• Mikes mantra is Profit equals Revenue less Costs. Lets help the board address one or the other or both in everything we discuss and ultimately propose.
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    Cost Justification

    Clear understanding of customer needs and COST JUSTIFICATION

    It has been said in many 'introduction to sales' courses that people buy from people.
    That's true!
     
    But actually people with problems, buy from people who can help solve them!
     
    Neil Rackham pioneered the SPIN selling technique after intensive studies of comparing successful sales persons with under achievers. He found that the successful people understood the customers business, the problems they were experiencing, the impact of those problems and therefore what was needed to solve the problem.
     
    In today's economic climate that is only part of the sales technique required and cost justification is now almost compulsory if your solution is to be successful.
     
    Tailored course and coaching content can include;-
     
    • Structuring a sales call that elevates to a business led discussion rather than product or service.
    • Using the Strategic Alignment Model (SAM) to uncover projects/investments.
    • Drilling down to identify problem areas
    • Drilling in relentlessly to establish pain
    • Identifying personal and business pain and goals for each player in decision process.
    • Identifying business impact of pain, R or C?
    • Agreeing Needs.
    • Identifying customer solution ideas and cross matching to Needs.
    • Transforming the pain to a positive position with recommended solution.
    • How to measure cost of pain and cost justification of the new solution.
    • How to agree ROI, and identify cash flow impact of your solution.
    • Understanding and helping the customer understand the TRILEMA
    • How to build Value propositions
    • How to measure, and commit to measure, the success of your solution.
     
    Upon completion candidates will be able to confidently discuss business issues and uncover problems impacting the cash flow of an organisation (revenue and or cost containment,P=R-C). Proposals can then be cost justified with identifiable returns on investment enabling the seller to focus on remaining steps to successful closure and a better sales outcome.
     
    'Mikes mantra is Profit equals Revenue less Costs. Lets help the board address one or the other or both in everything we discuss and ultimately propose'