Sales methods deck

•

0 likes•1,048 views

IKO System

Business

What is the best
Sales Method
for your Team?

1800-early 1900: Age of barter

50s-70s: Age of feature and beneﬁt

80s-90s: Age of persuasive selling

2000s: Age of power shift

2010- today: Age of expert positioning

MILLER HEIMAN
‣Large accounts
‣Complex sales cycles
‣Deﬁnes clients’ needs & challenges

SOLUTION SELLING
‣What are the client’s pains?
‣Thorough research and documentation
‣Seller becomes a buying facilitator

SPIN SELLING

‣Builds rapport with the client
‣Situation > Problem >
Implication > Need
‣Uses strategic questions

TAS
‣Is there an opportunity?
‣Can we win?
‣Is it worth winning?

CUSTOMER SELLING

‣Focused on conversations
‣Targets client relationship & loyalty
‣Obsessed by the buyer’s psychology

CHALLENGER SELLING

‣Challenges the prospect
‣Pushes the status quo
‣Teach, tailor and take control
‣Non-aggressively overcomes risks

From the ol’ fashion way ...

70% of the buyers’ decision
process is now done before
meeting with a sales rep.»

... to Sales 2.0

Explore the new sales intelligence tactics8

Recently uploaded

digital marketing , introduction of digital marketingrajputmeenakshi733

1911 Gold Corporate Presentation Apr 2024.pdfShaun Heinrichs

Go for Rakhi Bazaar and Pick the Latest Bhaiya Bhabhi Rakhi.pptxRakhi Bazaar

Jewish Resources in the Family Resource CentreNZSG

Strategic Project Finance Essentials: A Project Manager’s Guide to Financial ...Aggregage

Planetary and Vedic Yagyas Bring Positive Impacts in LifeBhavana Pujan Kendra

14680-51-4.pdf Good quality CAS Good quality CAScathy664059

TriStar Gold Corporate Presentation - April 2024Adnet Communications

Onemonitar Android Spy App Features: Explore Advanced Monitoring CapabilitiesOne Monitar

Healthcare Feb. & Mar. Healthcare NewsletterJamesConcepcion7

Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...ssuserf63bd7

20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdfChris Skinner

Psychic Reading | Spiritual Guidance – Astro Ganesh Jiastral oracle

EUDR Info Meeting Ethiopian coffee exportersPeter Horsten

The Bizz Quiz-E-Summit-E-Cell-IITPatna.pptxQuiz Club, Indian Institute of Technology, Patna

Pitch Deck Teardown: Xpanceo's $40M Seed deckHajeJanKamps

The-Ethical-issues-ghhhhhhhhjof-Byjus.pptxmbikashkanyari

Appkodes Tinder Clone Script with Customisable Solutions.pptxappkodes

Data Analytics Strategy Toolkit and TemplatesAurelien Domont, MBA

WSMM Media and Entertainment Feb_March_Final.pdfJamesConcepcion7

Recently uploaded (20)

digital marketing , introduction of digital marketing

1911 Gold Corporate Presentation Apr 2024.pdf

Go for Rakhi Bazaar and Pick the Latest Bhaiya Bhabhi Rakhi.pptx

Jewish Resources in the Family Resource Centre

Strategic Project Finance Essentials: A Project Manager’s Guide to Financial ...

Planetary and Vedic Yagyas Bring Positive Impacts in Life

14680-51-4.pdf Good quality CAS Good quality CAS

TriStar Gold Corporate Presentation - April 2024

Onemonitar Android Spy App Features: Explore Advanced Monitoring Capabilities

Healthcare Feb. & Mar. Healthcare Newsletter

Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...

20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf

Psychic Reading | Spiritual Guidance – Astro Ganesh Ji

EUDR Info Meeting Ethiopian coffee exporters

The Bizz Quiz-E-Summit-E-Cell-IITPatna.pptx

Pitch Deck Teardown: Xpanceo's $40M Seed deck

The-Ethical-issues-ghhhhhhhhjof-Byjus.pptx

Appkodes Tinder Clone Script with Customisable Solutions.pptx

Data Analytics Strategy Toolkit and Templates

WSMM Media and Entertainment Feb_March_Final.pdf

Sales methods deck

1. What is the best Sales Method for your Team?

2. 1800-early 1900: Age of barter 50s-70s: Age of feature and beneﬁt 80s-90s: Age of persuasive selling 2000s: Age of power shift 2010- today: Age of expert positioning

3. MILLER HEIMAN ‣Large accounts ‣Complex sales cycles ‣Deﬁnes clients’ needs & challenges SOLUTION SELLING ‣What are the client’s pains? ‣Thorough research and documentation ‣Seller becomes a buying facilitator

4. SPIN SELLING ‣Builds rapport with the client ‣Situation > Problem > Implication > Need ‣Uses strategic questions TAS ‣Is there an opportunity? ‣Can we win? ‣Is it worth winning?

5. CUSTOMER SELLING ‣Focused on conversations ‣Targets client relationship & loyalty ‣Obsessed by the buyer’s psychology CHALLENGER SELLING ‣Challenges the prospect ‣Pushes the status quo ‣Teach, tailor and take control ‣Non-aggressively overcomes risks

6. From the ol’ fashion way ... 70% of the buyers’ decision process is now done before meeting with a sales rep.» ... to Sales 2.0

7. Explore the new sales intelligence tactics8

Sales methods deck

Recommended

Recommended

More Related Content

More from IKO System

More from IKO System (20)

Recently uploaded

Recently uploaded (20)

Sales methods deck