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 ...

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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Re-Thinking Sales Re-Thinking Sales Presentation Transcript

  • 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?
  • 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 In An Age of Uncertainty
  • 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 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
  • 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. The new Golden Rule in Sales is:
  • 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 interest …to build the right solution …to close the deal …to build understanding Research found:
  • 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 isn’t talent, its attitude.”
  • 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, 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
  • 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. They systematically practice the new Golden Rule in Sales:
  • 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 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
  • Recommended reading
  • 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
  • 1. Success in sales is simple, but not easy 2. Closing skills => Prospecting skills 3. Sales mindset => Collaborative mindset
  • 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: david@saleschannel-europe.com Website: www.saleschannel-europe.com