yous have a Client rector or a Customer Service signed? Is your customer support software tied to CRM Email? How will you know if there isa customer service issue? Do you have separate customer service contacts for technical, ‘non-technical, and billing? Who is responsible for each of these? (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Work Agreement & Economics ‘Now that you have a clear picture of Customer Needs Buyers and Implementation, how docs the work ecm capare the econo of your rlatnship> ‘Does the client require NDA. ‘Master Services Agreement (MSAI? How many seats are required? How will you deal with shared icenses? Audits? What ae the normal iling cles annual, quarterly, monthly ‘Where does your offered price sit relative to lit price? Are you offering a significant discount to the client? How will you recover discounted prices at time of renewal? Whose budget? (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.Customer Needs - Part IV ‘Nees Analysis the bas forthe sales process- this act alone places you inthe problem fom the cent perspective and pointof view Is never bout you product your technology. the code you used. about slving clent needs Performing Needs Analysis Does your service, process, limplementation, and economics address the Customer's Needs? How are the Customer Needs changing? How will they change next month? Next quarter? Next year? (@ SALESQUALIA Copyright ©2013 SalesQualia.Allrights reserved.