Sales Manual Phase 2 - The Implementation Project

Sales Manual
Phase 2 - The Implementation Project

The Key to Our Success!

1. Introduction

1.1 Phase 2 is the key to the company’s success.

• Previous manual described the pilot program
• This manual is focused entirely on how to follow-up with an implementation project
• We believe that this is the key for success, while a pilot project is $50K, an implementation project could be between $500K to $1M
• Customer specific case studies for each segment have been developed that describes the criteria of each segment in detail

2. Assumptions

• Prior to selling the implementation project, it is assumed that:
a) A pilot has been completed
b) The customer is satisfied
c) They are interested to discuss the next step



3. General

• It is important to listen to the customer’s needs, you don’t have to sell as much because they are convinced of the benefits
• Use two ears (listen), two eyes (observer) and one mouth (don’t talk too much) in that priority order!
• Establish a relation with the customer
• Make sure that they like you:
- Your dedication
- Your integrity
- Your ability to make them successful
- Make them a hero
• Transfer the relation from a pure supplier to a partner

3.1 Simplicity

• Keep your message simple and make sure that it sticks!
• Remember that your relevance is marginal, less than 5% of their time – you need to provide a simple message
• Use no more than 10 slides in your presentation

3.2 Clarity

• Make sure that your presentation is clear
• Prepare material that they can easily sell to their boss

3.3 Focus

• Do not try to sell too much at the same time
• Focus only on addressing their needs

3.4 Relationship sales

• Build a relation where the customer feels:
- You are going to be there for a long time
- You have a clear scope
- You are quality minded
- You are getting things done effectively
- You inspire confidence

This must be done through a clear presentation, prompt reply and your general positive attitude.




4. The Six Golden Rules

The meeting should follow the following six steps to accomplish a successful implementation sale. The steps could be reflected in the agenda points, overhead slides and also your proposal (situation analysis).

Step 1 - Our understanding of your business requirements
• It is critical to listen and observe
• The customer loves to tell about their problems, let them do that!
• Make sure to repeat and reinforce the understanding
• Let them also correct you and reinforce their requirements
• Make sure to write it down and incorporate it as part of the proposal under the name “situation analysis” or “feedback”
• Alternative, if you’re not sure what they want and you have a good relation with them, talk it through with them on the board. Use the following tables and identify what is important for them:

Time Lines Issues Opportunities
1-6 months
6-12 months

Step 2 - Our insight of what we can do to address your needs:

• Here, based on what they need, we map their needs with our value proposition
• Relevant ROI examples
• Show case studies, best of breed companies that are already doing it

Step 3 - Options around what we can do
• Describe a specific number of options or alternatives to reach the ROI
• Basically, here you create a range of what you can sell them
• Make sure that they feel they are in control!
• Make a matrix and identify pro & con of each offer
• Listen and be flexible. Let them tell you what they think.
• Potentially define ROI for the options

Step 4a - Proposed approach
• Select the most valuable option and describe the approach – see table, Proposed Options
• Create confidence that we can do it!
• Describe the steps in the process using inputs, description activity, outputs, dependency and time lines










Step 4b – Project Outline


Step 4c - Describe resources required from realityBUY/EON and the customer

Step 5 - Costs
• Give them a total price
• Avoid breaking down to components
• The price consists of a package of content and software licenses – see Pricing Specific Segments Application
• Make sure that we make money on content (minimum double salary cost + 60% administration)
• Keep the pricing simple. No hidden things, no ties, easy to sell to the boss.
• Software – give them volume discounts, incentive to deploy in stores. For example, first 50 stores free, after that normal price, then discounts for volume.

Step 6 - Critical success factors
• Make sure that you select the right option
• Make sure that the required resources are assigned from both sides
• Establish a valuation process and tracking capabilities
• Make sure that you track increased sales and margin improvements