An Overview of the CallSource Prime Solution With Doug Chasick, CPM, CAPS, CAS, Adv. RAM, CLP Senior Vice President, Professional Services CallSource

The definition of insanity...

The CallSource Prime Solution Solution Value Gap The Prime Solution

Three Protocols 1.Value Maximization 2.Decision Acuity 3.Return Optimization

Three Protocols Value Maximization Delivering the highest possible level of value, impacting the customer at three levels of value: Product, Process and Performance.

Three Protocols Decision Acuity Disclosing what the customer must do to buy, implement and use our solution, we operate at the interactive level of decision-making (instead of reactive or proactive), which allows the customer to make an informed decision.

Three Protocols Return Optimization By providing implementation support, including tools, specific direction and assistance, and providing ongoing support to our customer, we enable our customer to achieve the greatest value and desired outcome for our solution.

The Five Barriers to Keeping Value Promises

Five Barriers 1. Relevancy When we define the value instead of delivering what the customer thinks is valuable. 2. Inflation When we dont talk about the TOTAL COST of buying, implementing and using the solution.

Five Barriers 3. Comprehension When the customer doesnt fully understand their problems and possible solutions. 4. Dilution When we compete on price because we treat our solutions as commodities.

Five Barriers 5. Implementation When the customer cannot get our solution to work as we promised and we blame the customer for faulty implementation. This could be cultural, lack of resources, lack of following directions/suggestions.

Whats In It For... –They get a customized solution for their particular problem, not a generic solution –They solve their problem –They get their moneys worth –They think we are great and recommend us to their friends

Customers buy... Outcomes - results Expertise Dependability Trustworthiness

The Classic Sales Model 1.Prospecting 2.Greeting 3.Build rapport 4.Need determination 5.Presentation 6.Closing

The Prime Solution Discovery

The Prime Solution Diagnosis

The Prime Solution Design

The Prime Solution Delivery

The Naked Sales Call What to bring Pens A pad A copy of the Diagnostic Questionnaire Your research on their company and its current performance.

The Purpose of the Sales Call 1.Validate our discovery process – is this a valid customer? 2. Establish rapport and trust.

The Purpose of the Sales Call 3. Ask diagnostic questions zero-based diagnosis When the right person asks the right questions in the right sequence, the customer will identify and own their problems, and want to change. No pain, no gain, no sale. The customer must own the problem and experience enough pain to make it worth the effort to change.

The Purpose of the Sales Call 4. Guide the customer to acknowledge, detail and experience their pain: –What is the problem? –What does the problem cost? –What are you doing about it? –What have you done about it in the past? –How is it/has it been working? –What else have you considered/tried? –What will things look like when the problem is solved?

The Purpose of the Sales Call Already Always Listening Ask, Dont Tell Questions! 80/20 Rule

WHEN THEY FEEL THE PAIN THEY MAKE THE CHANGE!