4 Sales Lessons from Evolution | Professional Capital | Prof. Willem Verbeke

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4 sales lessons from evolution. what are the implications on sales of changes that happened by a natural process over a very long time. Learn more at professionalcapital.nl.

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4 Sales Lessons from Evolution | Professional Capital | Prof. Willem Verbeke

  1. 1. 4 SALES LESSONS FROM EVOLUTION.
  2. 2. BUT…
  3. 3. THE BEGINNING OF WISDOM IS THE DEFINITION OF TERMS.
  4. 4. DEFINE: EVOLUTION
  5. 5. ‘’Evolution is defined as the changes that happened by a natural process over a very long time’’.
  6. 6. 4 SALES LESSONS FROM EVOLUTION.
  7. 7. 4 SALES LESSONS FROM EVOLUTION. 1. People make collective choices. 2. Food influences your decision making. 3. Small actions, big results. 4. Good appearance, positive perception.! •
  8. 8. LESSON 1: COLLECTIVE CHOICES
  9. 9. Implications of collective choices What does this mean for sales professionals? 1. Bring references, references and more references!! 2. Introduce business cases and describe the challenge, your solution and foremost, show the results. Money talks… 3. Create sponsors at your client why will influence the buying center!
  10. 10. LESSON 2: FOOD INFLUENCES CHOICE
  11. 11. Implications of food influences. What does this mean for sales professionals? 1. You are what you eat so don’t get wasted the night before your meeting. 2. Don’t deal over lunch! Dining is used to probe positions without any formal commitment. 3. A little hunger keeps you sharp. You are more goal oriented during the meeting.
  12. 12. LESSON 3: SMALL ACTIONS, BIG RESULTS
  13. 13. Implications of interaction. What does this mean for you sales professionals? 1. Be pro-active, leading, and take control. Direct people. 2. Touching affects community building as it fits the local culture. 3. Clients grant you business for other reasons then rational business requirements only.
  14. 14. LESSON 4: APPEARANCE INFLUENCES CHOICE
  15. 15. Implications of appearance. What does this mean for sales professionals? 1. Dress appropriate, match yourself to your client. 2. But, always look after your personal brand, keep your identity. 3. Perception is leading! But you are not the decision maker… 4. So, also check your perceptions on the client, they could be wrong assumptions!
  16. 16. ABOUT: WILLEM VERBEKE
  17. 17. Prof. Dr. Willem Verbeke Prof. Dr. Willem Verbeke is professor in the field of Sales and Account Management at the Erasmus University Rotterdam. His specialty is neuroscience in the commercial field. Willem Verbeke is a popular speaker both in the Netherlands and abroad and is renowned for his insightful and new perspectives in the field of strategic sales management within professional and knowledge-intensive organizations. Willem Verbeke studied Philosophy at the University of Ghent (Belgium) and earned his PhD in Educational Psychology at the University of Pennsylvania. He has published eight books and has received many national and international awards.

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