Sales Methodology

Sales Process from First Contact to Deal Closure

This diagram shows the key stages of the sales process that we use at Alakris Group. Each stage has its own goals and tasks, which are detailed below.

Stage 1: Meeting Preparation

Goal: Prepare for effective interaction with potential customer

Manager Actions:

• Study information about customer's company
• Analyze industry and current trends
• Prepare presentation tailored to customer's business specifics
• Prepare examples of successful implementations in similar companies
• Identify key decision makers

Preparation Checklist:

• [ ] Customer company studied (website, reviews, press)
• [ ] Industry examples prepared
• [ ] Questions for needs identification prepared
• [ ] Key attendees for meeting identified
• [ ] Platform demonstration prepared

Tip

Always start a meeting by learning about the customer's current processes, not by presenting the product. This helps establish trust and better understand needs.

Stage 2: First Contact and Needs Identification

Goal: Understand current customer problems and determine how our solutions can help

Needs Identification Techniques:

• Open questions to understand current situation
• Problem questions to identify pain points
• Impact questions to understand consequences of problems
• Solution questions to identify readiness for change

Example Questions:

• "Tell me, how is management of your network currently organized?"
• "What difficulties do you face when scaling?"
• "What metrics do you use to evaluate effectiveness?"
• "What investments are you prepared to make in automation?"

Important Aspects:

• Active listening
• Demonstrating understanding
• Recording key pain points
• Prioritizing problems

Stage 3: Value Presentation

Goal: Demonstrate how our solution addresses specific customer problems

Presentation Structure:

1. Customer Problem - brief summary of identified pain points
2. Our Solutions - specific platform features that solve problems
3. Benefits - how the customer will benefit from implementation
4. Examples - case studies from similar companies
5. ROI - calculation of expected return

Effective Presentation Techniques:

• Focus on solving specific customer problems
• Use visual materials and demonstrations
• Examples from the same industry
• Quantitative, not just qualitative characteristics
• Consider listener's position (operations director, owner, IT manager)

Stage 4: Platform Demonstration

Goal: Show practical benefits of the solution with examples

Elements of Effective Demonstration:

• Configuration for customer scenarios
• Show real platform capabilities
• Demonstrate integration with existing systems
• Show analytics and reporting
• Demonstrate mobile applications

Demonstration Tips:

• Start with main value, not features
• Show "before" and "after"
• Demonstrate quick payback
• Show solution scalability
• Emphasize ease of use

Stage 5: Terms and Pricing Discussion

Goal: Select optimal partnership model

Approaches to Pricing Discussion:

• Focus on ROI, not price
• Compare with alternative solutions
• Demonstrate cost of not implementing
• Flexible payment models
• Understanding customer budget

Example Phrasing:

• "Investment in the system will pay for itself in 6 months through reduced operational expenses"
• "Compare with costs of an additional employee who would handle these tasks manually"
• "Consider how much you lose due to inefficient inventory management"

Stage 6: Working with Decision Makers

Goal: Engage all key participants in the decision-making process

Types of Decision Makers:

• Business Owner/CEO: interested in ROI, strategy, competitive advantages
• Operations Director: interested in efficiency, process optimization
• IT Director: interested in integration, security, technical support
• Finance Director: interested in costs, payback, risks

Approaches for Each Type:

• For Owners: strategic advantages, ROI, competitive advantages
• For Operations Directors: process optimization, efficiency improvement
• For IT Directors: security, integration, support, architecture
• For Finance Directors: cost transparency, predictable payback

Important

Sometimes separate meetings are required with each type of decision maker, focusing on their key interests.

Stage 7: Deal Closure

Goal: Reach agreement and start implementation process

Closing Techniques:

• Limited-time offer
• Additional bonuses for quick decision
• Trial period for evaluation
• Examples of urgent implementations
• Confirmation of team readiness to work

Closing Phases:

1. Readiness Confirmation - ensure customer is ready for partnership
2. Contract Details Discussion - timelines, stages, terms
3. Agreement Documentation - legal documentation
4. Launch Plan - first implementation phase

Closing Tips:

• Don't be afraid to directly ask about readiness to cooperate
• Propose specific next steps
• Emphasize urgency (without creating pressure)
• Confirm value of the offer

Needs Identification Techniques

SPIN Method

S - Situation Questions

• "How is inventory accounting currently organized?"
• "How many locations are in your network?"
• "What systems do you use?"

P - Problem Questions

• "What difficulties do you face?"
• "What tasks are hard to solve?"
• "What prevents growth?"

I - Implication Questions

• "How does this affect profit?"
• "How much time is spent solving this task?"
• "What risks exist?"

N - Need-payoff Questions

• "What effect would solving this problem bring?"
• "What would change if this task was solved?"
• "What value would this bring?"

"Needs Ladder" Technique

1. Operational Needs - efficiency of current processes
2. Tactical Needs - improvement of metrics
3. Strategic Needs - competitive advantages and growth

Value Presentation

"Problem-Solution-Benefit" Model

1. Problem: Clearly define customer's problem
2. Solution: Show how our platform solves this problem
3. Benefit: Demonstrate specific benefits and ROI

"Three U's" Principle (Convince-Simplify-Accelerate)

• Convince: Prove solution effectiveness
• Simplify: Show simplicity of implementation and use
• Accelerate: Emphasize quick payback

Storytelling Usage

• Tell stories of real customers
• Show "before" and "after"
• Use emotional triggers
• Provide specific numbers and examples

Note

Avoid information overload. Focus on 3-5 key benefits most relevant to the specific customer.

Practical Exercises

Exercise 1: Customer Pain Analysis

Situation: Customer is a network of 20 coffee shops facing declining average order value and increasing competition.

Assignment:

1. Compile a list of possible customer pain points
2. Develop questions for identifying these pain points
3. Prepare solutions offered by Alakris Group
4. Calculate potential ROI

Exercise 2: Value Presentation

Situation: Franchise network of 15 locations experiencing difficulties with quality control and standards.

Assignment:

1. Prepare presentation structure
2. Develop 3 key messages for business owner
3. Prepare demonstration of key feature
4. Calculate expected effect from implementation

Exercise 3: Deal Closure

Situation: Customer is interested in the solution but wants to "think" and explore other options.

Assignment:

1. Develop closing strategy
2. Prepare arguments to accelerate decision making
3. Create plan of next steps
4. Prepare alternative partnership options