sales 3 red i - rogerweikers - sales redi.pdf · to provide a six step selling process for the...
TRANSCRIPT
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RED ISales 3
INTRODUCTION
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To provide a six step selling process for the sales professional’s selling arsenal
Objectives
To identify a sales professional’s competencies and provide intervention
techniques resulting in enhanced selling skills
To deliver probing methods to assist the sales
professional in determining and quantifying
key customer business issues
To provide methods to develop and
demonstrate FedEx solutions to address
the identified, relevant customer issues
To provide a selling method to identify
a customer’s barriers and process to
assist in breaking them down
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Why does FedEx
need SalesREDI?
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positive
interactions consistency
credibility
authenticity
trustloyalty
negative interactions
inconsistency
inauthenticity
distrustdisloyalty
Stairway to Sales
Heaven
& Hell
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FedEx Universe
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FedEx Universe
284
12+
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START QUALIFY CLOSE
What is Selling?
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RESEARCH
SalesRED3I
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SalesRED3I Cycle
Discover:
the customers
need(s)
Develop:
appropriate
solution(s)
Demonstrate:
FedEx Value
Engage:
the customer
Initiate:
the customers
solution(s)
Research:
the customer
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Impact that Research has on the subsequent SalesRED3I process
Three areas of Research
Topical area in the Research phase most often overlooked
Part of the W3 triad which contributes most to the call target
Main purpose of establishing a call target
Objectives
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The customer's business focus and the industry in which the customer
competes (its competitors, industry leaders, industry trends, etc.)
The customer's short and long-term goals
Identifying who the decision maker is
Information provided on the customer's web site
The competitor the customer is using
How the competitor services the customer
How FedEx can support the customer
Things to Consider
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Research Areas
Customer 33%
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What do I know?
What I do not know?
What do I need to know?
W3
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SWOT
Strength
Weakness
Opportunity
Threat
INTERNAL
EXTERNAL
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To initiate the business
and gain 10 packages a
day outbound from the
marketing department
Establishing Sales and Call Targets
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ENGAGE
SalesRED3I
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SalesRED3I Cycle
Discover:
the customers
need(s)
Develop:
appropriate
solution(s)
Demonstrate:
FedEx Value
Engage:
the customer
Initiate:
the customers
solution(s)
Research:
the customer
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Identify the components of the Engage phase
Differentiate between components of Engage:
Connect
Gain Interest
Establish Credibility
Identify the six buying motives
Differentiate between buyings motives and personal buying needs
Distinguish the differences between the four social styles
Identify the most complete purpose statement
Objectives
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?
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Connect
Establish Credibility
Gain Interest
3 Components
Connect
Establish
Credibility
Gain
Interest
Purpose
Statement
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First Impressions
When was the last time you were effectively
engaged with a sales professional?
What does 'Engage' mean to you?
Engaging the Customer
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CONNECT
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In what ways can we
connect with a customer?
Why is it important to build a
relationship with the customer?
Is it easy to connect?
Connect
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Eye Contact
Sense of Humor
Smile
Handshake
Show interest in customer's
interests
Find 'links'
Pay attention to body language,
tone of voice, inflection along
with other senses
Ways to Connect
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"Create a favorable 'link' between your
internal nature your core beliefs and
values to the external world where you
work and interact with others"
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ESTABLISHING
CREDIBILITY
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Credible means...capable of being credited or believed,
worthy of belief, entitled to confidence
It is the quality or power of inspiring belief or trust in a person
Can be compared to currency...allows you to buy more time
with the customer, peaks interests and commitment
Establish Credibility
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GAIN INTEREST
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What are some ways to gain someone's interest?
Why do people buy things? Reasons?
What is the difference between a need and a want?
Do people have personal reasons for buying?
Gain Interest
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BUYING MOTIVES
VS.
PERSONAL NEEDS
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1. Save Time
2. Save Money
3. Make Money
4. Enhance Image
5. Survive in the Marketplace
6. Peace of Mind
6 Universal Buying Motives
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Irrational
Emotional
Often not stated
Hard to pin
down or define
Difficult or
impossible to
substantiate
Personal Needs
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Buying Motives Personal Needs
Are directly
stated
Are usually
implied
Focus on
business results
Focus on
emotional wins
Rational Emotional
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PURPOSE STATEMENT
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Purpose Statement
Sets up the direction for the call
Gains the customer's interest
Helps establish credibility
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Social style is the behavior
one exhibits when
interacting with others.
Allows a sales professional
to adapt to the customer
and can help identify
benefits most likely
matching a customer's
personal needs
Social Styles
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1. Driver
2. Analytical
3. Amiable
4. Expressive
What are some adjectives that
describe these four social styles?
Four Social Styles
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The better a sales
professional can adapt
to his/her own social
style the better the
customer will respond
Adapting to Social Styles
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DISCOVER
SalesRED3I
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SalesRED3I Cycle
Discover:
the customers
need(s)
Develop:
appropriate
solution(s)
Demonstrate:
FedEx Value
Engage:
the customer
Initiate:
the customers
solution(s)
Research:
the customer
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Identify the key to gaining information from the customer
in the Discover phase of the process
Differentiate between situational and buying motive questions
Identify the utility of certain questioning techniques
Objectives
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Obtain
Knowledge
through:
Search
Inquiry
Observation
Discover
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Discover
What is an example
of your best question?
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Method One Attributes Method Two Attributes
Preplan and set
areas to seeGo with the flow
Visit pre-set spotsLet the current
speed and direction
Avoid obstacles
or slow spots
May miss
some scenery
Takes longerGets to the
end sooner
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TYPES OF QUESTIONS
FOR DISCOVER
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Situational Questions
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Buying Motive
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Open-Ended
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Close-Ended
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7% Words
38% Tone
of Voice
55% Body
Language
Communication
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Special
Needs
Operations
Automation
Products
pg.24 - 25
Taking Notes
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DEVELOP
SalesRED3I
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SalesRED3I Cycle
Discover:
the customers
need(s)
Develop:
appropriate
solution(s)
Demonstrate:
FedEx Value
Engage:
the customer
Initiate:
the customers
solution(s)
Research:
the customer
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Identify the activities specific to the Develop phase allowing
you to move to the Demonstrate phase
Identify Features, Benefits, and Relevance
Objectives
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4 Elements of Develop
Organize the
Information
Evaluate
and Resolve
Information
Gaps
Construct
the Solution
Determine
the Media
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What the customer
wants to accomplish
Any problems the
customer is having
Key phrases or words
the customer used
Corporate goal related
to the need
Decision process
Organize the Information
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What I do not know?
What is missing?
Does the information I
have make logical sense?
Can I answer who, what,
when, where, how, why
and how much?
Do I understand the
consequences to the
customer for not acting?
Resolve Information Gaps
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Type of Business
Audience
Location
Time Allotted
Social Style of Customer
Determine Media
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A fact about a capability of a product or service
Primary Features vs. Value - Added Features
Construct the Solution
FEATURES
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What the customer will gain as a result
of using a feature of a product or service
Construct the Solution
BENEFIT
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How a feature specifically applies to
the customer's need, buying motive
and/or personal need
Construct the Solution
RELEVANCE
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A calculation resulting in a specific number or amount,
used for comparison
Construct the Solution
QUANTIFICATION
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Feature + Benefits + Relevance + Quantification
= TOTAL SOLUTION
pg. 15
Putting it All Together
TOTAL SOLUTION
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DEMONSTRATE
SalesRED3I
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SalesRED3I Cycle
Discover:
the customers
need(s)
Develop:
appropriate
solution(s)
Demonstrate:
FedEx Value
Engage:
the customer
Initiate:
the customers
solution(s)
Research:
the customer
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Quantify total cost using data provided
Differentiate between hard and soft costs
Identify the key function of the Demonstrate phase
Objectives
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TOTAL COST
ANALYSIS
take out pg. 5 – 6 – 7
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Shipping
Package average of five pounds is applied to all shipments ($38.25)
Soft Costs
Client receives 3 calls/day to track packages
Customer service agent wage = $20/hr
Customer service agent sells when not doing customer service duties
Customer service agent generates $10,000/week in sales
Profit margin is 16%
Reduction/Savings/Svc Level
New package design will reduce claims by 50% if used in the FedEx system
External package consulting fee for 16 hours would be $1,600
Four claims per month results in an average of 48 claims per year
Satisfaction Guarantee refund equals $100 per damage package
ABC will lose one out of every five customers who experience one late shipment
Average customer spends $8,000 per year with ABC
Assumptions:
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Value Proposition
Value
Proposition
FEATURES
BENEFITS
RELEVANCEQUANTIFIED
VALUE
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Customer Centric
Quantify Value
Use of Proof Source
Value Proposition
Competition
Change
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Hard Costs: can be quantified and are
factual - not open to interpretation
ex: salary, rent, and rate sheets
Soft Costs: a result from inefficiency
or other variables open to interpretation
ex: lost productivity
and cost of lost orders
Hard vs Soft Costs
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Identify costs:
HARD
SOFT
Read ABC Scenario
Quantify the FedEx
Value Proposition
ABC Total Cost Analysis
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INITIATE
SalesRED3I
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SalesRED3I Cycle
Discover:
the customers
need(s)
Develop:
appropriate
solution(s)
Demonstrate:
FedEx Value
Engage:
the customer
Initiate:
the customers
solution(s)
Research:
the customer
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WHAT DOES
"INITIATE"
MEAN
TO YOU?
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Initiate
Initiate
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Obtaining a follow-up sales call
Initiating next steps to gain the business
Initiating a new solution at an existing customer
Tying one end of a call to another
Initiate
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Summarize need,
Solution, and Benefit
Confirm Customer
Agreement
Ask the Customer to
go to the Next Step
Three Steps to Initiate:
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Employee 2.0
Customer Experience
Purple Promise
DIA
TD
TS
MOT
Touch Points
GSMART
iSell
1Source
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The Initiating Phase
can be intimidating
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Plan, coordinate,
communicate and act
Pick-up and operations
Automation
Pricing
Training and/or job aids
Any special arrangements
Should be there on the
first day of shipping
Sales is Responsible for
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Typical Sales Cycle without SalesREDI
Visited Qualified Call Back Sale
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Typical Sales Cycle with SalesREDI
Visited Qualified Call Back Sale
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BARRIERS
SalesRED3I
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SalesRED3I Cycle
Discover:
the customers
need(s)
Develop:
appropriate
solution(s)
Demonstrate:
FedEx Value
Engage:
the customer
Initiate:
the customers
solution(s)
Research:
the customer
![Page 88: Sales 3 RED I - rogerweikers - Sales REDI.pdf · To provide a six step selling process for the sales professional’s selling arsenal Objectives To identify a sales professional’s](https://reader034.vdocuments.us/reader034/viewer/2022050621/5ad45ec37f8b9a48398c40b4/html5/thumbnails/88.jpg)
Differentiate between using SalesRED3I to remove
barriers and using it as a selling process
Identify the reasons a customer may raise a barrier
Objectives
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Sometimes barriers are easy to resolve
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Objections are an important part of the sales process.
Objections are simply a customer looking for more information.
Handle the objection and you will make the sale.
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WHY DO
CUSTOMERS
RAISE
BARRIERS?
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Maybe they
misunderstand
what we are trying
to sale them
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HOW DO
BARRIERS
MAKE YOU
FEEL?
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As soon as you spot disappointment or barriers
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TO OVERCOME BARRIERS, USE THE
SalesRED3I PROCESS
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Research
to anticipate
the barriers
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Engage
Connect with the
customer and
acknowledge
the barrier
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Discover
Ask and actively listen until the
barrier is fully understood
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Develop
an appropriate solution
to remove the barrier
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Demonstrate
the solution that removes
the barrier
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Initiate
Bend over
backwards, and
confirm the
barrier has been
removed
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Place the responsibility on the customer's shoulders
as a form of appeal for clarification as to why
the proposal is not acceptable
Thank the customer and then apologize. The customer won't
understand the need for an apology and will likely question you.
Explain that you believe you offered the right solution,
but you must have missed something.
Ask the customer to identify what was unconvincing
about the offered solution. Chances are the
customer will identify a barrier that was left spoken,
giving you another chance to address
the customer's concerns and
win the sale
Breaking Down Barriers