Miguel Mejía, MBA

The Trilogy of Sales

1.The Buyer

2.The Seller

3.The Deal

http://security.honeywell.com/clar

• The Person• VITO• SEYMORE

Concept 1: The Buyer

http://security.honeywell.com/clar

• The Person• VITO

• President• Owner• ???

Concept 1: The Buyer

http://security.honeywell.com/clar

• The Person• VITO

• Only VITO can veto any decision at any level within the company.

Concept 1: The Buyer

http://security.honeywell.com/clar

• The Person• SEYMORE

• IT Manager• Security Manager• ???

Concept 1: The Buyer

http://security.honeywell.com/clar

• The Person• SEYMORE

• IT Manager• Security Manager• ???

• Can influence – No decision power

Concept 1: The Buyer

http://security.honeywell.com/clar

• The Person• Always try to talk to VITOVITO

Concept 1: The Buyer

http://security.honeywell.com/clar

• The Person• The

Organization• Family

(Residential)

Concept 1: The Buyer

http://security.honeywell.com/clar

• The Person• The

Organization• Family• Company

(Commercial)

Concept 1: The Buyer

http://security.honeywell.com/clar

• The Person• The

Organization• Family• Company• Government

Concept 1: The Buyer

http://security.honeywell.com/clar

• The Person• The Organization

• The Need

Concept 1: The Buyer

http://security.honeywell.com/clar

• Situation

Concept 1: The Buyer

SPIN Probing

http://security.honeywell.com/clar

• Situation• Have there been

burglaries in your neighborhood?

• ???

Concept 1: The Buyer

SPIN Probing

http://security.honeywell.com/clar

• Situation• Problem

Concept 1: The Buyer

SPIN Probing

http://security.honeywell.com/clar

• Situation• Problem

• How do you feel about the insecurity?

Concept 1: The Buyer

SPIN Probing

http://security.honeywell.com/clar

• Situation• Problem• Implication

Concept 1: The Buyer

SPIN Probing

http://security.honeywell.com/clar

• Situation• Problem• Implication

• How much have you lost due to theft?

Concept 1: The Buyer

SPIN Probing

http://security.honeywell.com/clar

• Situation• Problem• Implication• Need-Payoff

Concept 1: The Buyer

SPIN Probing

http://security.honeywell.com/clar

• Situation• Problem• Implication• Need-Payoff

• Would you consider a solution to reduce loss by 60%?

Concept 1: The Buyer

SPIN Probing

http://security.honeywell.com/clar

• Situation• Problem• Implication• Need-Payoff

Concept 1: The Buyer

SPIN Probing

http://security.honeywell.com/clar

Do not offer any solution or system until a Do not offer any solution or system until a Need-Payoff question has been answered.Need-Payoff question has been answered.

• Situation• Problem• Implication• Need-Payoff

Concept 1: The Buyer

SPIN Probing

http://security.honeywell.com/clar

So far, no system nor solution has been offered. So far, no system nor solution has been offered. Only needs have been discoveredOnly needs have been discovered..

http://security.honeywell.com/clar

Organice your Work

Ideal Prospect Profile:•Your Best Customer

http://security.honeywell.com/clar

Organice your Work

• CANDIDATE: Potencial Customer, complies with Ideal Prospect Profile, but has not bought yet.

http://security.honeywell.com/clar

Organice your Work

• CANDIDATE: Potencial Customer, complies with Ideal Prospect Profile, but has not bought yet.

• PROSPECT: Potencial Customer, complies with Ideal Prospect Profile, already contacted by the company or by myself, but has not bought yet.

http://security.honeywell.com/clar

Organice your Work

• CANDIDATE: Potencial Customer, complies with Ideal Prospect Profile, but has not bought yet.

• PROSPECT: Potencial Customer, complies with Ideal Prospect Profile, already contacted by the company or by myself, but has not bought yet.

• CUSTOMER: Productive, buys and/or give leads.

Candidates(Use your Ideal Prospect Profile)

Prospects

Customers

http://security.honeywell.com/clar

Get Ready

Candidates(Use your Ideal Prospect Profile)

Prospects

Customers

http://security.honeywell.com/clar

Get Ready

Candidates(Use your Ideal Prospect Profile)

Prospects

Customers

http://security.honeywell.com/clar

Get Ready

http://security.honeywell.com/clar

• The Person• Acronym with your

name• Musician

• Intelligent

• Great

• Unique

• Life

Concept 2: The Seller

http://security.honeywell.com/clar

• The Person• The Company

• Diferenciators

Concept 2: The Seller

http://security.honeywell.com/clar

• The Person• The Company• The Product

• Features

Concept 2: The Seller

http://security.honeywell.com/clar

http://security.honeywell.com/clar

Concept 3: The Deal

• Needs • Solutions (Benefits)

Each Benefit must be tied to a Need

Concept 3: The Deal – The Language

• Seymore - Tech •VITO - BenefitsBenefits

Each Benefit must be linked to a Need

PrizePenalty

Time

• BENEFIT

– Prize:Reduce store late openings

– Penalty (that will be avoided):No supervision costs

– Time frameStarting next month

http://security.honeywell.com/clar

Concept 3: The Deal

• ““You can reduce service calls in 75%, without sacrificing You can reduce service calls in 75%, without sacrificing customer delight, starting next month.”customer delight, starting next month.”

• ““Increase your sales in 50%, while reducing your Increase your sales in 50%, while reducing your Marketing expenses in 25%, within 90 days after Marketing expenses in 25%, within 90 days after implementing my solution”implementing my solution”

• More examples?More examples?

http://security.honeywell.com/clar

Concept 3: The Deal

An objection means: I need MORE REASONS TO BUY FROM YOU

1. Listen

2. Pause

3. Show Empathy

4. Solve!

http://security.honeywell.com/clar

Concept 3: The Deal

• Referrals–Everybody knows somebody–We refer other people similar to ourselves

(VITO and SEYMORE)

Concept 3: The Deal

• Referrals–Everybody knows somebody

–We tend to refer other people similar to ourselves (VITO & SEYMORE)

–Therefore, ask for leads, preferably from

VITOVITO

Concept 3: The Deal

• Referrals

–Ask for leads, from VITOVITO–Use 3-Part-Benefit tool

Mr VITO, would you whare with me the name of one colleague of yours, who mighe be also interested in reducing internal theft by 60%, saving $10 k annualy in supervision?

Concepto 3: La Negociación

http://security.honeywell.com/clar

Bibliography

Plus the complete Tony Parinello´s collection

http://security.honeywell.com/clar

Bibliography

Plus the complete Neil Rackham´s collection

http://security.honeywell.com/clar

http://security.honeywell.com/clar