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13 tips to succeed in the new selling.
1.
13 tips to
succeed in the new selling. ! 1
2.
! This is
what happens every 60 seconds every day… ! ! 1
3.
4.
! This is
the way customer buy. ! ! 1
5.
6.
! Welcome to
the new selling. ! ! 1
7.
© Steve Blank
8.
! 13 tips
to become successful in The New Selling. ! ! 1
9.
1. Pull traffic
in stead of pushing messages.
10.
2. Nurture leads
by building trust.
11.
3. Build trust
by sharing information.
12.
4. Help the
customer to cover the 30 to 70% of the exploration process without asking for too much engagement.
13.
! 5. Provide
those 148 pages of information and data for the customer to read! in 45 website visits over 4 months time.
14.
! Because in
the end he is going to order that $ 40.000 swimming pool online with one click without ever seeing a sales person at all.
15.
6. Tell good
stories to keep attention going.
16.
A story is
remembered by 63% of your audience. A statistic by just 5%.
17.
7. There is
no excuse for being boring.
18.
8. Use a
well designed architecture of social media, web presence, lead tracking tools and CRM to nurture, monitor and manage the selling process.
19.
20.
21.
9. Consider the
initial sale as the first step in a long term relation.
22.
Consider the first
sale as the first step in a long term relation. 10. Go step by step and do not push it.
23.
11. Use customer
centric, customer driven and customer operated value delivery.
24.
12. Ensure superior
supply chain mastery.
25.
13. Go for
truly exceptional customer experiences.
26.
27.
Have you got
what it takes?
28.
From conception to
results an average Sales 3.0 project requires 8 to 18 months.
29.
And it will
require you to rethink your business model, your organisation and the role of your sales, marketing and customer service department.
30.
Do you see
the possibilities? ! 1
31.
CPI Sales 3.0
! Lead. ! Follow. ! Or get out of the way.! ! 1
32.
Turning opportunity into
sales results. ! 1 Business! remodelling Organisational consulting Sales process design Commercial performance improvement ! patrick.maes@cpi-consulting.eu ! Twitter @patrick_cpi! www.cpi-consulting.eu About CPI
33.
Thank you for
your time