Honeywell sales trilogy

Download Honeywell sales trilogy

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The Trilogy of Sales. Training developed by Miguel Mejia for Commercial Executives.

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<ul><li> 1. Miguel Meja, MBA</li></ul> <p> 2. The Trilogy of Sales1. The Buyer2. The Seller3. The Deal 3. http://security.honeywell.com/clar 4. Concept 1: The Buyer The Person VITO SEYMORE http://security.honeywell.com/clar 5. Concept 1: The Buyer The Person VITO President Owner ???http://security.honeywell.com/clar 6. Concept 1: The Buyer The Person VITO Only VITO canveto any decisionat any level withinthe company.http://security.honeywell.com/clar 7. Concept 1: The Buyer The Person SEYMORE IT Manager Security Manager ???http://security.honeywell.com/clar 8. Concept 1: The Buyer The Person SEYMORE IT Manager Security Manager ??? Can influence No decision powerhttp://security.honeywell.com/clar 9. Concept 1: The Buyer The Person Always try to talk to VITO http://security.honeywell.com/clar 10. Concept 1: The Buyer The Person TheOrganization Family (Residential)http://security.honeywell.com/clar 11. Concept 1: The Buyer The Person TheOrganization Family Company (Commercial) http://security.honeywell.com/clar 12. Concept 1: The Buyer The Person TheOrganization Family Company Governmenthttp://security.honeywell.com/clar 13. Concept 1: The Buyer The Person The Organization The Needhttp://security.honeywell.com/clar 14. Concept 1: The BuyerSPIN Probing Situation http://security.honeywell.com/clar 15. Concept 1: The Buyer SPIN Probing Situation Have there beenburglaries in yourneighborhood? ???http://security.honeywell.com/clar 16. Concept 1: The BuyerSPIN Probing Situation Problem http://security.honeywell.com/clar 17. Concept 1: The BuyerSPIN Probing Situation Problem How do you feelabout theinsecurity? http://security.honeywell.com/clar 18. Concept 1: The Buyer SPIN Probing Situation Problem Implicationhttp://security.honeywell.com/clar 19. Concept 1: The BuyerSPIN Probing Situation Problem Implication How much have youlost due to theft? http://security.honeywell.com/clar 20. Concept 1: The Buyer SPIN Probing Situation Problem Implication Need-Payoffhttp://security.honeywell.com/clar 21. Concept 1: The BuyerSPIN Probing Situation Problem Implication Need-Payoff Would you consider a solution toreduce loss by 60%? http://security.honeywell.com/clar 22. Concept 1: The BuyerSPIN Probing Situation Problem Implication Need-PayoffDo not offer any solution or system until aNeed-Payoff question has been answered. http://security.honeywell.com/clar 23. Concept 1: The Buyer SPIN Probing Situation Problem Implication Need-PayoffSo far, no system nor solution has been offered.Only needs have been discovered.http://security.honeywell.com/clar 24. Organice your WorkIdeal Prospect Profile:Your Best Customer http://security.honeywell.com/clar 25. Organice your Work CANDIDATE: Potencial Customer, complies withIdeal Prospect Profile, but has not bought yet.http://security.honeywell.com/clar 26. Organice your Work CANDIDATE: Potencial Customer, complies withIdeal Prospect Profile, but has not bought yet. PROSPECT: Potencial Customer, complies withIdeal Prospect Profile, already contacted by thecompany or by myself, but has not bought yet.http://security.honeywell.com/clar 27. Organice your Work CANDIDATE: Potencial Customer, complies withIdeal Prospect Profile, but has not bought yet. PROSPECT: Potencial Customer, complies withIdeal Prospect Profile, already contacted by thecompany or by myself, but has not bought yet. CUSTOMER: Productive, buys and/or giveleads.http://security.honeywell.com/clar 28. Get ReadyCandidates(Use yourIdeal Prospect Profile) Prospects Customershttp://security.honeywell.com/clar 29. Get ReadyCandidates(Use yourIdeal Prospect Profile) Prospects Customershttp://security.honeywell.com/clar 30. Get ReadyCandidates(Use yourIdeal Prospect Profile) Prospects Customershttp://security.honeywell.com/clar 31. http://security.honeywell.com/clar 32. Concept 2: The Seller The Person Acronym with your name Musician Intelligent Great Unique Lifehttp://security.honeywell.com/clar 33. Concept 2: The Seller The Person The Company Diferenciators http://security.honeywell.com/clar 34. Concept 2: The Seller The Person The Company The Product Featureshttp://security.honeywell.com/clar 35. http://security.honeywell.com/clar 36. Concept 3: The Deal Needs Solutions (Benefits)Each Benefit must be tied to a Need 37. Concept 3: The Deal The Language Seymore - Tech VITO - BenefitsTimePenaltyPrizeEach Benefit must be linked to a Need 38. Concept 3: The Deal BENEFIT Prize: Reduce store late openings Penalty (that will be avoided): No supervision costs Time frame Starting next monthhttp://security.honeywell.com/clar 39. Concept 3: The Deal You can reduce service calls in 75%, without sacrificingcustomer delight, starting next month. Increase your sales in 50%, while reducing yourMarketing expenses in 25%, within 90 days afterimplementing my solution More examples? http://security.honeywell.com/clar 40. Concept 3: The DealAn objection means: I need MORE REASONS TO BUY FROM YOU1. Listen2. Pause3. Show Empathy4. Solve!http://security.honeywell.com/clar 41. Concept 3: The Deal Referrals Everybody knows somebody We refer other people similar to ourselves (VITO and SEYMORE) 42. Concept 3: The Deal Referrals Everybody knows somebody We tend to refer other people similar to ourselves (VITO &amp; SEYMORE)Therefore, ask for leads, preferably from VITO 43. Concepto 3: La Negociacin ReferralsAsk for leads, from VITOUse 3-Part-Benefit tool Mr VITO, would you whare with me the name of onecolleague of yours, who mighe be also interested in reducinginternal theft by 60%, saving $10 k annualy in supervision? 44. BibliographyPlus the complete Tony Parinellos collection http://security.honeywell.com/clar 45. BibliographyPlus the complete Neil Rackhams collection http://security.honeywell.com/clar 46. http://security.honeywell.com/clar 47. http://security.honeywell.com/clar </p>