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Sales Strategy Tool
Use-it Cases
ToolTips• Having an effective sales process even at the earliest stage is the best insurance that a company can have. There are a variety of sales processes, but most
follow the general phases described as follows:o Prospecting: How will you find customers or get leads? How will you identify sales opportunities? Remember this first phase just opens the door to
potential sales. You may close far less than 10% Many sales professionals call this “priming the pump”.o Qualifying: How do you know that the customer is interested in buying? Tire kickers can be time consuming and costly so you need a way to know what
your chances are to complete the sale.o Proposal: Will they buy? Some sales strategies refer to this phase as the ask. How will you put this all important question to your customer so that you
make “yes” the most likely answer? The only thing worse that a badly “asked for” sale is the “unasked for” sale.o Decision: How does your customer say “yes”? How do you make it as easy as possible for him or her? How do you quickly know and address (negotiate)
any objections that your customer may have so that you can close the deal?o Repeat Business: Once you have closed the sale, how do you increase the chances that you will get repeat business or an upsale? How do you smoothly
hand the customer over to other members of your team to complete the service if that is necessary?• The next step is indeed the all telling test question! Do you know the steps your customers go through to get to that all important sale? Understanding
your customer ‘s buying process from how he finds out about your product to how he pays for it is crucial! •Your next task is to think through the activities you will be able perform during each one of these phases and who and how they will be accomplished.• Next, think about how you will know that each phase is successful. If the activities or steps that you’ve defined do not lead to that goal, you need to rethink
those steps• The final effort is significant, but it turns your sales strategy into a repeatable process and presents a professional impression of your business to your
customers. What tools or job aids do you need to complete the activities in each phase? What collateral do your sales reps need? If you are fortunate to have an experienced salesperson on your team, what do they use and how can you replicate those tools for your other sales reps?
For Strategic Planning For Communication
When you want to think through how you will attract customers and sales. When you want to quickly communicate your sales process.
When you need to identify where the gaps in your business model are. Personalize this model to use in your investor pitch
Case Study: TowerCare TechnologiesTowerCare Technologies provides centralized, consolidated, and highly adaptive process applications for long-term health care and nonprofit organizations. Their applications, are built upon a proprietary work-flow and people-centric architecture, enable customers to achieve productivity improvements of over 40%, increases revenues, decrease expenses and meet new security and privacy goals.
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Sales Strategy Tool
Sales Strategy & Process
CUSTOMER BUYING PROCESS
Implement and evaluate success
NegotiateEvaluate optionsIdentify business needs
Determine requirements
JOB AIDS
Prospecting Qualifying Proposal Decision Repeat Business
Probe and assess needs with decision-maker
Create a buying vision that maps product/service to business needs
Asses potential, including revenue forecast and internal dependencies
Initial sponsor identified
Buying vision and access to decision-
makerOUTCOMES/GOALS
SOLUTION SELLING SALES PROCESS
STEPS
SALES PROCESS ACTIVITIES AND
MILESTONES
Generate new prospects (via referrals, networking, trade associations, conferences)
Look at existing customer base for opportunities
Identify decision-maker within target company
Create an evaluation plan to demonstrate to decision-maker your ability to meet their business needs
Ask for the business
Issue the proposal
Negotiate terms and conditions
Close the sale
Complete the work (deliver the product/service)
Follow-up with the customer
Value demonstrated and proposal
submitted
Signed contract Satisfied customer (repeat business,
reference)
Business Development Prompter
Customer Reference Story
Selling Points Presentation
Competitive Points List
Product/Service Benefit Statement
Follow-Up to Product/Service Sales Call (formal)
Follow-Up to Product/Service Sales Call (informal)
Product/Service Evaluation Plan
Rebuttals to Negotiation Roadblocks
Give-Get List for Negotiation Tradeoffs
Negotiation Tracker
Product/Service Satisfaction Tracker
Sale Follow-Up Letter
Phase 1 Phase 2 Phase 3 Phase 4 Phase 5
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Sales Strategy Tool
Phase 1 Phase 2 Phase 3 Phase 4 Phase 5
Prospecting Qualifying Proposal Decision Repeat Business
Customer Buying Process
Sales Activities & Milestones
Outcome & Goals
Job Aids