Our ULTIMATE Goal... Become the Prime Resource Active participants in our customer’s businesses. Committed to long-term growth relationships. Base recommendations on measurable problems and outcomes. Act as early warning systems for customers. Prime Resources stay close.
The Prime Solution is a self- closing sales approach. Understood and confirmed the causes of their problems. A good grasp of the consequences of the problems. Been shown the parameters of a high- quality solution. Understand the financial value of the solution.
The final phase of the Prime Solution is focused on two goals...
1.Successful completion of the sale. Formalizing sale
Deliver the proposal - a formal version of the Discovery Document. Technical specifications of the solution. Contractual details that go into the agreement. Summarizes all the findings we have developed. Leads the customer to change.
Write for the “invisible decision maker”. Convincing & coherent It’s a business report: Explain the problem List elements of solution PROPOSE solution Echo customer voice Enlist cast of characters “NO”Go for one last “NO”
1.Successful completion of the sale. Formalizing sale Delivering solution Implementing solution Risk & change management
2. Post sale relationship between the salesperson, the organization & the customer. Monitoring, correction and communication of solution outcomes.Monitoring, correction and communication of solution outcomes. Expansion of our business relationship & referrals.Expansion of our business relationship & referrals.
Delivering Value CUSTOMER Engineering CustomerCareAccountManager Training & ProfessionalServices RSM/ISR
It must be adaptable It must account for three primary elements: 1.Technology 2.Process 3.People Successful Change Management
1. Establishing clear sense of urgency 2. Creating guiding coalition 3. Developing a vision and strategy 4. Communicating the change vision Eight Fundamental Errors Undermining Change
5. Empowering broad- based action 6. Generating short-term wins 7. Consolidating gains and producing more change 8. Anchoring new approaches in the culture Eight Fundamental Errors Undermining Change
Next class: 5/1/06 Read pages 166 - 168 of The Prime Solution. Read pages 45 – 73 & 77 - 98 of Mastering the Complex Sale. Work on Questions!