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Escritos de Diego Bartolomé para acompañar a la vida

Posts Tagged ‘Let’s get real or let’s not play

The ORDER model

For successful business development, the authors propose the ORDER model. I’ll share here some useful tips I found, although there are many more in the book Let’s get real or let’s not play, as I mention in previous posts.

Opportunity: you can’t help somebody who has no perceived need.

Resources: you can’t help somebody with insufficient resources.

Decision Process: you can’t help somebody who cannot make a decision.

Exact Solution: proposals don’t sell, people do.

Results: how you solve creates more sales than how you sell.

20 Questions to qualify an opportunity

Opportunity

1. What are all the issues the solution is intended to address?

2. What lets you know it’s a problem?

3. How much is this costing your organization?

4. How will we know we are successful?

5. What is the payoff if success is achieved?

6. Who or what else is affected?

7. What is the big picture? What is important about your organization as a whole?

8. What has stopped your organization from resolving this in the past? What might stop your organization from achieving these results in the future?

9. Did I get it right? Did I leave anything out?

Resources

10. When are you hoping to get started with this project?

11. Do you have any thoughts about how we should divide efforts between your people and ours?

12. Have you established a budget for this project?

Decision Process

13. What are all the steps your organization will have to take to make a good decision on its own best interest?

14. What decisions get made in each step?

15. When will each step take place?

16. Who gets involved in each step?

17. How will the decision makers decide? What criteria will they apply?

18. How will decision makers decide among alternative solutions?

19. Who stands to gain or lose if this solution is adopted?

20. How committed are you personally to resolving this issue?

Meeting plan

End in mind: what to say, do, or decide.

Key beliefs: what shall be resolve to agree with the End in mind.

Proof/Action: what will we do to satisfy the key beliefs.

Questions: both sides.

Yellow lights: how we respond to potential stalls, doubts, concerns, or objections.

Next steps

Agenda

Written by Diego Bartolome

22/01/2013 at 23:46

Let’s get real or let’s not play

I’ve read this book and I think it gives useful insights for selling. I want to share a summary on how to initiate new opportunities.

In order to initiate new sales contacts, do fewer, but better, i.e. prioritize: invest 95% of your time on 5% of the prospects.

Then prepare, and get in-depth knowledge of the people and the company, with a business case hypothesis: potential issues, evidence, impact, context, constraints. Go to a meeting with a plan, always have a end in mind.

Personalize: it’s much better to get a referral than cold calling.

Practice, practice, and practice, especially to potential questions and yellow lights.

Pre-position: get agreement in advance for what will be a good use of time.

Written by Diego Bartolome

22/01/2013 at 23:31

Qualifying opportunities

I’m reading Let’s get real or let’s not play, a very interesting book on sales. One of the first chapters is about qualifying opportunities, and the authors give the following key questions to guide a conversation with a client:

  • What are all of the issues the solutions is intended to resolve? In what priority?
  • What’s letting you know it’s a problem?
  • What’s the impact on the business? Financial and intangible costs and benefits.
  • How would you measure success?
  • What is the payoff is success is achieved?
  • Who or what else is affected?
  • What’s the big picture?
  • What has stopped the organization from resolving this in the past?
  • Did I get it right? Did I leave anything out?

Certainly, a conversation with a potential client shall deal with all this!

Written by Diego Bartolome

14/01/2013 at 13:57

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