Lean Sales Methods allow us to start adapting and understanding our customer needs during the sales learning cycles. We no longer can think about control and manipulation that occurs in the traditional sales funnel. The problem is that sales forces have been forced to create their own hybrid way to accomplish their goals, SALES. As a result, most organization have left the sales people fend for themselves as long as they met their numbers. We accepted a variety of methods from relationship to problem solving selling deeming that every salesperson has their own style. Though this is true, it often results in misinformation and downstream problems after the job has been sold. This is the slide deck that I used for my initial presentation on Lean Sales Methods. You can watch the 15 minute webinar on You Tube. The link and title: Lean Sales Method: CAP Do http://youtu.be/iFZ5wGDRMuo

9. Make it Prescriptive
Kill Engagement

10. Intention of Lean
Helping Hand

11. Sales and Marketing
have never been against
systemizing the process.
They have been against
being
systemized by the process.

13. John Boyd’s OODA Loop

14. Check Act Plan Do

18. Learning by reflecting on the
experiences of the past
Learning from the future
as it emerges

19. Learning by reflecting on the
experiences of the past
Learning from the future
as it emerges

20. Learning by reflecting on the
experiences of the past
Learning from the future
as it emerges
Pause

25. My Thoughts, Ideas, and
Follow-up
Dialogue for Greatness
Session Outline
1. Shares a Case study – Sales Call
2. Share a Story of a common theme
3. Go around Group
4. Capture & Group ideas
5. Present Common Theme to go forward
6. Discuss & Prepare Report
Focused Conversation (ORID)
Objective: A Strength Based exercise
Reflective: Instead of defending
actions, we start inquiring about
viewpoints?
Interpretive: Did you feel less
threaten? Less on the spot? Did you
listen better?
Decisional: How can you incorporate
that in normal discussion? Tomorrow’s
meeting?
Dialogue Overview
Building on stories
Using the Strength of Others
Transferring Tacit to Explicit
Process Improvement
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Capture & Group Ideas