Lesson Category: Alignment Talk with the CEO

Purpose To provide checklist items to help to close the sales Reinforce negotiation techniques and tools to enable the final sale Focus on the conversation and provide conversation techniques and checklist items Reinforce habits of negotiation to adopt the perspective of the prospect (not yours of WRS) Provide homework to help build the WRS Sales …

Alignment Talk XXX: Solution Sales Framework Part VIII- Avoiding a BlackHole Read More »

Note: Will ask Cass for the PPT copy Purpose Anatomy of Successful Sales: Contact presentation and asking for the signature presented by Dave Beatty. Common bad behaviors Un-Common good behaviors Deliver the Paperwork “Why don’t I have it back yet?” How to learn more.

Purpose Presenting WRS Offering/Services that fits solution model already proposed Empathetic listening and asking questions that will bring sales objections into the open Addressing directly the likely reasons for “No” Next, Closing the Sales. Contract presentation and asking for the signature presented by Dave Beatty

Note: PPT ask Cassandra again Purpose To articulate what we aspire the WRS Brand to represent Connect our actions, commitments and client perceptions to our brand Recent case-study from ENT Connect how brand influences inside sales, outside sales and all sales Go forward action plan to cultivate our brand

Purpose Consider and communicate WRS structure in analyzing data to the frame problem Consider and communicate WRS structure in presenting a solution framework. Importance of sharing a common narrative story.

Purpose Previous step: Credibility, Practice Goals, Understand Cognitive biases and how framing (anchoring/substitution bias) is used in the Solution Sale Showing objective data and asking structured questions based on that data Frame problem and what a solution would look like.

Purpose Credibility Why this is important? Behaviors that foster credibility Behaviors that undermine the credibility Practice Goals How to establish a relationship from the start focused on achieving practice goals and realizing value for the practice. questions to ask that will frame a set of prioritized goals Creating a set of prioritized goals Creating a …

Alignment Talk XXIII: Solution Sales Framework Part II and Part III Read More »

Purpose Propose a simple framework for solution sales for WRS clients Provide a toolkit (checklists, presentations, artifacts) to foster a solution sale and assist WRS Consultants (who you are relative to client), Account Management (what you do)

Purpose Review the guidelines for the rating system for performance Articulate the value of stretch goals and the goals and the value of taking chances for the company Personal values motivates us to improve, to achieve, to fail and to grow.

Purpose Connect roles and goals to competencies Connect competencies to behavior Connect goals and behavior to feedback Review 4A guidelines for feedback Connect behavior to competencies Review how we review and self rate