Rock Star Selling

by Ryan Estis on Feb 05, 2010

1,930 views

The game has changed. Cold calling, marketing collateral, template proposals, two-hour business lunches, deals on the golf course and the selling system you subscribed to for 10 years? ...

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The game has changed. Cold calling, marketing collateral, template proposals, two-hour business lunches, deals on the golf course and the selling system you subscribed to for 10 years?

Dead end.

A new era has emerged where more sophisticated and demanding buyer’s carefully guard their time and approach any buying decision with caution, scrutiny and rigor that simply didn’t exist a few years prior. And earning a partnership through a competitive decision cycle with today’s Buyer requires advanced Sales PROCESS, SKILL and STRATEGY.

This presentation provides 10 principles to ignite sales success, sell like a Rock Star and build a client community of brand evangelists in the knowledge economy.

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Rock Star Selling — Presentation Transcript

“Those that build great companies understand that the ultimate throttle on growth is not markets, technology or competition. It’s one thing above all others: the ability to get and keep enough of the right people.”

Are You Good Enough To Getan Appointment With Susan
“
I love the viewpoints of consultants and vendors.
They are truly valuable. But I also don’t have time
(nor does anyone else) for multiple one on one calls
with multiple consultants I know little about.
I got 17 cold calls, yes 17, last week from vendors. And
I hate not being able to call them all back (because I
don’t want to be rude). But truly, from a time
perspective, I just can’t.
-Susan, Buyer & Decision Maker
Fortune 500 Company
”

What does it take to be a Rock Star on this team?

Meet the Parents

The Competitive Decision Cycle

Create
Converse
Promote
Measure
Connect

3 out of 4 Americans use social technology.
-Forrester, The Growth of Social Technology Adaptation, 2009

“
What Does it Take to be Great?
In study after study, of composers, basketball players, fiction writers, ice-skaters, concert pianists, chess players, master criminals, this number comes up again and again.
Ten thousand hours is equivalent to roughly three hours a day, or 20 hours a week, of practice over 10 years…
No one has yet found a case in which true world-class expertise was accomplished in less time. It seems that it takes the brain this long to assimilate all that it needs to know to achieve true mastery.
”
Outliers

Brand Pyramid
Core
Value
Emotional Benefit
Functional Benefit
Physical Description

The Elevator
The Elevator
Pitch
Conversational
Clear
Compelling
Concise
Consistent
Confident
Commitment
You Have 2 Minutes
Make it Count

“I’ll show you the money!”

What is your vision for your performance this year?

Are you Ready for a fight?

Presidents Club…
Are you going?

Keynote Speaking & Corporate Seminars

Corporate Culture & Employee Engagement
HR 2.0: Trends, Technology & Transformation
Employment Branding
Recruiter Effectiveness Training
Sales Consulting & Training

w: ryanestis.com I p: 800-480-0455 I e: ryan@ryanestis.com I t: @ryanestis

Rock Star Selling

by Ryan Estis on Feb 05, 2010

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Rock Star Selling — Presentation Transcript