Techniques To Close Sales With Tough Customers Training Ppt

Slide 1

This slide lists types of techniques to close sales with complex customers. These are SPIN selling, challenger sale, NEAT selling, and MEDDPICC. 

Slide 2

This slide gives an introduction to SPIN selling methodology to close complex sales. SPIN stands for the four stages of question sequences a salesperson should ask a prospect. These are situation, problem, implication, and need payoff.

Slide 3

This slide highlights the importance of Situation stage in SPIN selling. The aim behind the questioning sequence in this stage is to learn about and understand your prospect’s perspective.

Slide 4

This slide highlights the importance of Problem Stage in SPIN selling. In this stage, the aim is to get to the core of the prospect's issue. Sales representatives try to identify areas of potential opportunity and issues that the prospects may be unaware of or dissatisfied with. 

Slide 5

This slide highlights the importance of Implication Stage in SPIN selling. In this stage, the salesperson encourages the prospect to consider the consequences of not solving the problem.

Slide 6

This slide highlights the importance of Need Payoff Stage in SPIN selling. In this final questioning stage, the salesperson encourages the prospect to consider how their situation can improve if the problem is solved.

Slide 7

This slide gives an introduction to a Challenger Sale for closing sales with complex customers. In this methodology, challengers go by a Teach-Tailor-Take Control approach to close a sale.

Slide 8

This slide shows an example of how to close a complex deal using the challenger sale methodology. The situation entails a problem of acquiring customers. The sales rep disagrees with the solution the client thinks would be best for them. The sales rep then goes on to explain how their solution will be a better suit for their business supporting it through facts and data. The sales rep will be able to close the deal based on his domain knowledge and confidence rather than by pleasing the customer

Slide 9

This slide depicts the NEAT selling methodology for closing sales with complex customers. NEAT is an abbreviation for Needs, Economic Impact, Access to Authority, and Timeline. It discusses the importance of understanding the customers’ core pain points, and making them understand how your solution will benefit them financially. NEAT also allows the sales rep to identify the person with actual buying power and help set a timeline for the sale. 

Slide 10

This slide showcases the MEDDPICC sales methodology to close sales with complex customers. It stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition.

Slide 11

This slide highlights the importance of M or Metrics in MEDDPICC selling. Metrics is the quantifiable data, or actual numbers and KPI improvements that your prospect wishes to achieve. Make sure you identify all benefits and amount of improvement your solution brings to the table to increase its appeal for the customer.

Slide 12

This slide talks about the importance of E or Economic Buyer in MEDDPICC selling. The final decision-maker is the economic buyer, so it is essential to meet them as early as possible in the sales process since they are the ones that sign the final contract and make purchasing decisions for the organization.

Slide 13

This slide highlights the importance of D or Decision Criteria in MEDDPICC selling. You need to understand how the prospect makes decisions. The objectives of buyers vary, and it is your responsibility to present your solution in such a way that the prospect believes it perfectly matches their unique wants and needs.

Slide 14

This slide talks about the importance of D or Decision Process in MEDDPICC selling. The Decision Process gives you information about your prospect company's decision-making process. You should gather all sorts of information like who is to be present in the meeting, what paperwork is required, insights about the approval process, etc.

Slide 15

This slide highlights the importance of P or Paper Process in MEDDPICC selling. A clear understanding of the paper process can help the sales rep make better decisions during the sales process and make more accurate predictions, increasing the chance of closing the deal.

Slide 16

This slide talks about the importance of I or Identify Pain in MEDDPICC selling. Customers will only buy your solution if they consider it valuable, meaning that your product or service can help them solve an issue they are facing. By recognizing their pain points accurately, sales reps can tailor their pitch accordingly to help the prospect understand how their solution will eliminate the pain.

Slide 17

This slide highlights the importance of C or Champion in MEDDPICC selling. This step entails engaging with your champion. Your internal representative, or an end-user who stands to gain the most from your solution, is your champion—an advocate who defends you in front of decision-makers and the economic buyer.

Slide 18

This slide talks about the importance of C or Competition in MEDDPICC selling. Competition is the risk aspect that is most commonly ignored when securing and closing a deal. You must be aware of your competitive advantages and comprehend how the competition addresses the problems and helps achieve your prospects' goals.