Methods, Tools, and Skills
The Path to Win-Win in Business Alliances
NAPM Utah
Salt Lake City
14 January, 2010
Randy A. Wardwell
VP Sales Financial Services
Credit Solutions Group
Davis + Henderson LTD
Oxymoron or
Genius??!!
Procurements traditional, “preferred” approach to dealing with
salespeople
Methods
or
Process
To increase the
likelihood of success
It's all about standing out...
No process
No process
No process
No process
The disciplined,
process-oriented
professional
Why a
Sales
Process??
1.To Reduce Sales Cycles
2.To Improve Close Ratios
3.More Repeat Business
4.To drive to Win/Win
The Miller Heiman Sales SystemTM
Our Framework:
• To help clients uncover sales
performance and sales force
productivity issues; and
• To define, prioritize and track
improvement initiatives.
The Miller Heiman Sales SystemTM
Strategic Selling®
Strategic Selling® helps organizations and individuals
develop comprehensive deal strategies to win
complex sales.
Key ideas:
 Identify the elements of Strategic Analysis
 Develop an ongoing process for:
— Analyzing sales opportunities
— Setting effective strategies
— Managing and tracking sales objectives
 Common process and language to manage primary
sales opportunities
Miller Heiman Sales System
• Create Opportunities
 Manage Opportunities
• Manage Relationships
• People
• Reinforcement & Support
• Management Execution
Strategic Selling®
Key Focus of Strategic Selling®:
 Creating Single Sales Objective
 ID Red Flags
 ID All Buying Influences, Role, Influence, Mode and Rating
 Develop a Strategy for Each Buying Influence
 Gauge Your Competitive Position
 Create a Coach for the Sales Process
 Insure Access to the Economic Buyer
 Brainstorm an Action Plan
 Create a “Best Action Plan”
Win-Results
People Win in their own ways
Your personal Win is different from each Buying
Influence’s personal Win
Categories of Buying Influences tend to look for
similar business Results, but each Wins in a
personal way
Conceptual Selling®
Conceptual Selling® helps organizations and
individuals sell more effectively by aligning the way
they sell to the way their customers buy.
Key ideas:
 Develop a reliable individual and team process for
planning, conducting, and assessing sales calls
 Develop a communication that is focused on solving
the needs of the Buying Influence and what they are
trying to:
— Fix
— Accomplish
— Avoid
 Learn a common language for discussing sales calls
Miller Heiman Sales System
 Create Opportunities
• Manage Opportunities
 Manage Relationships
• People
• Reinforcement & Support
• Management Execution
Conceptual Selling®
Key Focus of Conceptual Selling®:
 Creating Single Sales Objective
 ID Red Flags
 ID Buying Influence’s Concept
 Craft Valid Business Reason for Each Call
 Build Best Action Commitment
 ID Minimum Acceptable Action
 Create Question Types & Sequences
 Build Credibility
 Test for Basic Issues
 Practice Joint Venture Selling
Joint Venture Sales Approach
• Joint Venture Selling is a
process that begins with:
• Understanding the Buying
Influence’s Concept
• Presenting your product,
service, or solution as it
relates to the Concept
Joint Venture Selling Process
Tools
To increase the
likelihood of success
Tools
• Research
Tools
•Strategy and Planning Tools
•Third Party Partnerships
Research Tools
Hoovers
Jigsaw
LinkedIn
Salesforce.com
Strategy and Planning Tools
• Blue Sheet
• Green Sheet
Miller Heiman Strategic Selling® Blue Sheet
What are we proposing
to sell?
What is our current
position?
Is the prospect a good
match for what we offer?
Who are the buying
influences, their roles,
openness to change,
and level of influence?
What does each
buying influence get
out of what I’m
proposing?
How do I rate each buying
influence, and how do I
know this is an accurate
rating?
What are those factors
that strengthen my
position, and what are
those things I need to
fix or neutralize?
What are some
possible actions we
could take to
strengthen our
position?
What information do we
need, and what are the
best actions to take, who
will do them, and when?
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Miller Heiman Conceptual Selling® Green Sheet
What is the customer is trying to
fix, accomplish, or avoid?
What we are proposing to sell?
Developing the proper
questions and sequence for
a productive sales call
Expected outcome of the sales call
Why the customer should
meet with you?
Differentiating your solution
Developing the proper questions
to move the sale forward
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Third Party Partners
Yodlee
IBM
CAST
Meta
Accenture
Oracle/Sun
Iontas
Skills
To increase the
likelihood of success
Skills
Listen, Listen, Listen (70/30 reversal)
Golden Silence
Do what you say you will
Tell the truth – always even when it hurts
Always look for their Win while
securing yours
Character Traits can become Business Skills
MAKE A
DIFFERENCE
Integrity
BRAND CORE VALUES
Thank You!!!