1、MSS for PartnersOverview,SOLUTION SELLING,Trademark Notice: This is a current non-exclusive listing of trademarks owned or licensed by Sales Performance International, Inc. Any questions concerning the use of these trademarks: whether a name that does not appear on this list is in fact a trademark o
2、f Sales Performance International, or comments concerning this manual, workshop or presentation should be referred to Sales Performance International, Inc. in the United States at the following address:Sales Performance International, Inc.6230 Fairview Road, Suite 200Charlotte, North Carolina 28210
3、USAPhone: 704.364.9298 FAX 704.364.8114ISolution Selling is a registered trademark of Solution Selling, Inc., a Provant Company, used under license to Sales Performance International; Solution Selling Sales Management Program, Solution Selling Automation, Solution Selling Financial Services, Situati
4、onal Fluency Prompter, 9 Block Vision Processing Model, Pain Chain, Pipeline Milestone Worksheet are trademarks and service marks of Solution Selling, Inc., a Provant Company, used under license to Sales Performance International. All other referenced marks are those of their respective owners.This
5、document may not be reproduced in whole or in part without the prior written consent of Sales Performance International, Inc.,Credit and Copyright,ii,Solution Selling Version 2001 2001 Sales Performance International All rights reserved,Preface,As part of the worldwide Integrated Solution Selling in
6、itiative, Microsoft is implementing a new approach to selling Microsoft products and solutions called Microsoft Solution Selling (MSS). Because Business Partners play an important part in the sale of Microsofts products and solutions, MSS is now being offered to Microsoft Business Partners.This pres
7、entation is intended to create an awareness within the Microsoft Business Partner community of MSS for Partners as well as a desire to engage. It is intended to be an Overview and it is not intended to be a form of training.,Customers and competitors demand we change:Customers want trusted advisors,
8、 not vendorsMany competitors fill that roleWe need to sell more to Lines of Business Execs-they have the money and drive most new IT acquisitionsLOB Execs buy solutions to their business problems, not technology,We are successful, why change?,Buyers tell me our services cost too much and they couldn
9、t cost justify them.”They wouldnt let me in at the right level.”The consultant didnt do a good job.”I lose control of our prospects at the end of the sell cycle.”We got in too late.”The prospect didnt know what they wanted.”We missed the needs of certain committee members.”I get an opportunity start
10、ed and our resellers drop the ball.”My manager tells me what to do, NOT how to do it.”My competition sells face-to-face while my manager forces me to sell over the phone.”Management demands detailed written sales forecasts - do they want me to sell or fill out forms?”Prospects can buy the same capab
11、ilities from someone else, so I have to outsell my competition to win the business.”,“,Selling Difficulties,Can you relate?,Managing Difficulties,Can you relate?,Objectives of MSS for Partners,To enable Microsoft and Microsoft Business Partners to increase sales productivity.Specifically, MSS for Pa
12、rtners is a sales process designed to help:,Generate interest in Microsoft related offeringsIdentify and diagnose customer critical business issues Create a desire for a solution that will address a customers critical business issue(s)Change a customers biased vision of a competitive solutionCreate
13、a value propositionGain access to decision-making authority or influenceDifferentiate themselves from competition, by how they sell in addition to what they sellClose more opportunities both effectively and efficientlyQualify each step of the sales cyclePredict revenue attainment more accurately (Ra
14、ndom events produce random results.),and appear as one sales team.,MSS for Partners Positioning,This process is built on how buyers buy, which differentiates it from other sales methods.It is applicable for selling products, services, and intangibles.The process is designed to help differentiate you
15、 from your competitors by the way you sell.In the MSS for Partners workshop, participants learn and practice concepts and job aids immediately applicable to their job.MSS for Partners is the Field Sales Execution Model to drive Microsoft Integrated Solution Selling (ISS).,The following slides are ta
16、ken from the MSS for Partners workshop,“Talent Assessment”,80%,20%,KEY TO SUCCESS IS PROCESS,EAGLES,JOURNEYMEN,Integration of Knowledge and Skills by the Seller for “Eagle” Performance,WHAT BUYERS SHOULD EXPECT FROM SELLERS,S,ITUATIONAL,K,NOWLEDGE,C,APABILITY,K,NOWLEDGE,P,EOPLE,S,KILLS,S,ELLING,S,KI
17、LLS,HOW DO WE INTEGRATE?,Situational Fluency,CURRENTACTIVEREAL EVALUATIONS,*,Not Looking,Looking,HOW MANY SHOULD BE LOOKING?,Conceptual Sales Territory,How Organizations Buy,Sales Process Flowchart,Starting Points,Yes,No,No,Yes,At Power?,Develop / manage Evaluation Plan(sample plan steps),- Summariz
18、e findings- Proof of Microsoft capabilities- Implementation plan- Develop initial value proposition - Determine success criteria- Legal / technical / admin. approval- Review rough draft proposal,Yes,Pre-call planning / research,Stimulate interest,Sales call to define “Pains” or Critical Business Iss
19、ues,Diagnose and create vision of Microsoft biased solution,Reach final agreement,Identify opportunities,Measure success criteria,Leverage new opportunities,Access to power,Active opportunities,Opportunity assessment / competitive strategies,Reengineer vision with Microsoft differentiators,Go?,No,OV
20、ERVIEW,Active,Latent,Shifting Buyer Concerns,Alignment of Buying and Selling Phases,ProspectingNeed DevelopmentProof ManagementBuying Process QualificationBuying Process ControlNegotiatingClosing,ALIGNMENT,DISQUALIFICATION,Vision Creation Vision Reengineering,Key Selling Skills,Microsoft provided:,H
21、im with these capabilities.,Result:,Capability needed: (when, who, what),He told us he needed a way that . . .,Reasons:,Critical issue:,Job Title & Industry:,As a result, resellers decreased overstocking costs by 12% and increasing overall sell thru rates thus increasing profits by 7%.,when overstoc
22、king occursresellerscould rapidly analyze the movement of products and reallocate inventory from low to high sales volume stores.,Inventory levels increased at the reseller level with corresponding cost-to-carry and sales volumes were decreasing.,Decrease in reseller profits,CFO, General Business,Re
23、ference Story - General Business Example,Sales Performance Over Time,9-Block Vision Processing Model - Vision Creation,Sales Process Flowchart,Starting Points,Yes,No,No,Yes,At Power?,Develop / manage Evaluation Plan,- Summarise findings- Proof of Microsoft capabilities- Implementation plan- Refine i
24、nitial value proposition - Determine success criteria- Legal / technical / admin. approval- Review rough draft proposal,Yes,Pre-call planning / research,Stimulate interest,Sales call to define “Pains” or Critical Business Issues,Diagnose and create vision of Microsoft biased solution,Reach final agr
25、eement,Identify opportunities,Measure success criteria,Leverage new opportunities,Access to power,Active opportunities,Opportunity assessment / competitive strategies,Reengineer vision with Microsoft differentiators,Go?,No,OVERVIEW,Active,Latent,No,Yes,20%Develop,40%Solution,60%Proof,80%Close,100%De
26、ploy,10%Qualify,10%Qualify,Opportunity Debrief Guide,Sponsor Name / Title _Pain _Reasons _Vision _Value _,Power Name / Title _Pain _Reasons _Vision _Value _,Items to inspect for verification,Competitive Strategy: _,ReasonsValue and measurementProspect agreed to visionImpact exploredSponsor Communica
27、tion sent,Opportunity Assessment,Value and measurementProspect agreed to visionImpact exploredPower Sponsor Communication sent with Evaluation Plan,Updated Evaluation PlanPreliminary Solution,Negotiating Worksheet constructed,*Customer Evidence,Step Completion Communication,In assigned territory,Mee
28、ts marketing criteria,Potential Sponsor identified*,Pain admitted by sponsor,Sponsor has a buying vision,Sponsor agreed to explore,Access to power negotiated,Access to power person,Pain admitted by power person,Power person has a buying vision,Power person agreed to explore,Evaluation Plan proposed,
29、Evaluation Plan underway,Pre-proposal review conducted,Asked for the business,Contract negotiation in process,Implement,Develop,Prospect,Qualify,Solution,Proof,Deploy,MSSP Step MSS Activities,Close,Who? What agreed upon?,Sponsor communication agreed upon*,Evaluation Plan agreed upon*,Preliminary sol
30、ution agreed upon*,Evaluation Plan completed,Proposal issued, decision due,Verbal approval received*,Signed documents*,(40%),(60%),(20%),(10%),(0%),(80%),Signed documents,Sale,=,Pain Power Vision,Value Control,x,x,x,x,The Successful Sales Formula,Better communication among sales team- Microsoft & Pa
31、rtnerCommon terminologyBetter qualification/disqualification of opportunitiesBetter predictability of revenueCustomer view - unified sales teamMore effective handoff between MS & PartnerEarlier identification of resources neededMore effective deployment of expertiseShorter sell cyclesGreater credibi
32、lity with customer,MSSP Benefits for Business Partners,“The tools were very effective and would be great for everyday use in advancing relationships / sales with the customer.” “Outstanding framework: will use to plan and document sales cycle. Implement across our sales force.” “I really want to app
33、ly this process to my everyday selling. Ultimately, I believe the whole sales dept needs to get on board with the MSS process in order to really see results company-wide from using the process.” “Overall, I thought the content and delivery were handled well. Even this early in the game, I am looking
34、 back at my previous sales and reviewing what I did and how I could have improved my efforts by applying a process.” “A valuable course extremely applicable for the Microsoft Solutions world as a partner are selling. Can immediately implement in present opportunities.” “Best training from Microsoft.
35、 Great to see the tools that Microsoft reps use.” “This course was great and has provided me with extremely valuable and applicable resources at the right time. Instructors were fantastic and a long course very compelling and engaging.” “This was the most effective sales training Ive attended. Many
36、seem to address slices of sales psychology or sales but this addresses the whole process with milestones and spurs to action.”,MSS for Partners Feedback / Testimonials,Day 1 Kickoff and Positioning for Partners MSS and Key Concepts Exercise - Identifying selling difficulties MSS and Key Concepts (co
37、ntd)- Pitfalls of traditional selling behavior- Understanding the principles of pain- Identifying who approves the sale Case Study Workshop - Building a Prospect Profile- Building a Pain Chain MSS and Key Concepts (contd)- Understanding the solution = buying vision- Understanding a buyers level of n
38、eed- How people/organizations buy- How buyer concerns shift over time Stimulating Interest in Microsoft solutions- How to initiate sell cycles- How to use past successes effectively,Case Study Workshop - Building job aids to initiate a sell cycle MSS Sales Call Plan- How to align with buyers- How to
39、 position Microsoft solutions- How to get buyers to admit pain Diagnosing and Vision Creation- How to develop needs biased to Microsoft - How to get buyers to own a Microsoft vision Role Play and debrief- Vision CreationEvening Assignment,Microsoft Solution Selling (MSS) Partner Workshop Agenda,Day
40、2 Review Previous Day Enhancing the Buyers Vision- Understanding emotion and measuring value Role Play and debrief- Enhanced vision creation Case Study Workshop - Building enhanced pain sheets Multi-Person Vision Creation- How to use Microsoft specialists Sponsor/Power Sponsor Qualification- How to
41、create sponsors- How to get access to power sponsors- How to negotiate the sell cycle Elements of an evaluation plan, Case Study Workshop - Power sponsor letter and evaluation plan Vision Reengineering - Active opportunities and assessment- Competitive strategies- How to change a buyers vision and b
42、ias it to Microsoft Role Play and debrief- Vision Reengineering Creating Anxiety in a Buyer Reaching Final Agreement- How to manage concessionsEvening Assignment,Microsoft Solution Selling (MSS) Partner Workshop Agenda,Day 3 Review Previous Day Managing the MSS process- How to use/measure milestones
43、 Siebel user interface- How the process integrates with Siebel Case study team presentations- Presentation 1- Case study presentation debrief- Presentation 2- Case study presentation debrief- Presentation 3- Case study presentation debrief- Presentation 4- Case study presentation debrief Getting Started with MSS Wrap-up / Adjournment / Evaluations End of Workshop,Microsoft Solution Selling (MSS) Partner Workshop Agenda,MSS for Partners,To learn more about MSS for Partners Visit us at: us at: ,
