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Boost Business Acumen & Build Your Credibility

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As sales professionals in today’s competitive market, customers and prospects demand more from you than ever before. You’re expected to bring something to the table—to be an advisor and consultant with relevant solutions for their business. That requires in-depth knowledge on your company’s products and services.

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Boost Business Acumen & Build Your Credibility

  1. 1. © 2017 ValueSelling Associates, Inc. All rights reserved. This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. Julie Thomas | President and CEO ValueSelling Associates, Inc. Boost Business Acumen & Build Your Credibility
  2. 2. © 2017 ValueSelling Associates, Inc. All rights reserved. At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides © 2017 ValueSelling Associates, Inc. All rights reserved.
  3. 3. © 2017 ValueSelling Associates, Inc. All rights reserved. “There are no secrets to success. It is the result of preparation, hard work, and learning from failure.” -Colin Powell
  4. 4. © 2017 ValueSelling Associates, Inc. All rights reserved. Today’s topics Why business acumen is important How to engage in a business conversation The relationship between business issues and justifying the sale How to be a better business professional
  5. 5. © 2017 ValueSelling Associates, Inc. All rights reserved. What Customers Expect from True Partners My industry My problems My business objectives My uniqueness FOCUS: Customer is “buying” versus Salesperson is “selling” Show me that you know me. Solve my problems. Don’t push!
  6. 6. © 2017 ValueSelling Associates, Inc. All rights reserved. Engage – What won’t work! They don’t listen They talk too much They don’t know anything about me They don’t follow up They don’t tell the truth They don’t understand what I need They are overly aggressive
  7. 7. © 2017 ValueSelling Associates, Inc. All rights reserved. Business Acumen Keenness Quickness Good Judgment Quick Decisions
  8. 8. © 2017 ValueSelling Associates, Inc. All rights reserved. Business Literacy Knowledge and Understanding of Financial Accounting Marketing Operations
  9. 9. © 2017 ValueSelling Associates, Inc. All rights reserved. Engage Executive Decision Makers with these steps Investigate Predict Prepare
  10. 10. © 2017 ValueSelling Associates, Inc. All rights reserved. Gaining Knowledge and Insight
  11. 11. © 2017 ValueSelling Associates, Inc. All rights reserved. Investigate Local information – Business Journals Industry information – Associations – Trade Press – Lists Company Information – Financial statements – Executive Messages – Analyst Reports
  12. 12. © 2017 ValueSelling Associates, Inc. All rights reserved. Investigate Research about them and the company/agency Look for trends in key financial metrics How does this company describe, manage, and measure their business health? Company/ agency website Earnings report (if public)
  13. 13. © 2017 ValueSelling Associates, Inc. All rights reserved. Predict Business Executives Business Goals Business Objectives Business Strategies Business Initiatives
  14. 14. © 2017 ValueSelling Associates, Inc. All rights reserved. Problem Combination of people, process, and technology challenges Business Issue What customers need to address and resolve to achieve business objectives Value created by resolving business issues Business Objective What customer needs to accomplish to maintain or grow their business
  15. 15. © 2017 ValueSelling Associates, Inc. All rights reserved. Value The only thing that matters is customer's perception of the value of being able to resolve their business issues; always a combination of tangible and intangible components Solution Capabilities any vendor needs to supply to enable customer to properly address their business issues Value is created by solving business issues
  16. 16. © 2017 ValueSelling Associates, Inc. All rights reserved. Has a direct and measurable business impact Will align to a business objective Is timebound Has a cost and a corresponding value Buyer’s perspective or articulation may vary depending on their level within an organization Characteristics of a business issue
  17. 17. © 2017 ValueSelling Associates, Inc. All rights reserved. Justifying the sale Tangible Business Value: Measurable or quantifiable positive impact on the business issue. Value Benefit Cost
  18. 18. © 2017 ValueSelling Associates, Inc. All rights reserved. Prepare
  19. 19. © 2017 ValueSelling Associates, Inc. All rights reserved. Engaging messaging to gain access What is the likely #1 priority or challenge? What stands in their way of contributing to your company’s objective? What value can you add to that process? Correlate the research to the individual
  20. 20. © 2017 ValueSelling Associates, Inc. All rights reserved. Credibility Believable and Convincing “Credibility is a basic survival skill.” -Rebecca Solnit
  21. 21. © 2017 ValueSelling Associates, Inc. All rights reserved. The relationship: Knowledge Relevance Credibility
  22. 22. © 2017 ValueSelling Associates, Inc. All rights reserved. What can you do today? Commit to staying current and relevant Learn your buyer’s industry Strengthen your financial literacy Gather specific company knowledge Identify key executives to access “Knowledge is of no value unless you put it into practice.” -Anton Chekhov
  23. 23. © 2017 ValueSelling Associates, Inc. All rights reserved. Summary We must become business professionals first, sales professionals second Business executives expect peer-level value-added relationships Investigate, predict, prepare – all three steps are key to execution, gaining access and creating opportunities! Be credible: believable and convinced
  24. 24. © 2017 ValueSelling Associates, Inc. All rights reserved. Questions?
  25. 25. © 2017 ValueSelling Associates, Inc. All rights reserved. SAVE THE DATE! Our next webinar will be: Team Dynamics: Leveraging a Team Selling Approach to Increase Revenue Thursday, June 15 | 10:00AM PDT
  26. 26. © 2017 ValueSelling Associates, Inc. All rights reserved. Follow us! ValueSelling-AssociatesValueSellingAssoc ValueSelling Associates @Valuselling © 2017 ValueSelling Associates, Inc. All rights reserved.
  27. 27. © 2017 ValueSelling Associates, Inc. All rights reserved. The proven formula for accelerating sales results. Thank you Julie Thomas julie@valueselling.com

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