Professional Documents
Culture Documents
qxp
1/18/2007
10:15 AM
Page 1
Pain/Gain Questions
Strategic
Strategic
1) If competitors solve this problem before you do, what could that
mean?
2) If this problem worsens, how would this impact your key customers?
3) I can see that this issue creates a lot of internal frustration, but
doesn't it also have an impact on key customers?
4) It might not be your highest priority now, but if it goes unsolved for
another six months, what will be the impact?
5) If you see overall industry quality/environmental/EHS etc. standards improving, what will happen if you fall behind?
14 Strategic Behaviors
Strategic Selling
Strategic Analysis
Date
Red Flags
Strengths
Tactical
1) How does this delivery issue impact your customers?
2) Dows the way it's working now prevent you from going after new
business?
3) Does that mean that you are also forced to make manual corrections later in the cycle?
4) From what you are saying, isn't this slowing down the operation?
5) But doesn't that make the present system very inefficient?
6) Does that hurt output?
Last Updated
Salesperson
EUPHORIA
GREAT
SECURE
COMFORT
OK
CONCERN
DISCOMFORT
WORRY
FEAR
PANIC
Political
Account/Prospect
Total
Potential
Volume
Current Volume
COMPETITION
Competition Type
1.
Specify Competitor(s)
2.
Product/Service
3.
Sales Revenue/Units
4.
Close Date
5.
Role
Degree
of
Influence
Match to
Criteria
(-5 to +5)
A short statement of the personal Win that a Buying Influence attains when important measurable
business Results are delivered.
Rate how well your base is covered with each Buying Influence for this sales objective.
Drag and drop Red Flags & Strengths from above.
Rating
(-5 to +5) Evidence to support your Rating
POSSIBLE ACTIONS
What
RED FLAGS
Information Needed
Who
When
From Whom
STRENGTHS
Individual
1)
2)
3)
4)
Tactical
1) If you could cut the time for this operation, how would that help you
with your staffing shortage?
2) Wouldn't the new system also free you to do more custom work?
3) Couldn't easier operation also let you run with less skilled people?
4) Will this purchase let you reduce your operating costs?
5) How will this help you increase output?
Political
1) So, if you had a solution, would that make the Finance/
Engineering/Operation etc. Department happy?
2) Then, by changing suppliers, you'd get Purchasing/Operation/
Engineering off your back?
3) Would a successful implementation give your department an organizational boost?
4) Would that increase your influence with senior management?
5) How would your boss feel if you could save 10% on operating cost?
6) So you think that this will make them really happy?
Individual
1) What difference would it make to you personally if we could make
this problem go away?
2) What could you do with the time that this solution will save you?
3) Is there another area of your job that could benefit from the extra
time investment?
4) If we could fix that problem, would that be a load off your mind?
GE
Water & Process Technologies
Sales Process
Pocket Guide
The eight steps detailed in this guide make up the GE Water & Process
Technologies growth sales process stages. While each step is important and is comprised of its own activities, the growth sales process
can be thought of in terms of three larger phases: Opportunity
Identification (includes Prospecting and Qualifying), Solution
Creation (includes Discovery, Solution Generation, Validation, and
Proposal), and the Deal Closing (includes Negotiating and Close.) In
each selling situation, the salesperson will have to be flexible with this
process in order to be sensitive to the buying cycle of the customer.
Also, in our professional selling environment, it is important that every
customer interaction is treated like a business meeting.
1) Prospecting Preparing for and meeting the customer for the
first time
2) Qualifying - Making sure an opportunity (with a budget) exists
and is timely
3) Discovery - Truly understanding customer's needs and thinking
through all the ways that GE Water & Process Technologies can
address their challenges
4) Solution Generation - Creating a customized solution for the customer
5) Validation - Gaining agreement from customer on the GE Water
& Process Technologies solution
6) Proposal - Offering price for our solution and beginning to solidify deal
7) Negotiating - Working out terms, conditions, and details of solution. Use your Negotiation Planner to construct a deal that's
good for the customer and good for GE
8) Close - Indication that GE has won the opportunity
Company Confidential
For use by GE Water & Process
Technologies personnel only.
Do not duplicate or distribute.
sales_pocket_guide.qxp
1/18/2007
10:15 AM
Page 5
Prospecting
Research
Pre-Call Planning
Value Proposition
Strategic Call Opening
Sales Call Execution
Post Call Follow Up
Qualifying
Deal Closing
Solution Creation
Discovery
Plant Audit/Survey
Meet with TB/UB
Needs Assessment (Business,
Technical, Personal)
Identify ROI potential
Identify Customer's Pain
Ask Broadening Questions
Assess competition
Identify Buying Criteria
Solution
Generation
Differentiate GE Solution
Establish firm ROI
Develop budgetary quote
Present Solution to the Key
Decision Makers
Reinforce your Sweet Spots
Validation
ACTIVITIES
Validate solution with buying team
Validate solution with EB
Strategic Focus
Business Focus
Trial initiated (if required)
Confirm how our solution
compares to other options being
considered
KEY QUESTIONS
Does my solution address all
Has the customer's buying criteria
identified customer's needs?
been met?
Have we asked for feedback
Have we reviewed our competitive
regarding our solution?
advantage with the buying team?
Anticipate concerns
Has the EB agreed with our solution?
regarding your solution.
What are our Value Winners/Value
Killers?
Corporate Sales
Technical Marketing
CommOps
Value/Growth Team
Application Engineering
Technical Marketing
FUNCTIONAL SUPPORT
CommOps
CommOps
Value/Growth Team
Corporate Sales
Application Engineering
Technical Marketing
Proposal
Negotiating*
Close
CommOps
Application
Engineering
Legal
CommOps
Management
Value/Growth Team
Customer Support Center
Field Service Team
Value/Growth
Team
Corporate
Sales
PROCESS CHECKS
Note: All Sales Tools are located on the Sales Portal http://water.infrastructure.ge.com/portalWebApp/index_sales.jsp
Do we have a written
transition plan?
* Negotiating continues
throughout the entire process