Steps on how to be dynamic in a sale.

1. UNIVERSIDAD CRISTIANA
DE PANAMA
COMMERCIAL ENGLISH
THE DYNAMICS IN SALES
STUDENT: MARGARITA CALDERON MAGISTER ISRAEL TORRES.
ID. 8-935-1115

2. DYNAMIC SELLING
• Dynamic selling is about aligning your selling plan to the customer’s
buying process. Every customer (or group of customers when you’re selling
into a business) has a different decision-making and purchasing process,
which is why the selling process should be flexible enough to meet their
individual needs. It requires developing relationships and making the
effort to understand how your customer makes decisions, what needs to
happen, and when it needs to happen.

3. THERE’S NO SET, ONE-SIZE-FITS-ALL
PROCESS, SO HERE ARE 7 TIPS FOR
SUCCESS THROUGH A DYNAMIC
APPROACH TO SALES.

4. UNDERSTAND HOW BUYERS FIND
SUPPLIERS IN TODAY’S WORLD
• The sun is setting on the order-takers of the world. Today’s buyer looks for
an expert who offers valuable information and important insights about
typical challenges or business problems. The primary way they do this? By
searching online—so it’s important that you’re online, but that’s just the
first step.
• Buyers select the provider that educates with practical information,
insights, ideas, and new perspectives. Be that provider by making your
information fresh, original, and readily available and you’ll set the dynamic
selling process in motion.

5. NEVER MIND WHAT YOU WANT—IT’S ALL
ABOUT THE CUSTOMER
• Focusing on the needs and wants of the customer requires scaling one-on-one
marketing efforts so that each sales team member can offer tailored content for
each buyer encounter. This requires thinking about what’s in it for the
customer and what the customer gains because of your product or service. Your
broad, generic content might work when someone first hears about your
company, but when it’s time for the salesperson to step in, it’s no longer going
to fly.
• Dynamic sales also requires measuring what works. Whether it’s through
collecting data related to content, processes, or customer satisfaction, solid data
analytics helps your team practice dynamic selling.

6. LET YOUR SALES PROCESS MIRROR
PROSPECTS’ DECISION-MAKING PROCESS
• Dynamic selling mirrors prospects’ buying practices. Over time, team
members become more adept at knowing what they need to know,
accomplish, and share at each stage of the buying journey in order to
answer customer needs appropriately. Salespeople and marketers alike,
however, know that customer needs aren’t static, which can be as volatile
as markets and rapidly evolving technologies. With that in mind, today’s
salespeople need to be flexible and their approach requires listening to
customers, paying attention, and developing the capacity to detect trends
in the buying process so they’re not caught off guard.

7. ADOPT TOOLS FOR MOBILITY AND
COLLABORATION
• Being connected and capable of collaborating is essential. When you can
use technology to allow customers to understand your processes––involving
sales, marketing, operations, and service––you demonstrate that you’re
working for them at every step. Today you can’t afford to tell a prospect to
wait until you get back to the office so you can email them information.
Mobile technology allows you to carry every last bit of information with
you, and with sales enablement, you can show prospects tailored solutions
on the spot.

8. REDEFINE WHAT “CLOSING” MEANS
• The phrase “always be closing” doesn’t mean what it did a generation ago.
While, yes, you should always be moving forward, you shouldn’t always be
focusing solely on getting that signature on a contract. Closing can be
thought of in stages. For example, you successfully “close” your
introduction to a prospect. Later you “close” a meeting with them
successfully. This attitude forces you to pay attention at every step, so you
can stay more closely in step with your buyers.

9. MASTER FOLLOW-THROUGH
• Did you know that nearly half of sales professionals give up after a single
follow-up? Or that the average sales representative only makes two
attempts to reach a prospect? How do you think that works out for those
salespeople? The fact is, completing sales requires a great follow-through
game along with outstanding responsiveness when a prospect has a
question. Following up new leads quickly increases your chances of putting
the rest of the dynamic selling process to work, and follow-through at every
step heightens your likelihood of success.

10. DEVELOP A DYNAMIC “PLAYBOOK” FOR
EACH POTENTIAL DEAL
• In today’s selling environment, creating a fixed sales “playbook” to use with
every potential customer won’t get results—at least not the ones you want.
Fortunately, technology makes it easy enough to create a dynamic playbook for
each prospective deal. When you have the mobility and tools on hand to present
the right sales content and to record results at each step of the sales process,
you can tailor information to the customer’s buying cycle and decision-making
process. If you’re just starting on the path to the dynamic selling, that could
mean cutting down a slide deck to the ones most relevant to your prospect. If
your company is more advanced, it’s using interactive content like calculators,
guided selling and live analytics you can share with the customer.

11. FINDING “WHAT’S MEAN CLOSING”
• Closing is a sales term which refers to the process of making a sale.
The sales sense springs from real estate, where closing is the final step of a
transaction. In sales, it is used more generally to mean achievement of the
desired outcome, which may be an exchange of money or acquiring a
signature.

12. THANK YOU FOR YOU
ATTENTION!!!