UPS - How Sales Lives the Story

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UPS has recognized that their salespeople, with their lips moving, are the final link in the sales process. Kate will share how UPS’ salespeople developed conversation skills to improve customer dialogue in a way that expanded the perceived value of the UPS offering, helped create differentiation in a very competitive market, and protected their desired pricing while avoiding unnecessary discounting.

Published in: Business, Technology
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UPS - How Sales Lives the Story

  1. 1. Delivering  Breakthrough  Growth  
  2. 2. •  Enhance  Business  Acumen       •  Reengineer  Sales  Processes   •  Invest  in  CRM    
  3. 3. Napkin   Sales  Binder   PowerPoint  
  4. 4.    Conversa:onal  Selling   •  Ensure  Team  Talent     •  Start  with  the  Customer   •  Orchestrate  Interac:ve  Discussions   –  Listen,  Synthesize,  Steer,  Expand   –  Define  Roles   •  Create  Value  through  Solu:ons   •  Be  a  Trusted  Advisor   Sell  /  Get  the  Return  
  5. 5. Conversa:onal  Selling   •  Consider  Your  Audience     •  Be  Situa:onally  Aware   •  Broaden  the  Discussion   •  Apply  Behavior  Model     Sell  /  Get  the  Return   •  Ensure  Team  Talent     •  Start  with  the  Customer   •  Orchestrate  Interac:ve         Discussions   –  Listen,  Synthesize,  Steer,     Expand   –  Define  Roles   •  Create  Value  through  Solu:ons   •  Be  a  Trusted  Advisor  
  6. 6. 5  
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