1. Memex Sales Model Qualification Demo Preparation Project Team Demonstration Order Budget Dollars? Need? Authorized Project? Willingness to Proceed? Products Manufactured? Annual Revenues? # of Employee's? Early Adopter – Innovator? Goals? Room for Improvement? OEE, Current System? Capacity maximized? Agreement to Advance? Process Definition and Agreement Decision Makers Known? Financing / Funding? Timeline Each Step? Formal Reqmt's List? Budget Process? Evaluation Criteria? Each Step Defined? Process in Place? Commitment to Process Recap / Review Individual Business Issues Create Forms/Reports Develop Materials Load Sample Data Sample data/reports,etc. Plant Walk-through Confirm Attendee's Confirm Logistics Create Agenda Validate Requirements Prospect Survey Agreement to Advance Demonstrate Capability to Needs Determined in Need/Payoff Analysis Obtain Commitment that Issue is Resolved Agreement to Advance Follow-up With Each Attendee and Each Decision Maker to Identify Open Issues Develop Resolution to Each Issue Obtain Commitment that Issue is Resolved Agreement to Advance Complete Booking Package Complete Turnover Documentation Situation Questions Questions should lead you to following problem questions Ask questions from the Prospect Business Profile Ask questions to gain insightful information that will help you strategize the sales process for this account Problem Questions "What Problems are You Trying to Address?" Address Issues Specified in the Situation Analysis. Find Implied Needs Implication Questions Implications of Problems Specified in Problem Analysis. Continue Implication Questions to Exacerbate the Implications. Gain Agreement to Advance. Need - Payback Questions Determine What Happens if Problem/Implication is not Solved. SET THE CRITERIA (Cycle Back to Process Definition if Necessary). Make Implied Needs Explicit Implementation Planning Meeting / References Deliver the Solution/Begin Transition to Customer Review and Confirm Approval Process Review Need – Payoff Implications tied to Explicit Needs Confirm Financing Plans Review Potential Non- Standard Terms and Pricing with Sales Manager Review Final Contracts Before Presentation to Prospect D e l i v e r y / T r a n s i t i o n P h a s e Obtain Final Commitment to Purchase (negotiate) Need – Payoff Questions Implication Questions Problem Questions Situation Questions D I s c o v e r y P h a s e Comfort / Validation Confirm number of users, required services, additional interfaces or unique contract requirements Present Sample Contracts Purchasing Process Review Decision Criteria and Outstanding Issues Review and Confirm Need – Payoff Findings Create Final Contracts Closing Request List of Issues and Questions from Prospect for the Reference Coach Prospect Prepare Reference for Prospect Call / Visit Conduct Reference Visit Proposal / Cost Justification Collect Implementation Issues Conduct Implementation Planning Meeting Agreement to Advance Present Final Contract Conduct Turnover Meeting Create Cost Justification tied to Explicit Needs Present Cost Justification ROI Present Final Quotation Agreement to Advance Collect Signed Contract and Check Complete Prospect Profile Machine List Executive Meeting Agreement to Advance 66 55443311 2277 889910 Lead Generation; Telemarketing, Call-In, Web Site, etc. Webinar Timeline? Competing Projects? Business Pain? Utilization Tracking or MES? ERP? Budgetary Quotation ROI Analysis Confirmed? Confirmed ROI & Payback makes sense, agreed. Champion confirmed? Competition?