Franchise Sales Methodology

for Partners
Angela Lee, SAP

CONFIDENTIAL
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 6 Phases &
Proof Points

8 Criteria For
Deal Scoring

SAP Sales
Methodology
Overview

© SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 3
 SAP Sales
Methodology
Overview

© SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 4
 SAP Sales
Methodology
Overview

© SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 5
 SAP’s globally adopted set of tools and
checkpoints used to manage opportunities,
objectively identify next steps, and forecast
opportunities accurately.
What

Why To improve our chances of winning.

By standardizing the way we approach deal

qualification, deal reviews and close plans
based on the customer buying cycle. How

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 The Psychological Buying Model –
Where is Your Prospect?
Based on the Research of Neil Rackham & Michael Bosworth

Risk

Level of Price
Buyer Concern

Solution

Needs

Time

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 The Psychological Buying Model –
Where is Your Prospect?
Based on the Research of Neil Rackham & Michael Bosworth

Stage 1 Stage 2 Stage 3

Need Evaluation Commitment

Risk

Level of Price
Buyer Concern

Solution

Needs

People Product Company

Customer relies on Internet for Information Time

Looking for objective Information

© SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 8
 The Psychological Buying Model –
Where is Your Prospect?
Based on the Research of Neil Rackham & Michael Bosworth

Stage 1 Stage 2 Stage 3

Need Evaluation Commitment

B Risk
NEGOTIATE
C A
SELECT PURCHASE
Level of D Price
Buyer Concern EVALUATE
E
F CONSIDER Solution
RECOGNIZE
Needs

People Product Company

Customer relies on Internet for Information Time

Looking for objective Information

© SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 9
© SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 10
© SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 11