Your SlideShare is downloading. ×
0
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Smarter Selling
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Smarter Selling

316

Published on

a 30 minute presentation I put together for my Momenta assessment

a 30 minute presentation I put together for my Momenta assessment

Published in: Technology, Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
316
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
18
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. An overview of strategic selling Simon Barlow 3rd November 2010 1simon barlow 3 november 2010
  • 2. The aims of this 30 minute session are to start to give you some awareness and flexibility in your dealings with clients to enable you to modify your sales approach to the client´s values and to increase sales. simon barlow 3 november 2010 2
  • 3. • Understand the main client value categories • Identify typical client traits • Identify the correct sales approach for each category 3simon barlow 3 november 2010
  • 4. The 5 main categories Achiever – 20% Belonger – 35%  Leaders, self reliant and hard working  Like comfort living, feel unique/high status level  Avoid changing the status quo to maintain lifestyle  Conventional, traditional family values.  Want to belong – i.e. be similar to important others  Avoid outside influences/trends/fashions 4simon barlow 3 november 2010
  • 5. The 5 main categories Emulator – 9% Socially conscious – 11%  Strive to reach achiever status  Ambitious, upwardly mobile  Look for shortcuts to success  Lean towards conservationism, environmental issues and fairness  Intelligent and considered  High feeling of self worth 5simon barlow 3 november 2010
  • 6. The 5 main categories Needs driven - 11% and Undecideds - 12%  Either on benefits or essentially living hand to mouth  Young adults still identifying values – can go through stages of each category before deciding 6simon barlow 3 november 2010
  • 7. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger Emulator Socially Conscious Needs Driven 7simon barlow 3 november 2010
  • 8. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator Socially Conscious Needs Driven 8simon barlow 3 november 2010
  • 9. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F Socially Conscious Needs Driven 9simon barlow 3 november 2010
  • 10. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi Socially Conscious Needs Driven 10simon barlow 3 november 2010
  • 11. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi To impress Socially Conscious Needs Driven 11simon barlow 3 november 2010
  • 12. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi To impress Socially Conscious 30+ Co-op, mail order Needs Driven 12simon barlow 3 november 2010
  • 13. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi To impress Socially Conscious 30+ Co-op, mail order Michael Palin Toyota Prius Needs Driven 13simon barlow 3 november 2010
  • 14. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi To impress Socially Conscious 30+ Co-op, mail order Michael Palin Toyota Prius Price /quality, fairness Needs Driven 14simon barlow 3 november 2010
  • 15. Typical signs Category Age Clothes shop Favourite book Car Buy Achiever 40+ Armani, Dior A Journey Aston Martin, Jaguar To stand out Belonger 35+ Marks, Next Romance, crime novels Ford focus, Skoda For the family Emulator 20 - 35 Gap, A and F 7 habits, success books BMW, Audi To impress Socially Conscious 30+ Co-op, mail order Michael Palin Toyota Prius Price /quality, fairness Needs Driven 20+ Primark The Sun Anything cheap For necessity 15simon barlow 3 november 2010
  • 16. Ask questions to verify What do you do in your spare time? Where do you like to go on holiday? Tell me a bit more about your job. 16simon barlow 3 november 2010
  • 17. • Understand the main client value categories • Identify typical client traits • Identify the correct sales approach for each category 17simon barlow 3 november 2010

×