The Selling Process - Individual Sales Closing Project Buying interest Negotiation Proposal Needs: An agreed need or inadequacy expres- sed in terms of time, less productivity or finance A desire for solution * Solution: Benefits of selected features Consequences The ideal sales proces in B2B sales: During the telephone appointment, you sell the meeting nothing else. Tell the customer that you may help him to save some money, and what area you are woring with. You can normally not make a B2B sale by telephone and you should not try. Start with short presentation of your company, and your products. Don’t go into details The important thing in the sales meeting is, that gain convidence from the customer. Prepare yourself before the meeting on internet, and by other sources so you know as much as possible about the customers situation. You do not want to waist your time during the meeting finding out what situation the customer is in. Control the meeting by asking questions, try to locate the problem the customer is facing, When you have found the problems, ask for the consequences of the problems. What happens if this problem remains unsolved...To the customer his company, his position.. Then you start describing your solution to the customer. Emphasize selected features (maximum 5 features) of your product and set them in relation to the problems that the customer has described. In this way you will be able to describe the benefits of your product. In marketing you are always trying to find benefits, but benefits are related to what problem you actually want to solve, (and what advantage your product has compared to the comptitors) Confidence Problems Opening Situation Time Phone Appointment Presentation of key messages

The customers decision process IMPLEMENTATION CHANGES OVER TIME RECOGNITION OF NEEDS RESOLUTION OF CONCERNS EVALUATION OF OPTIONS This is B2B sales process according to (I don’t remember) The sales process starts from the customer side when he start to recognize that he needs a new solution for a process or equipment. First he must recognize that his present process is outdated or not existing. (Recognition of needs) Then he goes out into the market for finding his options, are there products on the market, what can different competitors offer, what are the features and prices. Once he as selected 1-3 competitive solutions most customers get some concerns. Is the product really solving the problem? Can the supplier deliver at the time needed. What about price, is it possible to obtain discount.

Sales Process Customer confidence Purchase Order Recognition of Needs Resolutions of Concerns Evaluation of Options Contact Optimum The same sales process seen from the customer side. The sales man must know which phase the customer is in. If the customer is in resolution of Concern phase, you should not talk about the benefit of your technology, but rather focus on what are the concerns. (It may be regardin wheather you can deliver at a specific time, or bad talk from a competitor, or something else. During evaluation of options, you should be good at positioning your own product with respect to competitors. Know which benefits you have that the competitors does not, have. Give the customer a guideline of what to look for for selecting the right product. Time Purchase Order

Total Project process Tender Tender Order SAT FAT FAT First meeting (Site Acceptance Test) Suspect Tender Tender Order SAT Prospect Support Phase Project Phase FAT FAT First meeting First meeting Quote (Factory Acceptance Test) This looking at the project seen from your own (selling) company. Note that all projects starts at the first quote, this is where you define what you promise to the customer. While anybody can be suspect for a product, a prospect is somebody who has got funding and a need for actually buying the product (or service) you are selling. Preliminary Quote