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PRONETS BLOG
 
Tuesday Tech Tip, January 28, 2014 Print E-mail
Tuesday, 28 January 2014 09:52

Developing Your Sales Pipeline: Selecting the Software

Last Tuesday Tech Tip we reviewed the Sales Process from Wikipedia listed as:

 

  1. Prospecting / initial contact
  2. Preapproach - planning the sale
  3. Approach
  4. Need assessment
  5. Presentation
  6. Meeting objections
  7. Gaining commitment
  8. Follow-up

 

We discussed the approach last week, and learned why it is so very important to the health of your business. However, to make sure that our approach actually leads to something productive and helpful to this potential client, we need to have a needs assessment ready to go.

The worst path is for your business to try and fit a client into your services, instead, your business should be discussing what the client actually needs.  Your organization’s assessment tool is a constant work in progress, seeking to glean and analyze the potential client’s challenges.  A sales person should be armed with this document or form because it helps the prospect talk about their challenges in detail; simultaneously, the form helps the rest of your team understand items discussed during the prospect interview. 

Vanderbilt University lists the 6 steps to designing an assessment as:

Steps in Designing an Assessment Plan

Step 1: Refer to or create mission statement for overarching guidance

Step 2: Specify the purpose, goals, and outcomes

Purpose - Why is this assessment being conducted? Generally, there are two primary purposes for assessment.

Improvement

Demonstrating Effectiveness

Goals – What are the higher-level desired outcomes contained within the mission statement? A manageable assessment plan will typically focus on three to five goals.

Outcomes – What are the measurable action statements that demonstrate achievement of the stated goals? There are two primary types of outcomes - operational outcomes and student learning outcomes.

Step 3: Plan for the delivery of outcomes

How will each desired outcome be achieved? A good exercise for considering the various points at which achievement of an outcome will be facilitated is completion of an outcome delivery map.

Step 4: Design or identify existing methods and measures

How will each outcome be measured? Assessment methods can be classified into two categories:

Direct Measures – Direct assessment measures require individuals or entities to demonstrate their knowledge, skills, and/or a behavior that reflects achievement of the stated goal.

Indirect Measures – Indirect assessment measures rely on individual perceptions to determine if a goal/objective has been achieved.

Step 5: Plan for the implementation of the assessment process

Who will be responsible for doing each step in the evaluation process? What will be the timeline for implementation? What other programs/offices will be assisting with the evaluation process? Who will be participating in interpreting the data and making recommendations and decisions?

Step 6: Plan for the communication of results

How will assessment findings be shared with relevant audiences?

For a more polished presentation of your assessment tool, check out these tools:

  • Adobe Form Builder
  • Formsite.com
  • Form.com
  • Google Forms (used with your Google Drive)
  • Formstack.com
  • Wufoo.com

 

 
 
Tuesday Tech Tip, January 21, 2014 Print E-mail
Tuesday, 21 January 2014 14:57

Developing Your Sales Pipeline: The Gifted Approach

Last Tuesday Tech Tip we reviewed the Sales Process from Wikipedia listed as:

 

  1. Prospecting / initial contact
  2. Preapproach - planning the sale
  3. Approach
  4. Need assessment
  5. Presentation
  6. Meeting objections
  7. Gaining commitment
  8. Follow-up

 

We discussed some of the software that can handle prospecting and the preapproach.  Today is a great topic, the approach. Whomever you select from your company to make use of the prospecting and preapproach information your company has worked hard to develop, that person makes the approach as a trustworthy representative of your company.  The gift of building trust is based on sincerity and a keen sense of variances in personality.  The approach is the true first impression, the relationship building portion of the process.  Once you are actually speaking with the potential client, you can employ  the system that describes personality types in four-letter acronyms, such as ESTJ or INFP.

  • Extroversion/Introversion – Look at how the person reacts as they speak: do they project themselves into the world, or do they keep their own thoughts as they converse with you?
  • Sensing/Intuition –  Look at how the person receives all information from the world: Do they rely on facts they can touch, see, feel, or do they see the big picture and intuit the next steps?
  • Thinking/Feeling – Look at the way they make judgments as they form trust: Is this person rolling over facts and digesting logic, or are they probing your character and sensing your objectives?
  • Judging/Perceiving –  How do they approach the act of judging: Does that person give you a sense of organization and order, or do they seem adaptable and flexible?

Once you have a sense of the type of person you are and the type of person you are speaking with, you can decide how to actually approach the person on the terms they are most comfortable and receptive to.  Each sales person must develop approaches that are true to themselves because sincerity reigns supreme.  If your intentions are false, if you are not there to help the client, you will not get passed the first five minutes of the relationship.

It is essential to remember all people buy based on emotion, then justified with logic.

Type of Approaches:

  • The Friend – Warm and friendly, this is a sincere approach that shows interest in the prospect by asking questions that connect each other.
  • The Guru – This is the expert, the problem solver.  This person is studied and can answer technical questions, committing time to study and keeping up with the changes within their industry.
  • The Consultant – A combination of the Friend and the Guru, this person is an expert with the person’s best interest in mind.  This requires all of the study of the guru and the practiced ability of building relationships.
  • The Networker – This is the added power house to all of the above.  This person is actively attending functions and building the company’s presence through word of mouth.  They focus on setting up a web of people, generating warm leads (people who are already familiar with the company services) and cultivating the next sale.

These are steps to developing a gifted approach moving towards a networking powerhouse of a consultant.  Each person within the company is capable of one form or another of these approaches, and it is intrinsic to the sustained growth of your company to see when to apply these concepts.

Check out how to judge your client’s personality and that of your sales by learning more here:

DISC

Jung Testing

 
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