Download - Honeywell sales trilogy

Miguel Mejía, MBA

The Trilogy of Sales

1.The Buyer

2.The Seller

3.The Deal

http://security.honeywell.com/clar

• The Person• VITO• SEYMORE

Concept 1: The Buyer


• The Person• VITO

• President• Owner• ???



• The Person• VITO

• Only VITO can veto any decision at any level within the company.



• The Person• SEYMORE

• IT Manager• Security Manager• ???



• The Person• SEYMORE

• IT Manager• Security Manager• ???

• Can influence – No decision power



• The Person• Always try to talk to VITOVITO



• The Person• The

Organization• Family

(Residential)




Organization• Family• Company

(Commercial)




Organization• Family• Company• Government



• The Person• The Organization

• The Need



• Situation


SPIN Probing


• Situation• Have there been

burglaries in your neighborhood?

• ???


SPIN Probing


• Situation• Problem


SPIN Probing


• Situation• Problem

• How do you feel about the insecurity?


SPIN Probing


• Situation• Problem• Implication


SPIN Probing


• Situation• Problem• Implication

• How much have you lost due to theft?


SPIN Probing


• Situation• Problem• Implication• Need-Payoff


SPIN Probing



• Would you consider a solution to reduce loss by 60%?


SPIN Probing




SPIN Probing


Do not offer any solution or system until a Do not offer any solution or system until a Need-Payoff question has been answered.Need-Payoff question has been answered.



SPIN Probing


So far, no system nor solution has been offered. So far, no system nor solution has been offered. Only needs have been discoveredOnly needs have been discovered..


Organice your Work

Ideal Prospect Profile:•Your Best Customer


Organice your Work

• CANDIDATE: Potencial Customer, complies with Ideal Prospect Profile, but has not bought yet.


Organice your Work


• PROSPECT: Potencial Customer, complies with Ideal Prospect Profile, already contacted by the company or by myself, but has not bought yet.


Organice your Work


• PROSPECT: Potencial Customer, complies with Ideal Prospect Profile, already contacted by the company or by myself, but has not bought yet.

• CUSTOMER: Productive, buys and/or give leads.

Candidates(Use your Ideal Prospect Profile)

Prospects

Customers


Get Ready

• The Person• Acronym with your

name• Musician

• Intelligent

• Great

• Unique

• Life

Concept 2: The Seller


• The Person• The Company

• Diferenciators



• The Person• The Company• The Product

• Features



Concept 3: The Deal

• Needs • Solutions (Benefits)

Each Benefit must be tied to a Need

Concept 3: The Deal – The Language

• Seymore - Tech •VITO - BenefitsBenefits

Each Benefit must be linked to a Need

PrizePenalty

Time

• BENEFIT

– Prize:Reduce store late openings

– Penalty (that will be avoided):No supervision costs

– Time frameStarting next month


Concept 3: The Deal

• ““You can reduce service calls in 75%, without sacrificing You can reduce service calls in 75%, without sacrificing customer delight, starting next month.”customer delight, starting next month.”

• ““Increase your sales in 50%, while reducing your Increase your sales in 50%, while reducing your Marketing expenses in 25%, within 90 days after Marketing expenses in 25%, within 90 days after implementing my solution”implementing my solution”

• More examples?More examples?


Concept 3: The Deal

An objection means: I need MORE REASONS TO BUY FROM YOU

1. Listen

2. Pause

3. Show Empathy

4. Solve!


Concept 3: The Deal

• Referrals–Everybody knows somebody–We refer other people similar to ourselves

(VITO and SEYMORE)

Concept 3: The Deal

• Referrals–Everybody knows somebody

–We tend to refer other people similar to ourselves (VITO & SEYMORE)

–Therefore, ask for leads, preferably from

VITOVITO

Concept 3: The Deal

• Referrals

–Ask for leads, from VITOVITO–Use 3-Part-Benefit tool

Mr VITO, would you whare with me the name of one colleague of yours, who mighe be also interested in reducing internal theft by 60%, saving $10 k annualy in supervision?

Concepto 3: La Negociación


Bibliography

Plus the complete Tony Parinello´s collection


Bibliography

Plus the complete Neil Rackham´s collection

Download - Honeywell sales trilogy

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