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 have to offer. Help them navigate the Buyer's Decision Process. Three actionable ideas to help you get there faster.

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  • Very useful and makes a great training resource. Because we enjoyed this and rate it so highly, we've embedded this in our MTL Course Plans on ManageTrainLearn and on our online courses on My Learning Log so it's available to a bigger audience. Thanks!
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The Buyers Journey

  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/
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