For a long time, selling was seen as a way to push products or services in customers' laps. Today with the free-flow of information, this approach is completely obsolete. Rather, the job of salespeople is to solve problems for their customers, which Johannes explains in this talk.
Johannes is an entrepreneur, professional actor, and certified coach. At ResearchGate, he developed a pitch training module that helped reps reach goals by mid-month and exceed targets by over 150%. His mindset is based on having lived and worked in 6 different countries, experience in business, professional acting and applied psychology.
3. “Like it or not, we’re
all in sales”
(Dan Pink)
4.
5. 10 Factors separating sales winners
from the rest. (Rain Group study)
1.Educated me with new ideas or perspectives
2.Collaborated with me
3.Persuaded me we would achieve results
4.Listened to me
5.Understood my needs
6.Helped me avoid potential pitfalls
7.Crafted a compelling solution
8.Depicted purchasing process accurately
9.Connected with me personally
10.Overall value from the company is superior to others
6.
7.
8. PROFIT
profit-seeking, winning time, saving money…
• How does your customer
make money because of
your product/ service?
• Where does your customer
have a cost reduction?
9. SECURITY
self- preservation, health, risk freedom
• How does your customer
feel secure because of
you?
• Which inconveniences do
you prevent for your
customer.
• Which issues wouldn’t
your customer worry
about anymore?
10. COMFORT
Convenience, aesthetics, sense of beauty…
• How do you increase your
customers comfort and
convenience?
• Why does your customer
feel more comfortable
around you than he does
around your competitors?
• How can you make your
customers life more
beautiful/ aesthetic?
11. REPUTATION
prestige, pride, being „ in trend“…
• How does your customer gain
prestige because of you?
• Where does your customer win
recognition when he/ she decides
to work with you?
• Wich relevant reference (Mr./ Mrs./
client/ magazine/ program)
recommend your products?
• Which group does your customer
want to be part of and seen with?
12. JOY
fun, generosity, family…
• How can you increase
your customers fun, joy
of life etc.?
• How can your customers
do something good for
themselves with your
help?