Rethinking Sales Force Toastmasters Short Version
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Review of Rethinking the Sales Force from a presentation I made at Toastmasters
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Rethinking Sales Force Toastmasters Short Version
- 1. ReThinking The Sales Force Daniel Schwartz RethinkingSalesForce.ppt(28)
- 4. Interesting Opening Question for the Group What is the purpose of the sales force? _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________
- 7. Three types of customers cause three types of sales Type customer Type sale Characteristics Intrinsic value Transactional Value with product itself Extrinsic Consultative Understand product use & features Strategic Enterprise Strategic partnering Unless your value creation effort is closely coupled to your customers’ value creation needs, your selling will fail…it’s fatal to adopt one value-selling mode if your customers want another
- 8. Strategies for Creating Value Type Selling Strategies Transactional 1. Create new value exceed cost to provide 2. Adapt by stripping costs 3. “Make the market” - manage transaction (C. Schwab gets fee for transaction) Consultative 1. Uncover problems and clarify needs 2. Suggest new or improved solutions 3. Act as customer’s advocate inside supplier organization Enterprise 1. Pinpoint performance gaps & opportunities 2. Create value at the boundaries
- 9. Supplier segmentation matrix: selling guidelines Strategic or cost importance of supplier’s product Difficulty of substitution or or obtaining alternatives High High Low Leverage size Partner Shop for price Manage risk ENTERPRISE SELLING CONSULTATIVE SELLING TRANSACTIONAL SELLING
- 12. SUMMARY: Final Thinking Exercise: What are specific ways to: 1. Help customers understand their problems, issues and opportunities? 2. Show customers new or better solutions to their problems? 3. Act as advocates for customers within your Company?
Editor's Notes
- Got brochure from type of sales training called SPIN Stands for Situation Problem Implication Need-payoff Rather than investing $1495 for two-day course, decided to get book for $27. I found some powerful ideas, and have been sharing them with my guys. I think there’s some important messages for your business development efforts, so appreciate the chance to cover this with you. As you go through, you will not be surprised at anything presented in the book. It takes time to get used to some of the terms, but the concepts make sense. The challenge for us is to see what we can use to change our sales team approaches. I’ll tell you in advance, fully implementing the approaches here will not be simple. This should take 45 minutes or so, but let’s make this a discussion.