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57% - that's how far the
average B2B buyer is through
the purchase decision before
engaging a supplier sales rep.*
12% - t...
Problem?
What is the
Sales are drying up?
www.flickr.com/photos/mwichary/3690887427
Come to a sudden stop?
Do you feel like this?
or this?
Solution?
What is the
erent
f
dif
think
“All failure is failure to
adapt, all success is
successful adaptation.”
- Max McKeown, Adaptability: The Art of
Winning I...
See the world through new eyes
Mindset Shift*
Fixed Mindset Growth Mindset
Intelligence is static Intelligence can be developed
Leads to a desire to look...
www.flickr.com/photos/winemegup/3641912321
Get it right
Party all night
www.flickr.com/photos/roome/3390682853
Get it wrong
www.flickr.com/photos/12023825@N04/2898021822
What is your Sales
Improvement Plan?
Prisoners of the past
Overcoming barriers to change
Competingfor
Relevance
The old Golden Rule in Sales was:
Find out what your customers
want, and give it to them.
Necessary, but not sufficient
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...
Sell to their right-brains
24
Decision
Drivers
Develop a Winner’s Mindset1
Always be Prospecting2
Challenge the Status Quo3
What are the personal
characteristics of
Top Sales Performers?
Question 1:
Rank in order of importance:
• 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 inte...
You can’t teach an old dog new tricks
Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951
The hard way
AND Thinking
AND Thinking
AND Thinking
Constraint-based thinking
Constraint-based thinking
Collective constraint-based thinking
“Attitude is a choice, and its
available to all.”
Sales Attitude
- Seth Godin
“What actually separates
winners from losers...
Sharpen your sales attitude
Necessary, but not sufficient
Get
(Make A Difference)
Resilient Thinking
Develop a Winner’s Mindset1
Always be Prospecting2
Challenge the Status Quo3
What single attribute
determines long term,
sustainable over-
achievement in sales?
Question 2:
ABC of selling
Your personal commitment to….
Always be Prospecting
Building your opportunity pipeline
Knocking on every door
The Sales Cycle
Prospects Conversion Rate
Prospection Qualification Proposal CloseNegotiation
Time
P CRx SALES=
P = Number of prospects
CR = Conversion Rate
P CR SALES=
10 33% (Typically 25%-50%)
Example 1
S = 3
x
P CR SALES=
10 40%
Example 2
S = 4
*Requires considerable effort. Not easily sustainable
*
x
P CR SALES=
33%
Example 3
S = 6
*Requires less effort. Is sustainable
20 *
x
“Eighty percent
of success is
showing up.”
- Woody Allen
Necessary, but not sufficient
Develop a Winner’s Mindset1
Always be Prospecting2
Challenge the Status Quo3
What is the single most
important thing that top
sales performers do?
Question 3:
They . . .
Guide customers to the right solution
What is your Customer’s #1 Challenge?
“If I had asked people what
they wanted, they would
have said faster horses.”
- Henry Ford
1863 - 1947
They Educate
White Questions
Green Questions
Black Questions
Red Questions
Current situation
Facts, data & information
white snow: pure...
Insight-based selling
Then, they create a sense of urgency
They Inspire
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...
source: www.corporatevisions.com
They lead their customers through the Buyer’s Journey
source: www.corporatevisions.com
1 32
They lead their customers through the Buyer’s Journey
• Challenge them
• Destabilise...
Recommended reading
What did sales winners do differently?*
1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded...
1. Success in sales is simple, but not easy
2. Closing skills => Prospecting skills
3. Sales mindset => Collaborative mind...
Necessary, but not sufficient
What is the single most
important thing that top
sales performers do?
1. Challenge their clients
2. Inspire and educate
3. Sharing their insights
www.flickr.com/photos/winemegup/3641912321
Get it right
www.flickr.com/photos/horacio/3781750
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: ...
Re-Thinking Sales
Re-Thinking Sales
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Re-Thinking Sales

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Success in sales means selling the way tomorrow's customers want to buy. Necessary, but not sufficient. You must provoke your customers out of their comfort zones and their status quo using your business insights that will challenge their thinking and move them to take positive action.

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Transcript of "Re-Thinking Sales"

  1. 1. 57% - that's how far the average B2B buyer is through the purchase decision before engaging a supplier sales rep.* 12% - that's how much of your customer's total mindshare you as a supplier have across the entire B2B purchase path.* 57% 12% *CEB study of 1,900 B2B Decision Makers Did you know?
  2. 2. Problem? What is the
  3. 3. Sales are drying up?
  4. 4. www.flickr.com/photos/mwichary/3690887427 Come to a sudden stop?
  5. 5. Do you feel like this?
  6. 6. or this?
  7. 7. Solution? What is the
  8. 8. erent f dif think
  9. 9. “All failure is failure to adapt, all success is successful adaptation.” - Max McKeown, Adaptability: The Art of Winning In An Age of Uncertainty
  10. 10. See the world through new eyes
  11. 11. Mindset Shift* Fixed Mindset Growth Mindset Intelligence is static Intelligence can be developed Leads to a desire to look smart and therefore a tendency to Leads to a desire to learn and therefore a tendency to avoid challenges embrace challenges give up easily due to obstacles persist despite obstacles see effort as fruitless see effort as path to mastery ignore useful feedback learn from criticism be threatened by others'success be inspired by others' success *source: Carol S. Dweck, Ph.D
  12. 12. www.flickr.com/photos/winemegup/3641912321 Get it right
  13. 13. Party all night
  14. 14. www.flickr.com/photos/roome/3390682853 Get it wrong
  15. 15. www.flickr.com/photos/12023825@N04/2898021822 What is your Sales Improvement Plan?
  16. 16. Prisoners of the past
  17. 17. Overcoming barriers to change
  18. 18. Competingfor Relevance
  19. 19. The old Golden Rule in Sales was: Find out what your customers want, and give it to them.
  20. 20. Necessary, but not sufficient
  21. 21. 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 new Golden Rule in Sales is:
  22. 22. Sell to their right-brains
  23. 23. 24 Decision Drivers
  24. 24. Develop a Winner’s Mindset1 Always be Prospecting2 Challenge the Status Quo3
  25. 25. What are the personal characteristics of Top Sales Performers? Question 1:
  26. 26. Rank in order of importance: • Creativity • Tenacity • Integrity • Curiosity • Passion • Empathy
  27. 27. 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:
  28. 28. You can’t teach an old dog new tricks
  29. 29. Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
  30. 30. The hard way
  31. 31. AND Thinking
  32. 32. AND Thinking
  33. 33. AND Thinking
  34. 34. Constraint-based thinking
  35. 35. Constraint-based thinking
  36. 36. Collective constraint-based thinking
  37. 37. “Attitude is a choice, and its available to all.” Sales Attitude - Seth Godin “What actually separates winners from losers isn’t talent, its attitude.”
  38. 38. Sharpen your sales attitude
  39. 39. Necessary, but not sufficient
  40. 40. Get (Make A Difference)
  41. 41. Resilient Thinking
  42. 42. Develop a Winner’s Mindset1 Always be Prospecting2 Challenge the Status Quo3
  43. 43. What single attribute determines long term, sustainable over- achievement in sales? Question 2:
  44. 44. ABC of selling
  45. 45. Your personal commitment to….
  46. 46. Always be Prospecting
  47. 47. Building your opportunity pipeline
  48. 48. Knocking on every door
  49. 49. The Sales Cycle Prospects Conversion Rate Prospection Qualification Proposal CloseNegotiation Time
  50. 50. P CRx SALES= P = Number of prospects CR = Conversion Rate
  51. 51. P CR SALES= 10 33% (Typically 25%-50%) Example 1 S = 3 x
  52. 52. P CR SALES= 10 40% Example 2 S = 4 *Requires considerable effort. Not easily sustainable * x
  53. 53. P CR SALES= 33% Example 3 S = 6 *Requires less effort. Is sustainable 20 * x
  54. 54. “Eighty percent of success is showing up.” - Woody Allen
  55. 55. Necessary, but not sufficient
  56. 56. Develop a Winner’s Mindset1 Always be Prospecting2 Challenge the Status Quo3
  57. 57. What is the single most important thing that top sales performers do? Question 3:
  58. 58. They . . .
  59. 59. Guide customers to the right solution
  60. 60. What is your Customer’s #1 Challenge?
  61. 61. “If I had asked people what they wanted, they would have said faster horses.” - Henry Ford 1863 - 1947
  62. 62. They Educate
  63. 63. White Questions Green Questions Black Questions Red Questions 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 his quota. He really needs some help. Stan needs to talk to you.” +ve Red: “If Stan overachieves this year, he will probably be promoted to VP Sales Asking Questions in Colour
  64. 64. Insight-based selling
  65. 65. Then, they create a sense of urgency
  66. 66. They Inspire
  67. 67. Give your customers the ability to do what they can’t currently do but would want to if they only knew it was possible. They systematically practice the new Golden Rule in Sales:
  68. 68. source: www.corporatevisions.com They lead their customers through the Buyer’s Journey
  69. 69. source: www.corporatevisions.com 1 32 They lead their customers through the Buyer’s Journey • Challenge them • Destabilise them • Challenge the status quo • Get them out of comfort zone • Take them to the negative future • Sell your insights • Provide evidence • Cost justify • Lead them through the process • Take them to the beach • Sell your insights • Sell your experience • Take them to the negative future • Create a sense of urgency • Monetise the cost of delay • Take them to the beach • Guide them to take action • Take the order
  70. 70. Recommended reading
  71. 71. What did sales winners do differently?* 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 others*What Sales Winners Do Differently, RAIN Group, 2013
  72. 72. 1. Success in sales is simple, but not easy 2. Closing skills => Prospecting skills 3. Sales mindset => Collaborative mindset
  73. 73. Necessary, but not sufficient
  74. 74. What is the single most important thing that top sales performers do?
  75. 75. 1. Challenge their clients 2. Inspire and educate 3. Sharing their insights
  76. 76. www.flickr.com/photos/winemegup/3641912321 Get it right
  77. 77. 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
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