SolutionSelling1Anewapproachtogenerateprospectsandnewbusiness.Abehaviorally-correcttechniquefordevelopingbuyerneeds,specifictoyourproduct,serviceandconcept.Anintegratedbuyer-qualificationmodelwhichtargetsaccesstopower,committeedecisions,andthenegotiationofthesalescycle.Aprototypefordevelopingsalestools,specifictoyourproductsandmarkets,whichenablessalespeopletosucceedimmediatelywhiletheygaintheexpertisetheywillneedlongterm.Asetoftoolswhichenablesmanagementtomanagepipeline,assignprospectingactivity,controlthecostofsales,andpredictfuturebusinessmoreaccurately.DiagnosticsandPowerBasedSellingTHETRADITIONALPROCESSSalesProcessOverviewDeterminecapabilitiesneededtomeetbuyervisionPresentofferingsBuyeracceptanceofofferingsMutuallyagreeonROINegotiateawin/winprofitableagreementImplementasagreed,measuresuccesscriteriaContinuetodeveloprelationshipUsesuccesstoleverageotheropportunitiesHighDifficultySellingSuperiorSellerBasicPrinciplesLatentPainVs.PainThreeLevelsofBuyerPainDefinitionofNeedsDefinitionofNeeds(con’t)ExamplesofNeedsTypesofApprovalComponentsofaSaleHowPeopleBuyAlignmentofBuying&SellingPhasesBuyingPhasesRiskObjectionsPainSheetPainSheetPainSheetJobTitle:CEOPain:ErodingProfitsReasons:MissedShipmentsOrganizational“PainChain”ExampleCaseStudy“PainChain”ReferenceStoryFormatReferenceStoryWhat’sItWorthtoReduceInventory?ValueMeasurementElementsPowerSponsorWhyChange?InterdependenceOrganizationalInterdependenceTransitiontoVisionProcessingTransitiontoVisionProcessingTransitiontoVisionProcessingTransitionQuestionExamplesTransitiontoVisionProcessingTransitionQuestionExamplesTransitiontoVisionProcessingTransitionQuestionExamplesNavigatingtheThreeLevelsofNeedThreeLevelsofNeedVisionProcessingPrompter-VisionCreationVisionProcessingModelThePowerBaseThePowerBaseThePowerBasePre-CallPlanningVisionReengineeringVisionProcessingPrompter-ReengineeringTagTeamRolePlayProofofVisionEnhancingtheBuyer’sVisionVisionProcessingTransitiontoBuyerQualificationNextFiveKeyThoughtsonDecisionManageme