Office Depot 2 Day Workshop for Major/Global/Public
© Solution Selling, Inc. 2009
Credit, Copyright, and Contact Information
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Phone: 704.227.6500 FAX 704.364.8114
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reproduced in whole or in part without the prior written consent of Solution Selling, Inc.
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© Solution Selling, Inc. • 1985 – 2009
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© Solution Selling, Inc. • 2009  PAGE 1
Office Depot Sales Process Elements
Office Depot Major/Global/Public Sales Process
Define problems and
opportunities
Determine needs /
requirements
Select solution,
evaluate risk, &
finalize contracts
Resolve issues &
implement
Evaluate success
Plan and Engage
Diagnose
Propose and Close
Implement
Fulfill
Verifiable
Outcomes
Opportunity Created
in Sales On Line
Gain agreement to
Evaluation Plan
Sales
Tools and
Resources
Key Players List
Need Satisfaction
Selling Process
Buying
Process
Sales
Stage
Contact Strategy
Yield
Probability
Signed Contract
First orders placed
Transition Plan
Get-Give List
Reference Story
Implementation Plan
Success Criteria
Evaluation Plan
25%
75%
100%
The AchieveGlobal methodologies– and other existing Office Depot tools --reside in the new Office
Depot sales process along with a variety of new Solution Selling® Tools.
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© Solution Selling, Inc. • 2009  PAGE 2
Solution Selling® and AchieveGlobal Professional Selling Skills® Have
Common Roots But Differences As Well
THE DIFFERENCES
Professional Selling Skills®
Solution Selling®
Provides tools for executing a sales call
Provides tools for executing activities
through the entire sales process
Assumes customer knows what he or she
needs most of the time
Targets customers who do not know what
they need
Provides techniques for resolving
customer concerns (objections)
Provides techniques for avoiding objections
THE SIMILARITIES
Professional Selling Skills® And Solution Selling®
Encourage sellers to diagnose customer needs or pains before providing a solution
Focus on product benefits and capabilities rather than pure features
Encourage the use of a mix of question or probe types when talking with customers
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© Solution Selling, Inc. • 2009  PAGE 3
Using Solution Selling® Tools To Enhance Professional Selling Skills®
PSS® Step
OPEN
PROBE
Ways To Enhance PSS®
•
•
Use a crisp positioning statement as part of the open
Use a reference story as part of the open to get the
customer talking about pain
•
Make sure pain is admitted early in the probing
process
Target questions and probes around the reasons for
the customer’s pains
Use ‘drill down’ questions and probes to get to value
•
•
•
The Professional Selling
Skills® Need Satisfaction
Selling Process resides
within the ‘Diagnose’ step
in the new Office Depot
Sales Process
SUPPORT
•
•
CLOSE
•
Align Support Statements with the reason for the
customer’s pain
Craft Support Statements in a Capability Vision
format
Craft Support Statements with Office Depot
differentiators in mind
Document next steps in a Next Steps
Communication
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© Solution Selling, Inc. • 2009  PAGE 4
Office Depot Sales Process: Diagnose Stage
Buying
Process
Sales Stage
Activities
Sales Tools
and
Resources
Verifiable
Outcomes
Yield
Probability
Define problems and
opportunities
Determine needs /
requirements
Select solution,
evaluate risk, &
finalize contracts
Resolve issues &
implement
Evaluate success
Diagnose
 Get pain admitted
 Diagnose admitted pain
and create or
reengineer vision of
Sponsor
 Negotiate access to
power
 Confirm dialogue and
agree upon next steps
 Diagnose admitted pain
and create or
reengineer vision of
Power Sponsor
 Determine evaluation
criteria and propose
next steps
 Confirm dialogue and
agree upon plan of next
steps
 9-Block Vision
Processing Model®
 Pain Sheet®
 Needs Satisfaction
Selling Process
 Sponsor e-mail
 Power Sponsor e-mail
 Evaluation Plan
Gain agreement to
Evaluation Plan
25%
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© Solution Selling, Inc. • 2009  PAGE 5
Place Holder Slide – Linking Professional Prospecting Skills® And Solution
Selling®
This slide will be built next week. Will show any applicable
AchieveGlobal sales tools that could be used during the Plan And
Engage sales process step
Placeholder for acknowledging AchieveGlobal ownership of prospecting tools shown here
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© Solution Selling, Inc. • 2009  PAGE 6
The Going Forward Coaching Process
AchieveGlobal Coaching Issues Diagram
SPI’s Sales Management And Coaching Methodology provides a number of tools for identifying
coaching opportunities at the pipeline, opportunity, and skill levels. Professional Sales
Coaching™ will continue to be used by managers to coach sellers once coaching opportunities
have been identified
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© Solution Selling, Inc. • 2009  PAGE 7