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Entrepreneurial Selling: 5 Secrets to Sales Success
 

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 ...

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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    Entrepreneurial Selling: 5 Secrets to Sales Success Entrepreneurial Selling: 5 Secrets to Sales Success Presentation Transcript

    • 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 • Integrity • Curiosity • Passion • Empathy
    • 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:
    • 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. 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:
    • 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.” Charles Darwin 12 February 1809 – 19 April 1882
    • 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 Prospection Qualification Proposal CloseNegotiationNeeds Prospection Qualification Proposal CloseNegotiationNeeds
    • Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
    • 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
    • Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
    • 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 • 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
    • 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
    • Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
    • 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 Negative Present Change Negative Future Avoid NegativePositive Present Future *Source: The Prime Solution by Jeff Thull, Dearborn © 2005 www.primeresource.com
    • Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
    • 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!
    • 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 with Purpose5
    • 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 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
    • “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%) (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
    • Creating Credibility and Trust1 The Psychology of Change2 Presenting to Win3 Asking Questions with Impact4 Prospecting with Purpose5
    • 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 Between 1-5% 4% 88%20 X Cold calling
    • 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
    • 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 Prospecting Mindset Episodic Prospecting
    • 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 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
    • 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. Challenge your Customers to see a different / better future
    • 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: david@saleschannel-europe.com Website: www.saleschannel-europe.com
    • 8924 September