1. The CallSource Prime Solution #5: Cost Design, Part 1 The CallSource Prime Solution #5: Cost & Design, Part 1

2. Today’s Agenda Your week in review Cost of the problem Design, Part 1 For next week...

3. Your Your week in review...

4. Diagnose Symptom identification Fact finding Estimation Prioritization Decision to change!

5. QUANTIFY the cost No time No expertise Too hard Afraid cost is Too high Too low

6. 1.Direct numbers 2.Indirect numbers 3.Lost opportunities Three Elements

7. Cost Quantification “Have you had a chance to put a number on... ?”“Have you had a chance to put a number on... ?” “What does your experience tell you... is costing?”“What does your experience tell you... is costing?” “Can you give me a ball park number as to what... costs?”“Can you give me a ball park number as to what... costs?”

8. Cost Prioritization “How does... Compare to the other issues you’re dealing with?”“How does... Compare to the other issues you’re dealing with?” “Does it make sense to go after a solution to... at this time?”“Does it make sense to go after a solution to... at this time?” “When you consider all the other issues on your desk, where does ____ fall?”“When you consider all the other issues on your desk, where does ____ fall?”

9. Design: The goal is to get the sales professional and customer working together to identify the optimal solution to the problems that were uncovered and quantified in the Diagnose phase - even if it involves alternative solutions offered by competitors. This phase is the "dress rehearsal" before the final presentation is made. It is here that many salespeople make the mistake of becoming an unpaid consultant.

10. Design Phase Goals Find the BEST solution. Manage expectations of our cast of characters. Determine methods and alternatives for achieving desired outcomes. Specify investment levels and timing. Create & align the solution. Minimize risk of change to customer.Minimize risk of change to customer.

11. What does the desired state look like – after the problem is solved? QuestionsQuestions More Questions!More Questions!

12. Design In Design, we specify and confirm the customer’s preferred outcomes and decision- making criteria; We DO NOT present solutions!

13. Design – 3 Risks Process riskProcess risk Implementation & operation Implementation & operation Performance riskPerformance risk Outcomes produced Outcomes produced Personal riskPersonal risk Is it working? Is it working?

14. Next class: 3/13/06 Re-read pages 94 – 99 & 172 – 177 of The Prime Solution. Re-read pages 127 – 144 of Mastering the Complex Sale. Write FIVE cost questions with drill down.