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Microsoft
Partner Sales Challenges...
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Today's
Challenges are Real! |
Unquestionably,
you have the best Microsoft solutions in the industry, and the
technology teams to deliver them on-time and on-budget. Now, how do you
increase profitable sales in today's dynamic business environment?
Be
confident in your ability to effectively sell
Microsoft solutions in the current market conditions.
You
get a quality sales lead. How do you build it into a business
relationship with a new or existing account?
Your
not making just any initial sales call—your
making a first impression, one that will establish your business
relationship. Quality leads are hard to come by—don't
blow it.
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Do
you have the confidence and desire to succeed?
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Who
do you contact? When? By what means?
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How
do you deal with "gatekeepers?"
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What
do "they" want to hear? What is the "language" that
"they"
speak?
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How
do you build rapport? Generate interest? Establish credibility?
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What
questions do you need to ask? What should you never ask?
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How
do you respond to a question you can't answer? Who should go on the
call?
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What
are you trying to accomplish? What are the next steps?
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How
do you know if you were successful?
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Is
this business you can win? Should win? Want to win?
Some
say that selling is more art than science. Some expect you to learn
in the "school of hard knocks." Is there a better way? You
bet there is. More>
You've
been invited to "submit a proposal." Is there a sales process
that you can use to assess your chances of wining, give you a
competitive advantage, and result in revenue that is equates to the
value you provide?
If
you've been selling Microsoft solutions, you know that every client has
unique needs, expects different results, and values the solution in a distinct
manner.
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Have
you ever lost an opportunity because someone else had a
"better" solution?
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Do
your clients say your solution "costs" too much?
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How
do your clients make decisions? What are their decision-criteria?
Who are the initiators, the influencers, the recommenders, the
decision-maker?
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At
the end of the sales cycle, does someone who you never met before
show up and ask why they are "spending all this money?"
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Do
you know who your competition is? Does the incumbent have an impenetrable
advantage? Is the client just using you for your ideas or to gain
leverage with an existing vendor?
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When
you detect a problem—something
you have learned in the sales process is making you feel your
chances are diminishing—how
do you respond? How do you deal with difficult situations? How do
you ask the really tough questions?
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How
do you develop your proposal when you don't get to talk to the
"right" people? How can you find out what's budgeted, what
the client expects to spend?
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What's
the best way to "deliver" your proposal? How do you handle
it when a customer says "just send me a price quote."
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Are
you competing with a dysfunctional competitor—one
that is making "end of quarter deals?"
What do you do when your competitor is trying to "buy the business?"
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Does
your competitor have a cost advantage due to other business they are
doing with the client?
Are they the low-priced leader in the category?
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When
you ask your salesperson for the details of the opportunity, do they
have the answers to your questions? Do you feel they know what they
need to know for you to develop a winning solution?
Take
the guesswork out of selling. If you don't know the solution that exactly
meets your client's needs, you'll lose to someone who does. More>
It's
time for a "formal" presentation. Your champion has arranged
for the influencers, recommenders, and decision-makers to be in attendance.
Is there a presentation method that you can use to "seal the
deal?"
You've
spent a lot of time and money getting to this key point in the sales
cycle. You know that success is riding on the outcome of this
presentation. You need to deliver a knock-out blow.
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Have
you ever shown up for the presentation and been told that
"something came up, the decision-maker couldn't make it?"
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What
do you do when someone in the room (whom you just met for the first
time) gives you the feeling that you are "missing the
boat" completely?
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How
do you handle it when you sense you are losing one or more people's
attention? Or worse, what do you do when someone falls asleep?
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Do
you try to avoid presentations? Just don't feel comfortable? Never
had good results from them?
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Who
should give the presentation? How long should it be? How many slides
should you use and what should be on them?
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Is
it better to take questions during the presentation or save them
until the end?
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What
question are you hoping doesn't come up during the presentation?
What do you do when it does?
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What
is the purpose of your presentation? How do you end? What's the next
step?
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Have
you ever heard "great presentation, please send me a
copy," and then lost the deal? What happened?
Every
sales cycle will have "presentations," and you must use
them to maximum advantage—they
are "make or break"
moments
in the sales cycle. More>
The
Sales Team Checklist.
Assess your
sales team's performance improvement opportunity:
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Do
you have a performance gap in your sales team
with 20% or fewer of
its members generating 50% or greater of your sales?
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Is
sales productivity staying constant or declining?
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Are
you missing sales forecasts because of unexpected delays in the
sales cycle?
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Do
you have members of your customer-facing team (technical
consultants, customer and field service, administrative, or management)
that do not feel prepared to deal with customer sales.
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Based
on your historical closing rate, do you lack qualified prospects to
insure you beat your sales targets.
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Have
you lost a key customer to the competition?
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Are
you experiencing pricing pressure that is eroding your margins?
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Are
your salespeople having difficulty getting appointments with
decision-makers?
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Do
you know all you need to know—about your customer's needs, desired results,
decision-making criteria, and values—to propose a solution that
exactly meets their needs?
Whether
you are new or experienced, are in direct sales or sales support, have
attended your company or other sales training—if you answered
"yes" to some or most of these questions, you have a high probability of
being able to significantly and immediately increase profitable
sales by developing Sales Acumen.
Check
our upcoming training calendar
for a sales training workshop in a Microsoft city near you, or email or call (714)
612-1511 to discuss your situation further.
Request
a free consultation »
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