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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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  • 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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  • 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/