M104 gl summary

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M104 gl summary

  1. 1. SALES THERAPY Selling and building rapport are no longer enough to win new business <ul><li>Grant Leboff </li></ul>M107
  2. 2. The key points in this presentation <ul><li>Relationship selling is much more than just another ‘weapon’ in a salesperson’s armoury. </li></ul><ul><li>Selling with integrity is mandatory in an increasingly customer controlled marketplace. </li></ul>
  3. 3. A new approach <ul><li>“ He can sell snow to the Eskimos.” </li></ul><ul><ul><li>Is that good selling or fraud? </li></ul></ul><ul><li>Most members of the general public have been the victim of a sleazy salesperson says anything to get the deal. </li></ul><ul><li>The days of hard sell are over </li></ul>
  4. 4. Selling definition <ul><li>‘ Selling’ is defined in the Oxford English Dictionary as: </li></ul><ul><ul><li>To handover for a price; to persuade someone of the merits of. </li></ul></ul><ul><li>The problems sales people have are inherent in these out-dated definitions. </li></ul>
  5. 5. Transactional selling <ul><li>“ To handover for a price” is not selling: it is the sale; it is the transaction; it may or may not take place. </li></ul><ul><li>“ To persuade someone of the merits of” – the focus is the sale, even if it’s not the right solution for the customer. </li></ul><ul><li>This is selling before the 21st Century. </li></ul><ul><li>It has been, and is still problematic. For selling becomes a zero-sum game. As a salesperson, we either win or lose . </li></ul>
  6. 6. Redefine selling: problem solving <ul><li>Moving selling into the 21st Century </li></ul><ul><li>Whatever the purchase and whatever the motive, all purchases solve problems and therefore, salespeople are problem solvers. </li></ul><ul><li>If we understand the problem someone is trying to solve, the sale will happen naturally. </li></ul>
  7. 7. Redefine selling: conveying possibility <ul><li>Moving selling into the 21st Century </li></ul><ul><li>As salespeople we must be experts in our field. </li></ul><ul><li>We are consultants and educators. </li></ul><ul><li>Selling is about solving problems and conveying possibility. This means that: </li></ul><ul><ul><li>If we can’t help we should be willing to walk away from that sale. </li></ul></ul><ul><li>That is selling with integrity. </li></ul>
  8. 8. The funnel <ul><li>The traditional sales model has been transactional in nature; advertising, direct mail, telemarketing etc have bombarded customers. </li></ul><ul><li>The funnel: put enough leads in at the top, deals will drop out the bottom. </li></ul><ul><li>This works, however: it is a bad way to develop any company. </li></ul><ul><li>While the focus is on the next transaction, relationship selling will remain a form of manipulation. </li></ul>
  9. 9. Relationship Selling <ul><li>In the new economy a different type of relationship will make the difference. </li></ul><ul><li>Relationship Selling must start really happening for the first time. </li></ul><ul><li>Salespeople must put the relationship first, not just build rapport . </li></ul><ul><li>Salespeople need to give a high level of insight and expertise to really add value. </li></ul>
  10. 10. Changing company <ul><li>Change the way salespeople are commissioned. </li></ul><ul><li>Don't focus on transactions; reward the other duties of a salesperson </li></ul><ul><li>Understand your customer’s journey. </li></ul><ul><li>Ask: </li></ul><ul><ul><li>How can you get and keep a customer engaged? </li></ul></ul><ul><ul><li>What value can a salesperson give that keeps the dialogue happening? </li></ul></ul>
  11. 11. A new sales paradigm <ul><li>Activities that salespeople can undertake to enhance relationships and become valuable suppliers: </li></ul><ul><ul><li>Recommending the customer’s service. </li></ul></ul><ul><ul><li>Informing customer of developments. </li></ul></ul><ul><ul><li>Face to face interaction/first impressions. </li></ul></ul><ul><li>Make yourself attractive to customers. </li></ul>
  12. 12. Selling with integrity <ul><li>Selling must change for the better to reflect the world in which we now operate. </li></ul><ul><ul><li>The world is a changing environment. </li></ul></ul><ul><ul><li>In today’s market the customer really is in charge. </li></ul></ul><ul><ul><li>You cannot acquire and retain a customer by mis-selling. </li></ul></ul>
  13. 13. Comparison: doctor/salesperson <ul><li>We trust a doctors’ professional expertise. </li></ul><ul><ul><li>If a doctor can’t help then they will be honest and refer us to someone else. </li></ul></ul><ul><ul><li>If a doctor does a thorough diagnosis we will trust the solution they give us. </li></ul></ul><ul><li>You must attain the same trust. </li></ul><ul><ul><li>Focus on solving the problem and exploring options. </li></ul></ul><ul><ul><li>Genuinely act in the customer’s interest. </li></ul></ul>
  14. 14. Summary <ul><li>A customer controlled marketplace means mandatory integrity when selling. </li></ul><ul><li>Selling is problem solving – if you do this more sales will be achieved. </li></ul><ul><li>When selling you must put the relationship first. </li></ul><ul><li>You cannot acquire and retain a customer by mis-selling. </li></ul><ul><li>When selling you must attain the same trust that a doctor has with his/her patients by acting in the customer’s best interests. </li></ul>
  15. 15. SALES THERAPY THIS PRESENTATION IS PROTECTED BY COPYRIGHT. IF YOU WOULD LIKE TO USE OR SHARE IT OUTSIDE THE RIPPLE EFFECT TRAINING PROGRAMME PLEASE SPEAK TO US FIRST. Grant Leboff

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