Learn How Decision Makers Think …
Learn How Decision Makers Think …
<ul><li>… and distinguish  yourself from the competition! </li></ul>
Your  Prospects
Busy woman <ul><li>Every Day Chaos </li></ul>
<ul><li>How can we sell to these crazy busy people? </li></ul>
Frazzled  Customer  Syndrome
How Decisions are Made <ul><li>SNAP! </li></ul>
Time  to Get Smart
Slow Down to Speed Up Your Sales
To get more business,  stop selling.
Be Relevant: Cut the Crap Leading edge Unique Robust Partner One-Stop Shopping
Lead  Them  into Temptation
Example: Web Marketing Firm <ul><li>We help clients improve their online user’s web experience which typically results in ...
<ul><li>Limit their Options </li></ul>
Use a Foot-in-the-Door Approach <ul><li>Start with only  one product or service - not your entire offering . </li></ul>
<ul><li>Break bigger projects into smaller pieces. </li></ul>
<ul><li>Augment what the incumbent offers - don’t try to replace it. </li></ul>
<ul><li>Devise easy contractual  terms to get started. </li></ul>
KISS Principle
Use the News <ul><li>Competitive  Moves </li></ul>Management  Changes New Strategic Initiatives
Sales Resource <ul><li>Download this free ebook at: </li></ul><ul><li>www.sellingtobigcompanies.com/trigger   </li></ul>
Strategy in Action <ul><li>Marcus. Heather Johnson. 651-429-1922. </li></ul><ul><li>With your recent acquisition of FLUFF ...
Be a  Trail  Guide
How People Think <ul><li>K N O W L E D G E   </li></ul>C   O   M   P   R   E   H   E   N   S   I   O   N   A P P L I C A T...
How People Think Top  Performers   <ul><li>K N O W L E D G E   </li></ul>C   O   M   P   R   E   H   E   N   S   I   O   N...
See yourself from your prospect’s perspective
Distinguish Yourself from Competitors
<ul><li>THINK! </li></ul>
Before You Go! <ul><li>Visit  www.landslide.com </li></ul>
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Learn How Decision Makers Think

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Landslide Technologies invited Jill Konrath to reveal what's really going on in the minds of corporate decision makers – and what that means to you. Jill taught proven methods to position yourself as an irresistible and invaluable sales resource to your clients.

Everyone says that it's important to think like your customers, but do you really know what's on their mind? In this session, sales strategist Jill Konrath shared the perspectives of corporate decision makers that impact your ability to be successful in sales.

By viewing the webinar, learn how to:

Assess what's on your customer's mind – prior to meeting with them.
Gauge the impact of the corporate environment on decision making.
Successfully deal with the "frazzled customer syndrome."
Use counterintuitive approaches to instigate change initiatives in the organization.
Think better yourself – so you're creating maximum value with every customer interaction.

Published in: Business, Technology
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  • You have an interesting point about how decisions are made SNAP. I ran into an interesting article about this, which may be good supplemental reading for your article.

    http://www.engeljournal.com/decision-dyad/the-david-engel-experience/2010/04/01/
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  • What a great and informative presentation Jill !!! Sure would like a tutorial on how-to present our information is such an exciting way. We currently have PowerPoint and a one page SlideShare on LinkedIn that we want to transform into something as breath-taking as you have created. Can you help us? Thank you...
       Reply 
    Are you sure you want to  Yes  No
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Learn How Decision Makers Think

  1. 1. Learn How Decision Makers Think …
  2. 2. Learn How Decision Makers Think …
  3. 3. <ul><li>… and distinguish yourself from the competition! </li></ul>
  4. 4. Your Prospects
  5. 5. Busy woman <ul><li>Every Day Chaos </li></ul>
  6. 6. <ul><li>How can we sell to these crazy busy people? </li></ul>
  7. 7. Frazzled Customer Syndrome
  8. 8. How Decisions are Made <ul><li>SNAP! </li></ul>
  9. 9. Time to Get Smart
  10. 10. Slow Down to Speed Up Your Sales
  11. 11. To get more business, stop selling.
  12. 12. Be Relevant: Cut the Crap Leading edge Unique Robust Partner One-Stop Shopping
  13. 13. Lead Them into Temptation
  14. 14. Example: Web Marketing Firm <ul><li>We help clients improve their online user’s web experience which typically results in a 40-150% improvement in key operating metrics. </li></ul><ul><li>In just the first 3 months of working with us, a recent client: </li></ul><ul><li>• Increased sales conversions by 57%. </li></ul><ul><li>• Improved average order size by 25%. </li></ul>
  15. 15. <ul><li>Limit their Options </li></ul>
  16. 16. Use a Foot-in-the-Door Approach <ul><li>Start with only one product or service - not your entire offering . </li></ul>
  17. 17. <ul><li>Break bigger projects into smaller pieces. </li></ul>
  18. 18. <ul><li>Augment what the incumbent offers - don’t try to replace it. </li></ul>
  19. 19. <ul><li>Devise easy contractual terms to get started. </li></ul>
  20. 20. KISS Principle
  21. 21. Use the News <ul><li>Competitive Moves </li></ul>Management Changes New Strategic Initiatives
  22. 22. Sales Resource <ul><li>Download this free ebook at: </li></ul><ul><li>www.sellingtobigcompanies.com/trigger </li></ul>
  23. 23. Strategy in Action <ul><li>Marcus. Heather Johnson. 651-429-1922. </li></ul><ul><li>With your recent acquisition of FLUFF products, it’s going to be an even bigger challenge to achieve your goal of reducing supply chain costs. </li></ul><ul><li>I have some ideas about how you can slash turnaround time - which can have a significant impact on profitability. </li></ul><ul><li>Let’s set up a time to talk about this in more detail. Again, it’s Heather Johnson & my number is … </li></ul>
  24. 24. Be a Trail Guide
  25. 25. How People Think <ul><li>K N O W L E D G E </li></ul>C O M P R E H E N S I O N A P P L I C A T I O N
  26. 26. How People Think Top Performers <ul><li>K N O W L E D G E </li></ul>C O M P R E H E N S I O N A P P L I C A T I O N A N A L Y S I S S T R A T E G I C J U D G I N G
  27. 27. See yourself from your prospect’s perspective
  28. 28. Distinguish Yourself from Competitors
  29. 29. <ul><li>THINK! </li></ul>
  30. 30. Before You Go! <ul><li>Visit www.landslide.com </li></ul>
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