Thank you for downloading this sales process.

This was created for a specific customer that has allowed

me to share it with others. This is a simple process that drives proper sales behavior by simple analysis
of any opportunity.

When developing this process, I used my guiding principles.

1. Keep it simple
2. Any work required by the sales person actually helps drive the sale, that way it will be used.
3. Management inspection needs to be very quick, and simple, so it is used.
4. The process drives to improve sales, forecast accuracy, and sales behavior.

Feel free to reach out to me with any questions on this process. Or, if you have specific needs this
process does not address, I can help adapt it to your requirements.

Dave Monty
dave@huntingwithtrust.com
919-673-9662
 Buyer Cycle
Existing Relationships Determine Requirements - Latent Pain Evaluate Purchase
Customers make emotion decisions for logical reasons - Customers buy from YOU, then your company, then your product.
Customer's will always drive for fewer
vendors. Every customer has a project they Buyer concerned with Solution. Risk is
Number 1 complaint of buyers; Vendor does not
are working on today. Every customer is increasing due to time spent. If Buyer's largest concern at this stage is
understand my business. Customer is defining needs.
planning 1,2,3 years in advance. Every customer is spending time with you, Risk; cost is second most imporant. Weak
Customer wants to be heard, wants to talk about pain.
customer has IT infrastuture in different stages positive buying signal. Need is still negotiation is viewed as possible
Buyer Concerned with Cost and Need. Customer is not
of depreciation. Every customer has important but is a decreasing in devaluation of solution; not comforting to
concerned with your solution this early in the buying
maintence contracts. Number 2 complaint of concern. Cost is least important at this the buyer as risk is largest concern.
cycle.
sales people - Existing vendors do not bring stage.
ideas to table.

Sales Cycle
First Base Second Base Third Base Home Plate
Plan Territory - Account Pentration Qualify -Needs Gather - Expand Pain Develop Solution - Prove Close
Sales Process Activity - Align sales cycle with buying cycle.

Negotiating final pricing, contracts, SOW's

Territory Plan, Customer Fit, Transaction vs.
Relationship, Pre Call Planning, Research,
Vendor triangulation of information, Marketing
Coordination, Networking, Cold Calling. See
buyer concerns above. How are you going to
pentrate an account? What is your
relationship with current vendor? When is
your contract up? Stay engaged with current
customers, EVEN IF THERE IS NO DEAL ON THE
TABLE.
Develop Solution with customer, SOW
signed. Negotiate with strength,
Development, Quote Development,
"Get to third base", Drive enough pain so customer remember risk is biggest buyer concern,
Prove if required, Demo's, Eval, etc. This
takes ownership of problem, Understand CUSTOMER not cost. 1. You will never lose on price
step maybe skipped in transaction
TIMING of Compelling Events, Gather requirements of without know it. 2. Give slowly and
businessess. Great time to negotiate
project, Understand Budget, Decision Process including reluctantly. 3. Never give without getting.
price, while its not as important in
Power, Procurement Process, Next Steps, CUSTOMER Have a sense of urgency to close business,
customer mind, lock down a fair market
TIMING but focus that energy on the CUSTOMER
price. Hold them to that negotiated
(DO NOT SKIP THIS STEP IN REPEAT OR TIMING, their pains, build backward
price during close. (This step in sales
TRANSACTIONAL BUSINESS) timelines. Only time you can make it
cycle is greatly reduced - if not
about your timeline is if you have a strong
eliminated in transactional business)
relationship with the customer.

Verifiable Outcomes - Sales Tools

Best Darn Email - Pain, Budgets, Decision Proces Next Step, Contracts, SOW's Signed, T's&C's, new Customer
Territory Plan - White Space - Customer Plans Evaluation Plan, Quotes, SOWs
CUSTOMER TIMING Agreements, Vendor Agreements
Questions to ask for forcast, timing is key
Identify Pain - Compelling Event?
Answer these questions based on
Is there Budget? Yes From Power? COMMITTED
CUSTOMER TIMING of the deal
Decision Process Identified?

In this stage you could have PIPELINE, or targeted
deals. Pipeline are deals that customer wants to
get to eventually.
Why forecast or work on anything that has no chance to
Only work on CONFIDENT OR COMMITTED
close? At this stage you should be able to have a COMMITTED
Deals
CONFIDENT, or UPSIDE identified. CUSTOMER TIMING