Give Your Sales Deals A MEDICAL: 7 Steps to Qualify New Business Opportunities
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Give Your Sales Deals a MEDICAL: 7 Easy Steps From the Business Perspectives Series of Sales & Marketing Advisories for Small and Mid-Size Business
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A debate rages in certain circles about whether selling is an art or a science. In order to scale and manage a sales operation, we need consistency and repeatability in sales execution; there are typically (if not always) certain aspects of a sale that we need to manage. As such there is a strong process component to selling, albeit that personal qualities such as empathy, innovation, tenacity and imagination will undoubtedly differentiate one sales professional from another. Here are 7 steps to giving your sales deals a MEDICAL
Transcript of Give Your Sales Deals A MEDICAL: 7 Steps to Qualify New Business Opportunities
Give Your Sales Deals a MEDICAL:7 Easy Steps
From the Business Perspectives Series of Sales & Marketing
Advisories for Small and Mid-Size Business
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As your business grows you won’t be able to remain personally involved in every deal............. so having a common format and common
vocabulary to review sales opportunities becomes essential.
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Why Sales Methodology?
Clear and consistent approach to every opportunityA solid foundation upon which to make decisionsAccurate forecastingAppropriate and accurate deployment of resources, e.g.– Technical staff– Reference sites
Demonstrates sales professionalism
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What is MEDICAL?
A proven qualification approach to sales opportunitiesPowerful, structured 7 step processEnables consistent qualification in every dealEach element encourages focus on individual areas of every sale
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MEDICAL: 7 Steps
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1. Metrics
How will the customer measure business value?What benefit will your solution bring to their business?– Staff productivity– Reduction in costs– Increased sales– Greater return on
marketing investments
Metrics
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2. Economic Buyer
Who has authority to spend?– Who holds the budget?– Who signs off the spend? – Why would they....
Approve?Block?
Have you engaged with ALL relevant parties to:– Understand the role they play– Understand timescales & approval process
Economic Buyer
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3. Decision Criteria & Process
FunctionalityPerformanceCostEase of UseVendor Reputation
What specific criteria will be used to assess solutions?How will the selection take place?– RFI– Presentations– Evaluations– Matrices
Who is involved and at what point?
Decision Criteria & Process
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4. Identify Pain
What is the prospect’s business pain?How is it affecting their business?Who benefits, personally, from solving this issue?– Users– Board– Customers– Suppliers– Partners
Identify Pain
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5. Coaches & Champions
Coaches help– With qualification– Offering guidance how to
proceed
Champions have influence– And WANT you to win
Who are they?When do you use them?
Coaches & Champions
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6. Alternative Solutions
With who - or what - are you competing? Is there a ‘do nothing’ option?Which other solutions are involved?Where is the competition in the sales cycle?– Who is setting the agenda? You,
the customer or your competitor?
Alternative
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7. Leadership
How does your solution deliver more value than any other?How do you differ from the competition?– Where have you won before?– Why?
What are your USPs?Do you have references in the same market sector?
Leadership
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MEDICAL
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Qualification Gets You…
Identify and address weaknesses and threatsAccurate understanding of the DMUAccurate understanding of selection processRelevant and detailed CRM informationAccurate forecastingTimely and relevant resource deployment
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“Having a process is a positive first step.To ensure success underpin best practice
methodology with best practice technology.”
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Have you Viewed?
‘Qualify Sales Opportunities. Win Sales Opportunities’
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Workbooks CRM from Workbooks Online is helping small and mid-size businesses drive
best practice sales methodology across the UK.
Contact us to take a look or take a test drive.
www.workbooks.com +44 118 3030 100
Happy Selling!
