The Buyers Journey

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Grow your professional services business in tough times. Manage your Sales Cycle. Focus all your efforts on the vital initial step of your Sales Cycle - Prospecting. Make Buyers want to buy what you …

Grow your professional services business in tough times. Manage your Sales Cycle. Focus all your efforts on the vital initial step of your Sales Cycle - Prospecting. Make Buyers want to buy what you have to offer. Help them navigate the Buyer's Decision Process. Three actionable ideas to help you get there faster.

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  • 1. The Buyer’s Journey
  • 2. Different perspectives 2
  • 3. Association Française des Conférenciers Professionnels
  • 4. We all deliver….
  • 5. Keynotes
  • 6. Keynotes
  • 7. Stars on stage
  • 8. 8
  • 9. Executive Programs
  • 10. Corporate Training
  • 11. Workshops
  • 12. Executive coaching
  • 13. Personal coaching
  • 14. A typical Buyer
  • 15. They are doing this
  • 16. Stuck in the sand
  • 17. Need clarity and direction
  • 18. Navigate the bends
  • 19. Lead them into the unknown
  • 20. The buyer’s journey 25
  • 21. Help them see the big picture
  • 22. Demonstrate our uniqueness 27
  • 23. Lots of ideas
  • 24. Chose one idea
  • 25. Just one exceptional idea
  • 26. Really interesting!
  • 27. Really stupid!
  • 28. Tell me more
  • 29. … and when we do?
  • 30. the Problem
  • 31. The result
  • 32. Yes, No Sale
  • 33. We need a Buyer Navigation System
  • 34. Your challenge: Find 3 Take Aways
  • 35. the Solution
  • 36. 1 2 3 things to remember
  • 37. Get your message out there
  • 38. 1. The Sales Cycle 2. The Buyer’s Decision Process 3. You can double your business
  • 39. 1 1. Prospecting 2. Qualifying 3. Needs The Sales Cycle 4. Proposing 5. Negotiating 6. Closing
  • 40. 1. Prospecting
  • 41. 2. Qualifying
  • 42. 3. Needs analysis
  • 43. 4. Proposing
  • 44. Sharpen your pencil
  • 45. 5. Negotiating
  • 46. 6. Close
  • 47. Question? What is the most difficult step in the Sales Cycle ?
  • 48. Finding new Business ?
  • 49. PROSPECTING ?
  • 50. PROSPECTING ? PROSPECTING ? PROSPECTING ? PROSPECTING ? PROSPECTING ?
  • 51. Prospecting
  • 52. Prospecting
  • 53. Prospecting
  • 54. Prospecting
  • 55. Prospecting
  • 56. Prospecting equipment
  • 57. Patience
  • 58. Tenacity
  • 59. Prospect research
  • 60. More prospect research
  • 61. Swimming with the sharks
  • 62. Poor prospecting
  • 63. Better prospecting
  • 64. Sorting and selection
  • 65. Self generated business
  • 66. Great prospecting
  • 67. Prospecting = Networking with a purpose
  • 68. “Eighty percent of success is showing up.” Woody Allen
  • 69. 2 1. Person 2. Company The Buyer’s 3. Product Decision Process 4. Price 5. Why Now?
  • 70. 1. Person
  • 71. 2. Company
  • 72. 3. Product
  • 73. YOU !
  • 74. 4. Price
  • 75. 4. Value
  • 76. 4. Relevant Value
  • 77. 5. Why Now?
  • 78. Create a sense of…
  • 79. ….urgency 87
  • 80. Motivated to take action
  • 81. 6. Close
  • 82. Question? Is the Sales Cycle dead?
  • 83. Small hint
  • 84. Need to
  • 85. thinking
  • 86. ‘AND’ = the KEY to SUCCESS
  • 87. AND thinking
  • 88. 1. Prospecting 1. Person 2. Qualifying AND 2. Company 3. Needs 3. Product 4. Proposing 4. Price 5. Negotiating 5. Why Now? 6. Closing
  • 89. 3 How can you double your speaking business?
  • 90. Let’s get real 98
  • 91. Recommendation Marketing
  • 92. Self-promotion 101
  • 93. Cold calling doesn’t work
  • 94. Use your BAG
  • 95. Ask Diagnostic Questions
  • 96. 3 - Level Questioning 1. 1. 1. 2. 2. 2. 3. 3. 3.
  • 97. HOW ? #4 Bonus
  • 98. The Buyer Decision Process
  • 99. Create moments of insight
  • 100. What they are buying
  • 101. Sales Winning Mindset Cycle Buyer’s Decision Process
  • 102. 1. The Sales Cycle 2. The Buyer’s Decision Process 3. You can double your business
  • 103. Question? Can you do it ?
  • 104. The Answer:
  • 105. Commitment
  • 106. The Buyer’s Journey David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com Blog: http://saleschannel.blogspot.com Website: www.saleschannel-europe.com
  • 107. All images Creative Commons License http://www.flickr.com/photos/mannequindisplay/2510383080/ http://www.flickr.com/photos/rob-sinclair/3251327382/ http://www.flickr.com/photos/veni/3263454231/ http://www.flickr.com/photos/amanky/2268620848/ http://www.flickr.com/photos/baldheretic/2708537805/ http://www.flickr.com/photos/luc/2399663540/ http://www.flickr.com/photos/jgarber/2312938637/ http://www.flickr.com/photos/jeffwerner/267629778/ http://www.flickr.com/photos/jeffwerner/2885145577/ http://www.flickr.com/photos/jeffwerner/274490620/ http://www.flickr.com/photos/eliogarcia/3150106317/ http://www.flickr.com/photos/duncan/1438508437/ http://www.flickr.com/photos/duncan/3596382202/ http://www.flickr.com/photos/matthewtownsend/3035637964/ http://www.flickr.com/photos/mtsofan/3618271222/ http://www.flickr.com/photos/dgans/3547955278/ http://www.flickr.com/photos/morberg/3556674976/ http://www.flickr.com/photos/mtsofan/3409668303/ http://www.flickr.com/photos/ledbetter/189746528/ http://www.flickr.com/photos/jamesjordan/3026672665/
  • 108. All images Creative Commons License http://www.flickr.com/photos/winemegup/2714977793/ http://www.flickr.com/photos/thepartycow/302086388/ http://www.flickr.com/photos/pittcaleb/2674752416/ http://www.flickr.com/photos/ktpupp/3409236481/ http://www.flickr.com/photos/30866445@N00/2453302104/ http://www.flickr.com/photos/jeffwerner/2867513820/ http://www.flickr.com/photos/edyson/2474094689/ http://www.flickr.com/photos/jeffwerner/93393052/ http://www.flickr.com/photos/cellphonesusie/3036735504/ http://www.flickr.com/photos/40062817@N06/3700557512/ http://www.flickr.com/photos/dmilligan/562673643/ http://www.flickr.com/photos/manny/233039026/ http://www.flickr.com/photos/timjc513/3814932440/ http://www.flickr.com/photos/helti/759467521/ http://www.flickr.com/photos/sacharules/380490092/ http://www.flickr.com/photos/bobjagendorf/2848968140/ http://www.flickr.com/photos/tk_five_0/1333175022/ http://www.flickr.com/photos/cnbattson/3092362396/ http://www.flickr.com/photos/cnbattson/3092364018/ http://www.flickr.com/photos/dragonpreneur/3406555282/
  • 109. All images Creative Commons License http://www.flickr.com/photos/ianlloyd/2866226091/ http://www.flickr.com/photos/alasam/1477790616/ http://www.flickr.com/photos/artwithrays/2623505147/ http://www.flickr.com/photos/adstream/1537402364/ http://www.flickr.com/photos/titlap/3419053869/ http://www.flickr.com/photos/eyesontheroad/2364917748/ http://www.flickr.com/photos/23912576@N05/3010066621/ http://www.flickr.com/photos/23912576@N05/3010067161/ http://www.flickr.com/photos/good_day/38181398/ http://www.flickr.com/photos/r_catalano/293471682/ http://www.flickr.com/photos/edyson/3814567465/ http://www.flickr.com/photos/conchur/1573132880/ http://www.flickr.com/photos/xrrr/2321685873/ http://www.flickr.com/photos/danielygo/418608969/ http://www.flickr.com/photos/17657816@N05/1971826491/ http://www.flickr.com/photos/17657816@N05/2052487054/ http://www.flickr.com/photos/eyesontheroad/2568045126/ http://www.flickr.com/photos/barkochre/135346137/