Getting Inside Your Client's Head for Better Solutions
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Getting Inside Your Client's Head for Better Solutions

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Getting inside your client\'s head for stronger relationship, better solutions, and increase sales

Getting inside your client\'s head for stronger relationship, better solutions, and increase sales

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Getting Inside Your Client's Head for Better Solutions Getting Inside Your Client's Head for Better Solutions Presentation Transcript

  • Getting Inside Your Client’s Head For Stronger Relationships Superior Solutions And Increased Sales
  • What We’re Here to Talk About…
    • The impact of the client’s perspective on decision making, including:
      • The obvious ones
      • The silent measurements
      • The relationship hallmarks
      • The MIT (Most Important Things)
  • My Story
    • Since 1993, I’ve been in the corporate buying world. This is what I know:
      • Investment banking – money is no object
      • Banking – getting the lowest price possible
    • Increasing sales of vendors by 3-10x in a one to two year period – do more with less
    • The mindset of the client
    • On being a waiter…
  • The Obvious …
  • The Obvious …
    • Return on Investment (ROI): financial
  • The Obvious …
    • Return on Investment (ROI): financial
    • Follow-Through : do what you say, quick response, have integrity
  • The Obvious …
    • Return on Investment (ROI): financial
    • Follow-Through : do what you say, quick response, have integrity
    • Trust: your product is the best you can do for both price/quality, will disclose better solutions if available in the marketplace
  • The Obvious …
    • Return on Investment (ROI): financial
    • Follow-Through : do what you say, quick response, have integrity
    • Trust: your product is the best you can do for both price/quality, will disclose better solutions if available in the marketplace
    • Expertise: know everything about your product, compare industry best practices
  • The Obvious …
    • Return on Investment (ROI): financial
    • Follow-Through : do what you say, quick response, have integrity
    • Trust: your product is the best you can do for both price/quality, will disclose better solutions if available in the marketplace
    • Expertise: know everything about that product, compare industry best practices
    • Sales Process: there must be clear progression and unified communication between vendor departments
  • The Silent Measurements
  • The Silent Measurements
    • Reliability / Dependability: you are there for me ALWAYS – the “dark” times, offering more support like pro-bono work
  • The Silent Measurements
    • Reliability / Dependability: you are there for me ALWAYS – the “dark” times, offering more support like pro-bono work
    • Easy Schmeasy: if I have to work for it, forget it
  • The Silent Measurements
    • Reliability / Dependability: you are there for me ALWAYS – the “dark” times, offering more support like pro-bono work
    • Easy Schmeasy: if I have to work for it, forget it
    • No Finger Pointing: several vendors need to work together vs. blaming or in-fighting
  • The Silent Measurements
    • Reliability / Dependability: you are there for me ALWAYS – the “dark” times, offering more support like pro-bono work
    • Easy Schmeasy: if I have to work for it, forget it
    • No Finger Pointing: several vendors need to work together vs. blaming or in-fighting
    • No Barking Dogs: don’t bury me in verbiage or empty fluff or marketing propaganda - keep it short, sweet and simple
  • The Relationship Hallmarks
    • Relationships are the most important currency:
      • It’s personal, it’s between people
      • Be truthful and straight up - always
      • It’s lasting, it goes beyond this job
      • It’s balanced, you win and I win
      • Feed and water regularly, cultivate
      • Cannot buy relationships, nor guilt into a sale
      • Persuasion tactics – self respect and client respect
  • The M ost I mportant T hing ( MIT )
    • Make the client the hero of their organization for making the buying decision
    • Business isn’t personal – the relationship is
    • Know the client’s environment and situation – what s/he is up against in every way
    • Add value to your solution beyond the obvious
  • The MIT (cont.)
    • You must understand the client’s expectations of service, product and delivery
    • Don’t be a “yes” sales person – tell me the truth or the best solution
    • You must “read” the client in every conversation
    • Have a way to measure the impact of your solution
  • What This Means…
    • If you’re not navigating and getting inside your client’s head in your current sales relationship then…
    • they are not serving the client
    • They are not serving their employer
    • They are leaving money on the table!
  • How to Make More Money
    • Identify what you’re not doing or not doing well
    • Understand what you could do better from experience and keeping with your natural personality
    • Adopt a mindset that supports your best work
    • Be consistent with your improvements
    • Measure your results so you can do what works over and over again
  • The Sapini Solution
    • Secret Sauce:
    • Leading edge industry information
    • Sensitive to changing climate and trend
    • Experienced buyer who can transition sales to lasting relationship
    • Methodology:
    • 1:1 observation via shadowing
    • Analyze behavior , languages, body cues, and personal motivations
    • Individual and executive coaching
    • Connect.
    • Create.
    • Change.
    • The Sapini Group