Selling. make it emotional do it with love

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4. The challenges
More than 50% of sales people are not achieving
their sales quotas.
At least 90% of sales opportunities don’t close as
forecasted.
More than 75% of product launches fail to meet
initial expectations.
52% sales professionals agree they don’t identify
and reach key decision makers in the sales.
67% sales leaders agree that buyers are finding it
increasingly difficult to differentiate the value of
the products and services they purchases.

5. Only 37% sales leaders believes their organizations
currently capture accurate and comprehensive
customer data.
Most B-to-B sales organizations claim to have a
consultative sales approach; however 75% of sales
presentations are basically product pitches.
25% of sales and marketing and sales resources are
routinely wasted.
70 to 80% of leads generated by marketing are never
followed up.
Only 29% of a salesperson’s time is actually spent
selling.

6. 80 % of sales support experts are regularly
used inappropriately.
75% of solutions selling initiatives are failed
generate any ROI.
65% of companies are spending more on pre
sales support than they had previously.
75% or sales and marketing people are unable
to consistently and accurately articulate their
value prepositions.
80 to 90% of sales people do not understand
what the roles or the key business issues are
of the people they are calling on.

7. 75% to 85% of companies today take an inside-
out. “here is my product or service look at all
the neat things it has. Now let’s see if you need
it” approach to selling rather than an Outside In:
“ let me understand your business and your
specific issues and needs, so we can both
figure out whether or not my company can
help”, approach to selling.

8. 85% of “C” level executives felt that
their marketing and sales
organizations did not adequately
understand the implications of their
customer’s business challenges and
the specific values that their products
and services provided to all the
different stakeholders they sell to.

9. According to a 2002 study my McKinsey & Co. 75%
of the companies that attempt to implement a
solution- selling methodology fail to return the cost
of their investment! The main reason given was that
most sales training companies assumed their
clients’ sales and marketing people fully understood
both their customers and stakeholders’ business
issues and problems. Without an in-depth
understanding of the customer and stakeholders
needs, it is virtually impossible to sell solutions.

12. Climb the relationship pyramid
People who value a
relationship with me.
People who respect me.
People who are friendly with
me.
People who like me.
People who know me by
name.
People who don’t know me by
name.
Where you want
To be with key
Business contacts
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13. The circle of attraction
CUSTOMER
SALES PERSON
SHARE HOLDERS
C
SALES SHARE
IS ABOUT HOW TO BUILD POSITIVE,
PRODUCTIVE BUSINESS RELATIONSHIPS
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14. CUSTOMER
HUMOUR
SHARE
HOLDERS
ATTITUDE
SALES
PERSON
ACTION
THE POWER
OF LOVE
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15. 51%
• ENTHUSIASM
25%
• EMPATHY & UNDERSTANDING
10%
• MANNERS AND CHARM
7%
• FUN
7%
• PRODUCT KNOWLEDGE
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16. What?
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17. VALUE CREATION
JOB
•CREATES
•MOTIVATION
CAREER
CALLING
• CREATES
•LOYALTY
•CREATES
•INSPIRATION
SALES PERSON
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18. Value creation selling
SURVIVAL
• Creates
•Satisfaction
SUCCESS
TRANSFOR
MATION
• Creates
•Commitment
• Creates
•Evangelism
Customer
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19. Value creation selling
SURVIVAL
• Creates
•Trust
SUCCESS
TRANSFOR
MATION
• Creates
•Confidence
• Creates
•Ownership
Share holders
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21. Know who you are
Believe you can be better
Make sure you’re credible
Be unique
Build a high degree of trust
Focus on serving
Think like GM or CEO
POWER OF
REPUTATION
INVEST IN
YOUR IDENTITY
ACTION
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22. Opening the relationships
Commit to relational banking
Deepen your relationships
Reach out & everybody
Cover all the bases
Team up to win
Collaborative partnering
POWER OF
RELATIONSHIP
CONVERT CLIENTS
INTO COLLABORATIVE
PARTNERS
HUMOR
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23. Positive
Creative
Affability
Conceptualizing problems
and solutions
Leadership
Tenacity
Business acumen
POWER OF
REAL PASSION
ENTER THE
SUPERCHARGED SELLING
STATE
ATTITUDE
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24. REASULT
ACTION
HUMOUR
ATTITUDE
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25. Leadership Differentiation
Creativity
Love
Customer
Share
holders
Sales
person

26. Mind of a marketer Heart to a seller
The spirit of
the Business
Good
To
GREAT
Customer
Share
holders
Sales
person

28. THE 8 RULES OF ATTRACTION FOR
BECOMING

37. All the rules of attraction for becoming the
NEW SALES PROFESSIONAL
means: