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Updating Our Selling Skills

A warm up module to sales people attending the Selling to Senior Executives Workshop

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Updating Our Selling Skills

  1. 1. Selling To Senior Executives Why We Need To Change
  2. 2. Changing Sales Environment The sales environment in which we learned to operate no longer exists due to high-impact CHANGES.
  3. 3. The Perception:
  4. 4. What changes are affecting your market place and the way you sell?
  5. 5. Dynamic Changes in the: Market Buyer Seller Economy
  6. 6. Mergers & Joint Ventures Singtel + Optus IBM + PWC Oracle + Siebel Oracle+ SUN HP + EDS
  7. 7. Mega Mergers Pharmaceuticals Hoechst + Rhone Poulenc + Rorer = AVENTIS Bristol Myer + Squibb + Sandoz + Ciba = NOVARTIS July 2002 Pfizer + Pharmocia $60 Billion Merger
  8. 8. How Far Can Mega Mergers Go? 2006 - Six Mega Pharmaceutical Companies with 80% Market Share
  9. 9. Mega Mergers
  10. 10. TQM = Less Suppliers 10,000 10,000 9,000 5,500 5,000 3,000 3,000 2,000 500 180 Motorola DEC GM Xerox Barclays Bank Before TQM After TQM and Business Process Re-engineering Concurrent Marketing by Frank V. Cespedes, Harvard Business School Press, 1995
  11. 11. New Type of Customer • More knowledgeable • More analytical • More demanding • Gives more strategic information
  12. 12. The Internet Customers can now conduct their business:  Any time  Any place  Any information  In any language
  13. 13. The Middle Man Sales people are middlemen. Unless we offer significant value to the customer beyond communicating information, our entire profession is in jeopardy. by Barbara Geraghty Visionary Selling
  14. 14. Collapse Of The Middle Leveraged Geographic Strategic Leveraged Geographic Strategic Distribution Sales Organization Account Teams Distribution Sales Organization Account Teams BEFORE NOW Adapted from Value Migration by Adrian Slywotzky, Harvard Business School Press, 1997
  15. 15. The Economy
  16. 16. The China Factor
  17. 17. The Unexpected
  18. 18. Government Regulations
  19. 19. The Perception:
  20. 20. The Reality:
  21. 21. ‘WHAT CAN WE DO?’
  22. 22. Consultative Selling Is… • Based on empirical research • About selling value at the executive level. • A process which is a multi-step methodology that is teachable, repeatable, structured, consistent, sequential, an d manageable. • Composed of five sub-processes.
  23. 23. Selling To Senior Executives 1. Executive Access 2. Establishing Credibility 5. Value Management 3. Defining Your Business Value 4. Executive Level Presentation

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