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Changing The Sales Mindset
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Changing The Sales Mindset

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In order for salespeople to be perceived as different and better, they need to bring a different mental approach to every interaction. This presentation illustrates this point and gives practical …

In order for salespeople to be perceived as different and better, they need to bring a different mental approach to every interaction. This presentation illustrates this point and gives practical advice on how salespeople can make changes in their language to become more effective.

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  • 1. Changing The Sales Mindset Creating a competitive advantage with a new approach to selling 1 Momentum Services LLC
  • 2. Agenda Sales success Traditional sales approach Definition Limitations A new approach – The Business Resource Implementation ideas Copyright © 2009 Momentum Services LLC 2
  • 3. Measuring Success What is a salesperson’s job? A salesperson’s job is to create and maintain profitable business for their company. Copyright © 2009 Momentum Services LLC 3
  • 4. Achieving Success What is a salesperson’s key job activity? A salesperson’s key activity is to have effective customer interactions (meetings). Copyright © 2009 Momentum Services LLC 4
  • 5. Customer Meetings Meetings effect the trajectory of the sales process Productive meetings create new opportunities or advance a sales effort Unproductive meetings are neutral or cause a sales effort to go backwards Your success as a salesperson is directly related to your ability to have effective meetings Copyright © 2009 Momentum Services LLC 5
  • 6. The Traditional Sales Mindset: “ In order for me to succeed in sales, I have to…” 1.“…master the ability to communicate information.” 2.“…build relationships.” 3.“…focus on closing the sale.” 4.“…understand the customer’s needs.” 5.“…find the decision-maker.” 6.“…be responsive.” 6
  • 7. The “Traditional Sales” Mindset Believes… Customer relationships are “master-servant” It’s about the “pitch” Customer interactions focus on the transaction (words used: information, needs, solutions, proposals, quotes etc.). “Salespeople are born, not made” In the end, “Sales is a numbers game” Copyright © 2009 Momentum Services LLC 7
  • 8. Rethinking Our Approach The Business Resource Mindset Copyright © 2009 Momentum Services LLC 8
  • 9. The Traditional Sales The Business Resource Mindset: Mindset: “ In order for me to succeed “ In order for me to succeed in sales, I have to…” in sales, I have to…” 1.“…master the ability to 1.“…master the ability to communicate information.” understand the customer’s world.” (Tell Mode) (Seek Mode) 2.“…build ‘business peer’ 2.“…build relationships.” relationships.” 3.“…focus on closing the sale.” 3.“…focus on advancing the sale!” 4.“…understand the customer’s 4.“…understand the customer’s needs.” business.” 5.“…find the decision-maker.” 5.“…be organizationally savvy.” 6.“…be responsive.” 6.“…respond according to potential return.” 9
  • 10. Results of Business Resource Mindset A Business Resource salesperson… Is perceived differently Knows more about their customer and how they operate Is able to strategically leverage these advantages to get more business…quicker…at higher profit margins Copyright © 2009 Momentum Services LLC 10
  • 11. Becoming A Business Resource Recalibrate your approach…Mindset “You’ve gotta believe!” Words matter! The language you use everyday must change forever. Take control of your interactions Develop planning and language skills Copyright © 2009 Momentum Services LLC 11
  • 12. Where Do I Start? Words A few language changes can make a big difference Some common Business Resource language changes Ending “Master-Servant” language Seeking greater understanding Copyright © 2009 Momentum Services LLC 12
  • 13. “Master-Servant” to “Business Peer” Changing your language in the following situations: Greeting and/or closing a meeting Response to requests Copyright © 2009 Momentum Services LLC 13
  • 14. Greetings and Closings Avoid the following phrases: “I know you’re busy” “I appreciate/thank you for your time” “I’ll let you get back to work” Use these phrases instead: “I’ve been looking forward to our meeting…” “Thank you, this was a good meeting…” “I’m glad our schedules/calendars could match/connect” Copyright © 2009 Momentum Services LLC 14
  • 15. Responding To Requests Be sure to respond according to potential return… Take the time to understand the situation before committing resources Customer is usually far more open with information early in the process Over-responding can be perceived as desperation Copyright © 2009 Momentum Services LLC 15
  • 16. Responding To Requests Language to use… “This opportunity sounds like something we’d really be interested in, however before I commit resources I’d like to spend 15-30 minutes on the phone so I can get my arms around this project. I feel the better I understand the big picture the more value I might be able to bring…does that make sense? Copyright © 2009 Momentum Services LLC 16
  • 17. Seeking Greater Understanding The Business Resource mindset promotes understanding the customer’s business, rather than simply defining “needs” or looking for “pain”. Asking questions to understand the customer’s world sets the BR apart from other salespeople Better understanding allows for proactive anticipation of needs, rather than reacting to the customer’s request. Goal is to position ourselves earlier in the buying cycle… “Selling to the left”. Copyright © 2009 Momentum Services LLC 17
  • 18. Typical “Relationship” Meeting Meeting in-between projects usually looks like this… “How’s it going? Any projects for us to bid on?” Instead, try this… “I’d like to take a step back and understand your bigger picture business issues. The more I know about your business, the more value I can bring to you.” Copyright © 2009 Momentum Services LLC 18
  • 19. Advanced Learning Knowledge calls “Contracting” language The words and phrases a salesperson uses to gain ‘permission’ to go in a certain direction or drill to a certain depth at the start of and during any interaction About 70% of learning Business Resource selling 3-6 months to gain competency 1-2 years to master Copyright © 2009 Momentum Services LLC 19
  • 20. Next Steps Develop contracting language and meeting management skills for all situations Establish account planning, analysis and coaching methodology with management Apply strategy framework (BRASS™) Copyright © 2009 Momentum Services LLC 20
  • 21. For more information, contact… David Wacker, Momentum Services LLC Ph: 262-305-0385 E-mail: dwacker@momentum-services.com Web: www.momentum-services.com Copyright © 2009 Momentum Services LLC 21