PyrametricsInnovative Selling - Unparalleled Success           healthcommstrategies.com   copyright 2012, all rights reser...
Pyrametrics"An analytical, process-based approach to selling that focuses on understanding the  specifics of customer beha...
Pyrametrics"What is past is prologue."           William Shakespeare                           Understanding why a        ...
PyrametricsUnderstanding Pyrametrics begins with recognition                 of the following: People buy from those they...
Pyrametrics    People buy from those they know, like and trust...• Building the foundation starts BEFORE the first  sales ...
Pyrametrics                   Relationship Building• Relationships begin with finding COMMON  Ground• C-H-E-W your way in....
Pyrametrics      Optimal sales rep performance is critical to success•   The Sales Representative is the FIRST exposure mo...
Pyrametrics & The SALEs Process• The SALEs Process  – SURVEY  – ALIGN  – LEVERAGE  – EXTEND• A simple mnemonic that packs ...
Pyrametrics & The SALEs Process• Survey  – Extensive pre-call preparation  – Due diligence  – Learn as much as possible BE...
Pyrametrics & The SALEs Process• ALIGN  –   Establish the foundation for the future relationship  –   It begins with homew...
Pyrametrics & The SALEs Process• LEVERAGE  – Position products/services to advance the relationship  – The customer has pr...
Pyrametrics & The SALEs Process            The effective use of collaterals• Data from political campaigns show that voter...
Pyrametrics & The SALEs Process• EXTEND –   Ask for the order –   Advance the process to the next level –   Obtain a commi...
Applied Pyrametrics                          Direct Demand          Understanding Pyrametrics begins with the pyramid.Leve...
Applied Pyrametrics• Once differentiation  has occurred at the  individual level the  relationship can then  be leveraged ...
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Pyrametrics: Innovative Selling, Unparalleled Success

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An analytical, process-based approach to selling that focuses on understanding the specifics of customer behavior and then uses that knowledge to leverage future activity.

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Pyrametrics: Innovative Selling, Unparalleled Success

  1. 1. PyrametricsInnovative Selling - Unparalleled Success healthcommstrategies.com copyright 2012, all rights reserved 1
  2. 2. Pyrametrics"An analytical, process-based approach to selling that focuses on understanding the specifics of customer behavior and then uses that knowledge to leverage future activity." healthcommstrategies.com copyright 2012, all rights reserved 2
  3. 3. Pyrametrics"What is past is prologue." William Shakespeare Understanding why a customer purchases is infinitely more valuable than simply knowing that he has purchased. healthcommstrategies.com copyright 2012, all rights reserved 3
  4. 4. PyrametricsUnderstanding Pyrametrics begins with recognition of the following: People buy from those they know, like and trust. Establishing a favorable relationship with the customer is the foundation for all future success within that account. The actions of the sales representative determine what type of relationship eventually evolves within the account. Optimal sales representative performance (knowing how to build relationships) is therefore critical for success. healthcommstrategies.com copyright 2012, all rights reserved 4
  5. 5. Pyrametrics People buy from those they know, like and trust...• Building the foundation starts BEFORE the first sales call.• CONFIDENCE is gained by taking the time to learn about the customer in advance of the first meeting.• RESPECT is shown by aligning your interests with those of your customers.• TRUST is earned through keeping your word.• FRIENDSHIP is attained by doing all the above.• Sales success is a BYPRODUCT of strong relationships. healthcommstrategies.com copyright 2012, all rights reserved 5
  6. 6. Pyrametrics Relationship Building• Relationships begin with finding COMMON Ground• C-H-E-W your way in... – Children – Hobbies – Education – Wife (spouse/S.O.)• Starting points for most new relationships• DIFFERENTIATION results from shared experiences• Success is built on favorable differentiation healthcommstrategies.com copyright 2012, all rights reserved 6
  7. 7. Pyrametrics Optimal sales rep performance is critical to success• The Sales Representative is the FIRST exposure most customers have to the company/products. Therefore...• The Sales Representative MUST: – Truly care about forming relationships – Be persistent – Thrive on challenges – Exude confidence – Relish interaction & dialogue and advance them – Get a charge from winning – Demonstrate independence – Command & demonstrate respect – Know their customers well – Exhibit honesty & integrity in all things• Metrics MUST be in place to insure all the above.• A lack of any of the above will invite failure.• Management is compelled to foster and retain these skills in their sales force. healthcommstrategies.com copyright 2012, all rights reserved 7
  8. 8. Pyrametrics & The SALEs Process• The SALEs Process – SURVEY – ALIGN – LEVERAGE – EXTEND• A simple mnemonic that packs a punch healthcommstrategies.com copyright 2012, all rights reserved 8
  9. 9. Pyrametrics & The SALEs Process• Survey – Extensive pre-call preparation – Due diligence – Learn as much as possible BEFORE the initial meeting – Never make an "Introductory Call - waste of time – Each call should have an objective that is pre- determined healthcommstrategies.com copyright 2012, all rights reserved 9
  10. 10. Pyrametrics & The SALEs Process• ALIGN – Establish the foundation for the future relationship – It begins with homework (SURVEY) – Then - formulate the initial impression – Then - find common ground (CHEW) – Next - construct customer profile – Finally - Align message to person – Advance to product phase (LEVERAGE) healthcommstrategies.com copyright 2012, all rights reserved 10
  11. 11. Pyrametrics & The SALEs Process• LEVERAGE – Position products/services to advance the relationship – The customer has problems - offer solutions – Use all resources available to reinforce message • Collaterals • Management team • Factory support • Experts & consultants • Thought leaders healthcommstrategies.com copyright 2012, all rights reserved 11
  12. 12. Pyrametrics & The SALEs Process The effective use of collaterals• Data from political campaigns show that voters require 13 contacts (on average) to recall a candidate.• As with politics, sales too, is a message- dependent activity.• An aggressive collateral program is essential for success and should be implemented.• Various methods - email, calls, data sheets, webinars, personal visits, white papers, etc.• A successful collateral campaign requires creative & frequent use of all modalities. healthcommstrategies.com copyright 2012, all rights reserved 12
  13. 13. Pyrametrics & The SALEs Process• EXTEND – Ask for the order – Advance the process to the next level – Obtain a commitment – Further the agenda – New business referrals – Testimonials – Start anew and apply the SALEs Process again healthcommstrategies.com copyright 2012, all rights reserved 13
  14. 14. Applied Pyrametrics Direct Demand Understanding Pyrametrics begins with the pyramid.Level 3Level 2Level 1Level 1 - Differentiating yourselfLevel 2 - Differentiating your companyLevel 3 - Differentiating your product healthcommstrategies.com copyright 2012, all rights reserved 14
  15. 15. Applied Pyrametrics• Once differentiation has occurred at the individual level the relationship can then be leveraged to differentiate the company and finally the product/service. healthcommstrategies.com copyright 2012, all rights reserved 15
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