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7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
7 Habits Of Highly Effective Salespeople
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7 Habits Of Highly Effective Salespeople

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  • 1. 7 Habits of Highly Effective Salespeople
    March 28, 2011
  • 2. 2
    Sales Covers the Customer Lifecycle
    Sales Planning
    Prospecting
    Customer Management
    Opportunity Planning &
    Tracking
    Channel Management
  • 3. 3
    Overview of the Seven Habits
    Seek to understand
    Adopt a sales process
    Learn to love prospecting
    Know your products
    Find pain and deal with it
    Learn to love technology
    Invest in your customers
  • 4. 4
    Self
    Product
    Company
    Habit 1. Seek to Understand - Yourself
    Selling is the combination of attitude, behavior, technique
    Overcome the fear of rejection
    Be resourceful
    Build credibility
    Measure progress
    Prepare, prepare, prepare
  • 5. 5
    Habit 1. Seek to Understand – Your Customers
    Who are they?
    How do they buy?
    Who are the buying influences?
    What adds value to their business?
    One thing that we’ve discovered with certainty is that anything we
    do that makes the customer more successful, inevitably results in
    a financial return for us.
    - Jack Welch – former Chairman, General Electric
  • 6. 6
    Habit 1. Seek to Understand – Buying Influences
    Five Buying Influence types affect the purchase decision
    Economic Buyer
    Technical Buyer
    User Buyer
    Coach/Champion
    Dominant Influencer
    Adapted from Miller Heiman, Inc.
  • 7. 7
    Habit 2. Adopt a Sales Process
    Prospects have a buying process
    You should have a selling process
    Create your sales process
    Align with your prospect’s buying process
    Steps, activities, and deliverables
    Create, document, and share it
    Explain your process during discussions & presentations
  • 8. 8
    Habit 2. State Your Value Proposition
    Constructing your value prop
    For (target customer)
    • Who (statement of the need or opportunity)
    • 9. The (product name) is a (product category)
    • 10. That (statement of key benefit - that is, compelling reason to buy)
    • 11. Unlike (primary competitive alternative)
    • 12. Our product/service (statement of primary differentiation)
  • 9
    Habit 3. Learn to Love Prospecting
    Sales = # opportunities x close ratio (NOxCR)
    Lead Generation & Prospecting
    Repetition & Training
  • 13. 10
    Habit 3. Learn to Love Prospecting – with Referrals
    Best source of leads
    Pre-qualified credibility
    3 reasons for no referrals
    Not WOWed
    Doesn’t know you want referrals
    Can’t explain your differentiation/Value Prop
    Be generous giving referrals
  • 14. 11
    Habit 4. Know Your Products
    Value proposition (elevator pitch)
    Use reference stories to build credibility
    Know how your products solve pains
    Provide proof to build credibility and reduce buyer’s perceived risk
    Help calculate a return on investment
  • 15. 12
    Habit 4. Sell the Total Product
    CoreProduct
    Possible Product
    Expected Product
    Augmented Product
    Adapted from Marketing Imagination, Theodore Levitt
  • 16. 13
    Habit 5. Find Pain and Deal With It
    Difference between reality and expectations
    The more the better
    Buyer must admit pain
    Product features and benefits are only important to you!
  • 17. 14
    Habit 5. Understand the Impact of the Pain
    How much does this cost per year?
    Whom does it impact?
    Who will be involved in fixing this pain?
    When does the pain need to be fixed?
    What happens if it doesn’t get fixed?
    Does a budget exist to pay for it?
  • 18. 15
    Habit 5. Focus on Solution to Pain
    Paint a picture of your solution solving their pain
    A benefit is one that addresses a prospect’s pain
    Seek to create life changing events
    Products belong in your back pocket
    “What if …” , “Would it help if ...”
    Prepare by creating Pain Sheets
  • 19. 16
    Habit 6. Learn to Love Technology
    Automate non-value added activities
    Choose a level appropriate for your business
    Maximize customer touch time
    Improve retention
  • 20. 17
    Habit 6. Technologies to Adopt
    Multi-dept.
    Sharing, collaboration, up-sell, cross-sell
    Enterprise CRM
    SalesForce
    Siebel
    SAP
    Small groups.
    Manage notes, history of contact
    CRM
    Microsoft
    SalesLogix
    Goldmine
    Individuals
    Tracking contacts, appt, tasks
    Contact Manager
    ACT!
    Outlook BCM
    Nice to have
    iPhone, iPad, BlackBerry
    CorexCardScan
    DymoLabelWriter
    PIM
    Outlook
    Palm Desktop
    Get Rid of Your Addiction to Paper!!!
  • 21. 18
    Habit 6. Technology Implementation
    2/3 Process, 1/3 Technology
    Define your objectives
    A well defined implementation process increase probability of success
    Assign the right people
  • 22. 19
    Habit 7. Invest in Those Who Bought From You
    A satisfied customers is your most valuable assets
    Invest in them
    It is 6-7 times more expensive to acquire customers than retain them
    60–80% of lost customers
    report to be Satisfied
    or Very Satisfied
    prior to defecting
    A 5% improvement
    in customer retention rates
    will yield between a
    25 to 100% increase in profits
    2/3 of customers
    leave because
    they feel neglected
  • 23. 20
    Habit 7. Insurance for Best Customers
    Insure your most valuable assets (invest in your customer relationship)
    About 20% of accounts provide about 80% of profits – ‘A’ customers
    Calculate the lifetime value of ‘A’ customers
    Spend accordingly
    Build a system for staying in touch

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