SELLING SKILLS & METHODOLOGY - SAMPLES

All Information is for Demo Use Only

  ** Signature Selling Methodology 
1
  • A Common 7-Step Selling Method and Associated Sales Aids
  • Key Design Principles and Goals
    • Customer-Focused
    • Increase Revenue and Win Rates; Decrease sell cycle
    • Tightly-integrated with Sales Management
    • Drives a Disciplined, Common Approach to Selling (across all IBM sales channels)
      • Common Language
      • Common Outcomes
      • Common Definition of Sell Cycles

Customers tend to buy in predictable ways

SSM helps you create value by bridging from the buying to the selling steps

Sell Cycle Verifiable Outcomes
Customer and Team IBM agreement to the value of a relationship.
Customer-demonstrated interest in working with Team IBM. 
Customer-stated business need, buying vision and agreement to support IBM access to Power Sponsor.
Customer Power Sponsor and IBM agreement to go forward with a preliminary solution. 
Customer Power Sponsor's conditional approval of proposed solution.
Customer and IBM sign a win/win contract.
Customer acknowledges the value of the Team IBM solution.

 

 

  ** PIPELINE MANAGEMENT
2 Pipeline management helps us assess our effectiveness executing the selling process

If there's a problem moving opportunities from: Look to see if:
Abstract to Identified
  • The account plan is focused on the customer's business initiatives 
  • The right relationship strategy is being employed 
  • The seller has adequate industry knowledge and business skills
Identified to Validated
  • There are mutually understood and agreed-to business requirements
  • The seller has relationships with the decision makers
Validated to Qualified
  • The seller works with the customer to define solutions
  • The seller is able to link the solution to the business requirement
  • The seller clearly understands the decision process
  • The seller knows how to choose the right competitive strategies
Qualified to Proposed
  • The proposal clearly links the solution benefits to the agreed-to business requirements
  • The seller is working well across the matrix to coordinate activities
  • The seller knows if the customer is ready to buy now
Proposed to Won
  • The customer's benefits exceed the costs
  • The seller understands the customer's acquisition process
  • The seller knows how to negotiate with non-decision makers
 

 

  ** SSM Verifiable Outcomes
3  
Buying Steps
Signature Selling Method
Sell Cycles
Verifiable Outcomes
Evaluate the Business Environment Understand Customer's Business & IT Environment
 
  • Customer and IBM agreement to value of a relationship
Develop Business Strategy and Initiatives Develop Plans Linked to Customer's Business Initiatives

Identified (Created)

10%
  • Customer-demonstrated interest in working with IBM
Recognize Needs Establish Buying Vision with Customer

Validated

25%
  • Customer-stated business need, buying vision and agreement to support IBM access to Power Sponsor
Evaluate Options Articulate IBM Capabilities and Qualify Opportunity

Qualified

50%
  • Customer Power Sponsor and IBM agreement to go forward with a preliminary solution
Select the Solution Option Develop Solution with Customer

Proposed, Verbal Agreement

75%
  • Customer Power Sponsor's conditional approval of proposed solution
Resolve Concerns and Decide Close the Sale

Won

100%
  • Customer and IBM sign a contract
Implement the Solution and Evaluate Success Monitor Implementation and Ensure Expectations are Met
 
  • Customer acknowledges the value of the IBM solution

 

   
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