0
5 Secrets to Sales Success
What makes a Top
Performer in Sales?
Rank in order of importance, the following
characteristics that make a Top Performer
in Sales?
• Creativity
• Tenacity
• I...
1. Empathy
2. Integrity
3. Passion
4. Creativity
5. Tenacity
6. Curiosity
…to build rapport
…to build trust
…to build inte...
Key Take Away
www.flickr.com/photos/jamesjordan/3026672665
www.flickr.com/photos/caribb/4694032267
Question: What are you going
to do different starting today?
824 September 2013
Old way
9
New way
Goal: avoid this
SalesChannel Europe ©2013 All rights reserved 11
Era III Selling
www.executiveboard.com/sales-blog/files/2012/05/Sales-Eras
SalesChannel Europe ©2013 All rights reserved 12
Problem Solving Lifecycle
source: www.corporatevisions.com
SalesChannel Europe ©2013 All rights reserved 13
Marketing and Sales Alignment
source: www.corporatevisions.com
Give your customers the ability
to do what they can’t currently
do but would want to if they only
knew it was possible.
Th...
www.flickr.com/photos/winemegup/3641912321
Get it right
www.flickr.com/photos/roome/3390682853
Get it wrong
Problem
the
has Changed
The World
What do your
customers want
from you today?
Discussion question
www.flickr.com/photos/stephen_downes/3808714505
The customer’s problem
Your job
www.flickr.com/photos/77485110@N00/2431582475
Guide them to the right solution
Opportunity
Change =
“It is not the
strongest of the
species that survive,
nor the most
intelligent, but the
one most adaptable
to change.”
Cha...
before you
have to change
Change
Rule of change
Solution
the
SalesChannel Europe ©2013 All rights reserved
The Sales Cycle
27
Prospection Qualification Proposal CloseNegotiationNeeds
Where do you
spend most of
your time?
Discussion question
SalesChannel Europe ©2013 All rights reserved
Who will have the better sales results over time?
29
Pierre
Pascal
Prospecti...
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting wit...
SalesChannel Europe ©2013 All rights reserved
The Sales Cycle
3. Needs
1. Prospecting
4. Proposing
5. Negotiating
6. Closi...
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting wit...
Why do
customers buy
from you?
Discussion question
34
Building Trust
Why do people buy from you?
35
Question: How do you become relevant?
Go where they live
www.flickr.com/photos/abardwell/2722623053
“No one cares how
much you know, until
they know how much
you care.”
Ralph Waldo Emerson
SalesChannel Europe ©2013 All rights reserved
Selling at 3 Time Horizons
Closing Current
Opportunities:
• Winning Deals
• ...
SalesChannel Europe ©2013 All rights reserved
Business
Transformation
Operational
Excellence
Value
Cost
Price
Executive
Ma...
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting wit...
Paint a compelling picture
www.flickr.com/photos/marcosreis07/2673223028
SalesChannel Europe ©2013 All rights reserved
The Psychology of Change*
Positive
Present
Sustain
Positive
Future
Attain
Ne...
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting wit...
SalesChannel Europe ©2013 All rights reserved
ABC (Me) Inc. Corporate Overview
1
• Established in 1945
• 13,051 employees ...
SalesChannel Europe ©2013 All rights reserved 1
Us
Our
Past
Them
Their
Future
NOW
Audience Engagement
The Power of
Triplicate of choice
www.flickr.com/photos/xrrr/2321685873
Help them to select the best offer
A
C
Triplicate of choice
B
A
C
X %
Y %
Triplicate of choice
✓
B
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting wit...
www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
Diagnostic Questions
Listen to your customers
54
“Seek first to understand,
then to be understood”
- Stephen R Covey
Building Trust
Capture their Hearts and Minds
Green or black questions?
SalesChannel Europe ©2013 All rights reserved
White Questions
Green Questions
Black Questions
Red Questions
Asking Questio...
“Why Change?” - Quantify the Pain
“Why Now?” - Justify the Gain
Two Critical Questions you must answer
SalesChannel Europe ©2013 All rights reserved 60
DIS-Qualification
What's the Best Lead Qualification Question?
(10%)
(20%...
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting wit...
www.flickr.com/photos/isadocafe/2058393364
The
Sales Formula
Basically, it works like this
www.flickr.com/photos/atomicity/14570249
SalesChannel Europe ©2013 All rights reserved
The Sales Cycle
Prospection Qualification Proposal CloseNegotiation
Time
65
66
P CRx SALES=
P = Number of prospects
CR = Conversion Ratio
67
P CRx SALES=
10 33% (Typically 25%-50%)
Example 1
S = 3
68
P CRx SALES=
10 40%
Example 2
S = 4
*Requires considerable effort. Not easily sustainable
*
69
P CRx SALES=
33%
Example 3
S = 6
*Requires less effort. Is sustainable
20 *
Typical Conversion Rates
1. Cold calling:
2. External Recommendation:
3. Internal Recommendation:
44%
10 X Cold calling
Be...
SalesChannel Europe ©2013 All rights reserved
The Prospecting Mindset
Conventional Wisdom Unconventional Wisdom
ABC (Alway...
Future reality
http://vipmedia.globalnews.ca/2013/06/pipeline-spill.jpg?w=1024
SalesChannel Europe ©2013 All rights reserved
Systematic Prospecting
Prospecting with Purpose
No Prospecting
The Prospecti...
your Capacity
How can you
to Change?
Improve
erently
f
dif
think
Wishing for change
www.flickr.com/photos/superzelle/3853482206
“Eighty percent
of success is
showing up.”
- Woody Allen
Focus all your efforts on how clients think
www.flickr.com/photos/yanivg/418470817
Bring about the possible
Do-it-yourself thinking
www.flickr.com/photos/av8pix/3661136241
www.flickr.com/photos/maestropastelero/258000448
It’s all about YOU!
82
24 September
What did sales winners do?*
1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded me we would...
Key Take Away
www.flickr.com/photos/jamesjordan/3026672665
1. Sell Business Outcomes, not
Technology
3 Takeaways:
3. Great Salespeople (You) are
Entrepreneurs and Agents of
Change
2...
www.flickr.com/photos/winemegup/3641912321
Get it right
www.flickr.com/photos/horacio/3781750
www.flickr.com/photos/horacio/3781750
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: ...
8924 September
Entrepreneurial Selling: 5 Secrets to Sales Success
Entrepreneurial Selling: 5 Secrets to Sales Success
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Entrepreneurial Selling: 5 Secrets to Sales Success

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The new Golden Rule in Sales is: "Give your customers the ability to do what they can’t currently do but would want to if they only knew it was possible." That means you need to lift your customers out of their status quo by challenging their thinking with business and industry insights. Think like an Entrepreneur and focus on the future and future business outcomes that your customers want to achieve. Entrepreneurs sell business outcomes. Entrepreneurial selling: 5 Secrets to Sales Success

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Transcript of "Entrepreneurial Selling: 5 Secrets to Sales Success"

  1. 1. 5 Secrets to Sales Success
  2. 2. What makes a Top Performer in Sales?
  3. 3. Rank in order of importance, the following characteristics that make a Top Performer in Sales? • Creativity • Tenacity • Integrity • Curiosity • Passion • Empathy
  4. 4. 1. Empathy 2. Integrity 3. Passion 4. Creativity 5. Tenacity 6. Curiosity …to build rapport …to build trust …to build interest …to build the right solution …to close the deal …to build understanding Research found:
  5. 5. Key Take Away www.flickr.com/photos/jamesjordan/3026672665
  6. 6. www.flickr.com/photos/caribb/4694032267 Question: What are you going to do different starting today?
  7. 7. 824 September 2013 Old way
  8. 8. 9 New way
  9. 9. Goal: avoid this
  10. 10. SalesChannel Europe ©2013 All rights reserved 11 Era III Selling www.executiveboard.com/sales-blog/files/2012/05/Sales-Eras
  11. 11. SalesChannel Europe ©2013 All rights reserved 12 Problem Solving Lifecycle source: www.corporatevisions.com
  12. 12. SalesChannel Europe ©2013 All rights reserved 13 Marketing and Sales Alignment source: www.corporatevisions.com
  13. 13. Give your customers the ability to do what they can’t currently do but would want to if they only knew it was possible. The old Golden Rule in Sales was: Find out what your customers want, and give it to them. The new Golden Rule in Sales is:
  14. 14. www.flickr.com/photos/winemegup/3641912321 Get it right
  15. 15. www.flickr.com/photos/roome/3390682853 Get it wrong
  16. 16. Problem the
  17. 17. has Changed The World
  18. 18. What do your customers want from you today? Discussion question
  19. 19. www.flickr.com/photos/stephen_downes/3808714505 The customer’s problem
  20. 20. Your job www.flickr.com/photos/77485110@N00/2431582475
  21. 21. Guide them to the right solution
  22. 22. Opportunity Change =
  23. 23. “It is not the strongest of the species that survive, nor the most intelligent, but the one most adaptable to change.” Charles Darwin 12 February 1809 – 19 April 1882
  24. 24. before you have to change Change Rule of change
  25. 25. Solution the
  26. 26. SalesChannel Europe ©2013 All rights reserved The Sales Cycle 27 Prospection Qualification Proposal CloseNegotiationNeeds
  27. 27. Where do you spend most of your time? Discussion question
  28. 28. SalesChannel Europe ©2013 All rights reserved Who will have the better sales results over time? 29 Pierre Pascal Prospection Qualification Proposal CloseNegotiationNeeds Prospection Qualification Proposal CloseNegotiationNeeds
  29. 29. Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
  30. 30. SalesChannel Europe ©2013 All rights reserved The Sales Cycle 3. Needs 1. Prospecting 4. Proposing 5. Negotiating 6. Closing 2. Qualifying 31 Asking Questions with Impact CredibilityandTrust ThePsychologyofChange Presenting to Win Prospecting with Purpose 1 2 3 4 5
  31. 31. Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
  32. 32. Why do customers buy from you? Discussion question
  33. 33. 34 Building Trust Why do people buy from you?
  34. 34. 35 Question: How do you become relevant?
  35. 35. Go where they live www.flickr.com/photos/abardwell/2722623053
  36. 36. “No one cares how much you know, until they know how much you care.” Ralph Waldo Emerson
  37. 37. SalesChannel Europe ©2013 All rights reserved Selling at 3 Time Horizons Closing Current Opportunities: • Winning Deals • Pitching to Win • Closing Building Tomorrow’s Business: • Industry trends • Industry competitive challenges • Collaborative strategy Building the Pipeline: • Solutions to Customer business challenges • Value Propositions • Account Sales Plan Horizon 1 0 - 6 months Horizon 2 6 - 12 months Horizon 3 12 - 36 months
  38. 38. SalesChannel Europe ©2013 All rights reserved Business Transformation Operational Excellence Value Cost Price Executive Management Operations OrganisationThinking Time Horizon Drivers of change Business Drivers Operational Needs Selling at 3 Time Horizons
  39. 39. Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
  40. 40. Paint a compelling picture www.flickr.com/photos/marcosreis07/2673223028
  41. 41. SalesChannel Europe ©2013 All rights reserved The Psychology of Change* Positive Present Sustain Positive Future Attain Negative Present Change Negative Future Avoid NegativePositive Present Future *Source: The Prime Solution by Jeff Thull, Dearborn © 2005 www.primeresource.com
  42. 42. Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
  43. 43. SalesChannel Europe ©2013 All rights reserved ABC (Me) Inc. Corporate Overview 1 • Established in 1945 • 13,051 employees world wide • Offices in 42 countries • Revenues $15.6B • First vendor to launch GREAT technology in 1978 • Ranked #1 by IDG Market Study 2006 • Won the AGP Gold Quality Award in 2007 • We are the best. Smart people know this. You should to!
  44. 44. SalesChannel Europe ©2013 All rights reserved 1 Us Our Past Them Their Future NOW Audience Engagement
  45. 45. The Power of
  46. 46. Triplicate of choice www.flickr.com/photos/xrrr/2321685873
  47. 47. Help them to select the best offer
  48. 48. A C Triplicate of choice B
  49. 49. A C X % Y % Triplicate of choice ✓ B
  50. 50. Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
  51. 51. www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg Diagnostic Questions
  52. 52. Listen to your customers
  53. 53. 54 “Seek first to understand, then to be understood” - Stephen R Covey Building Trust
  54. 54. Capture their Hearts and Minds
  55. 55. Green or black questions?
  56. 56. SalesChannel Europe ©2013 All rights reserved White Questions Green Questions Black Questions Red Questions Asking Questions in Colour Current situation Facts, data & information white snow: pure, cold hard facts Desired situation Future state Grass, trees, growth, can become Obstacles Important, powerful Dark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation. Feelings Fire, explosive color, highly emotional -ve Red: “If Stan doesn’t do something he won’t make quota without help. Stan needs to talk to you.” +ve Red: “If Stan overachieves this year, he will probably be promoted to VP Sales
  57. 57. “Why Change?” - Quantify the Pain “Why Now?” - Justify the Gain Two Critical Questions you must answer
  58. 58. SalesChannel Europe ©2013 All rights reserved 60 DIS-Qualification What's the Best Lead Qualification Question? (10%) (20%) (69%) A. Do you have the budget to buy my offering? B. What's the priority for spending in this category? C. How will you solve the problem if you don't buy? Total Votes: 922
  59. 59. Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
  60. 60. www.flickr.com/photos/isadocafe/2058393364
  61. 61. The Sales Formula
  62. 62. Basically, it works like this www.flickr.com/photos/atomicity/14570249
  63. 63. SalesChannel Europe ©2013 All rights reserved The Sales Cycle Prospection Qualification Proposal CloseNegotiation Time 65
  64. 64. 66 P CRx SALES= P = Number of prospects CR = Conversion Ratio
  65. 65. 67 P CRx SALES= 10 33% (Typically 25%-50%) Example 1 S = 3
  66. 66. 68 P CRx SALES= 10 40% Example 2 S = 4 *Requires considerable effort. Not easily sustainable *
  67. 67. 69 P CRx SALES= 33% Example 3 S = 6 *Requires less effort. Is sustainable 20 *
  68. 68. Typical Conversion Rates 1. Cold calling: 2. External Recommendation: 3. Internal Recommendation: 44% 10 X Cold calling Between 1-5% 4% 88%20 X Cold calling
  69. 69. SalesChannel Europe ©2013 All rights reserved The Prospecting Mindset Conventional Wisdom Unconventional Wisdom ABC (Always Be Closing) ABP (Always be Prospecting) C comes before P (Alphabet) P comes before C (Sales) Top Performers are great closers Top Performers are great openers Great closers Construction Workers Winner develop their closing skills Winners develop their Prospecting skills
  70. 70. Future reality http://vipmedia.globalnews.ca/2013/06/pipeline-spill.jpg?w=1024
  71. 71. SalesChannel Europe ©2013 All rights reserved Systematic Prospecting Prospecting with Purpose No Prospecting The Prospecting Mindset Episodic Prospecting
  72. 72. your Capacity How can you to Change? Improve
  73. 73. erently f dif think
  74. 74. Wishing for change www.flickr.com/photos/superzelle/3853482206
  75. 75. “Eighty percent of success is showing up.” - Woody Allen
  76. 76. Focus all your efforts on how clients think www.flickr.com/photos/yanivg/418470817
  77. 77. Bring about the possible
  78. 78. Do-it-yourself thinking www.flickr.com/photos/av8pix/3661136241
  79. 79. www.flickr.com/photos/maestropastelero/258000448 It’s all about YOU!
  80. 80. 82 24 September
  81. 81. What did sales winners do?* 1. Educated me with new ideas or perspectives 2. Collaborated with me 3. Persuaded me we would achieve results 4. Listened to me 5. Understood my needs 6. Helped me avoid potential pitfalls 7. Crafted a compelling solution 8. Depicted purchasing process accurately 9. Connected with me personally 10.Overall value from the company is superior to other options *What Sales Winners Do Differently, RAIN Group, 2013 Sales Transformation
  82. 82. Key Take Away www.flickr.com/photos/jamesjordan/3026672665
  83. 83. 1. Sell Business Outcomes, not Technology 3 Takeaways: 3. Great Salespeople (You) are Entrepreneurs and Agents of Change 2. Challenge your Customers to see a different / better future
  84. 84. www.flickr.com/photos/winemegup/3641912321 Get it right
  85. 85. www.flickr.com/photos/horacio/3781750
  86. 86. www.flickr.com/photos/horacio/3781750 David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com
  87. 87. 8924 September
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