The Buyers Journey Sept_2009

The Buyer’s Journey

Different perspectives 2

Association Française des Conférenciers Professionnels

We all deliver….

Keynotes

Stars on stage

8

Executive Programs

Corporate Training

Workshops

Executive coaching

Personal coaching

A typical Buyer

They are doing this

Stuck in the sand

Need clarity and direction

Navigate the bends

Lead them into the unknown

The buyer’s journey 25

Help them see the big picture

Demonstrate our uniqueness 27

Lots of ideas

Chose one idea

Just one exceptional idea

Really interesting!

Really stupid!

Tell me more

… and when we do?

the Problem

The result

Yes, No Sale

We need a Buyer Navigation System

Your challenge: Find 3 Take Aways

the Solution

1 2 3 things to remember

Get your message out there

1. The Sales Cycle 2. The Buyer’s Decision Process 3. You can double your business

1 1. Prospecting 2. Qualifying 3. Needs The Sales Cycle 4. Proposing 5. Negotiating 6. Closing

1. Prospecting

2. Qualifying

3. Needs analysis

4. Proposing

Sharpen your pencil

5. Negotiating

6. Close

Question? What is the most difficult step in the Sales Cycle ?

Finding new Business ?

PROSPECTING ?

PROSPECTING ? PROSPECTING ? PROSPECTING ? PROSPECTING ? PROSPECTING ?

Prospecting

Prospecting equipment

Patience

Tenacity

Prospect research

More prospect research

Swimming with the sharks

Poor prospecting

Better prospecting

Sorting and selection

Self generated business

Great prospecting

Prospecting = Networking with a purpose

“Eighty percent of success is showing up.” Woody Allen

2 1. Person 2. Company The Buyer’s 3. Product Decision Process 4. Price 5. Why Now?

1. Person

2. Company

3. Product

YOU !

4. Price

4. Value

4. Relevant Value

5. Why Now?

Create a sense of…

….urgency 87

Motivated to take action

6. Close

Question? Is the Sales Cycle dead?

Small hint

Need to

thinking

‘AND’ = the KEY to SUCCESS

AND thinking

1. Prospecting 1. Person 2. Qualifying AND 2. Company 3. Needs 3. Product 4. Proposing 4. Price 5. Negotiating 5. Why Now? 6. Closing

3 How can you double your speaking business?

Let’s get real 98

Recommendation Marketing

Self-promotion 101

Cold calling doesn’t work

Use your BAG

Ask Diagnostic Questions

3 - Level Questioning 1. 1. 1. 2. 2. 2. 3. 3. 3.

HOW ? #4 Bonus

The Buyer Decision Process

Create moments of insight

What they are buying

Sales Winning Mindset Cycle Buyer’s Decision Process

1. The Sales Cycle 2. The Buyer’s Decision Process 3. You can double your business

Question? Can you do it ?

The Answer:

Commitment

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

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The Buyers Journey Sept_2009

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