The document discusses the concept of collaborative selling, which involves building long-term relationships with customers and focusing on their needs and satisfaction over multiple steps. These steps include carefully targeting customers, initial contact, exploring customers' situations to understand their needs, collaborating with customers to find the best solutions, confirming agreements, and assuring satisfaction after the sale. Collaborative selling prioritizes quality, professionalism, and cooperation between salespeople and customers to create mutual benefit.
Using Personas & Buyer’s Journeys to Get Your Buyer’s Attention | John Fernan...Conductor
Buyer personas and their corresponding journeys are at the crux of content strategies that capture your customer’s attention and foster engagement. In these slides, Jibe’s Senior Director of Analytics & Operations John Fernandez walks you through creating targeted content to meet different personas’ needs at every stage of the buying cycle.
The Future Of Consultative Selling with RAIN Group and PersistIQPersistIQ
How buyers buy is evolving at an unprecedented pace due to massive changes in the technology that facilitates buying. Information is more available than ever. It's time to change the way you sell.
In this webinar, you will discover:
-How consultative selling has changed, and needs to be redefined for a new era
-How advanced consultative selling is redefining its role in the buying process
-5 ways in which sales is changing
-Why the concept of "cognitive reframing" is key to your success in sales
-The net effect: selling in the Blue Ocean
-The implications technology has on consultative selling
- - - - - - - -
This presentation was brought to you by PersistIQ
Our software empowers sales reps to easily create personalized outbound campaigns at scale.
Move faster and sell smarter than ever before.
Try PersistIQ for free at www.PersistIQ.com
Using Personas & Buyer’s Journeys to Get Your Buyer’s Attention | John Fernan...Conductor
Buyer personas and their corresponding journeys are at the crux of content strategies that capture your customer’s attention and foster engagement. In these slides, Jibe’s Senior Director of Analytics & Operations John Fernandez walks you through creating targeted content to meet different personas’ needs at every stage of the buying cycle.
The Future Of Consultative Selling with RAIN Group and PersistIQPersistIQ
How buyers buy is evolving at an unprecedented pace due to massive changes in the technology that facilitates buying. Information is more available than ever. It's time to change the way you sell.
In this webinar, you will discover:
-How consultative selling has changed, and needs to be redefined for a new era
-How advanced consultative selling is redefining its role in the buying process
-5 ways in which sales is changing
-Why the concept of "cognitive reframing" is key to your success in sales
-The net effect: selling in the Blue Ocean
-The implications technology has on consultative selling
- - - - - - - -
This presentation was brought to you by PersistIQ
Our software empowers sales reps to easily create personalized outbound campaigns at scale.
Move faster and sell smarter than ever before.
Try PersistIQ for free at www.PersistIQ.com
While "consultative" and "selling" are two words that don't seem to belong together, there are just a few simple steps to achieve a consultative approach to selling.
"Nothing happens in the world time somebody sells something to someone"
This PPT covers
Sales Presentation on Introduction to Sales
Sales Pitch , Process
Importance of Pre - Approach ,
Scouting for Opportunity
Customer Communication ,Negotiation ,Guidelines on Mock ,Handling Objections , Drivers for Success in Sales
Selling to businesses (B2B) is going through a sea change as buyers begin to have equal or sometimes more information about products and services than the sales executives themselves have. This calls for a change in the way we approach B2B sales.
Here I present a framework (created based on my personal experience and with the concepts of Design Thinking) called "SIMPLE".
This framework will be useful to all B2B sales interactions which are high value and have a long lead time.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
Sales Mastery through understanding the chains of selling (self, product and customers) and leveraging on principles of relationship selling for positive customer experience.
Most companies only consider their customers rational behavior, however, the key to successful value-based selling is understanding the difference between what people say they want – their explicit wants, such as lower prices - and what they are implicitly asking for, which could be recognition that they’re important, want genuine dialogue and feel the need to be taken seriously. Emotional understanding goes beyond the obvious explicit requests.
The value that customers perceive they are getting from your company therefore depends not only on their rational analysis of the product or service but also on their emotional response (“How will this make me feel?”) and their social response (“How will it make me look?” - “What will others think of me?”).
Slide share version of sales as an art and science the 10-step sales proces...Steven Tulman
I was invited to give a presentation to the MBA and HBA students at the Richard Ivey School of Business on the topic of how to succeed at a career in Professional Sales. Here are the slides that I used to present to the students.
Presentatie over The Collaborative Sale zoals gegeven tijdens de boekpresentatie bij SMA afdeling west op 6 mei 2014.
Collaborative Selling gaat over het aanpassen van verkoopgedrag aan de klant van nu. In de presentatie wordt ingegaan op hoe kopers door de tijd veranderd zijn (buyer 2.0) en welke rollen salesmensen moeten kunnen vervullen om succesvol te zijn.
While "consultative" and "selling" are two words that don't seem to belong together, there are just a few simple steps to achieve a consultative approach to selling.
"Nothing happens in the world time somebody sells something to someone"
This PPT covers
Sales Presentation on Introduction to Sales
Sales Pitch , Process
Importance of Pre - Approach ,
Scouting for Opportunity
Customer Communication ,Negotiation ,Guidelines on Mock ,Handling Objections , Drivers for Success in Sales
Selling to businesses (B2B) is going through a sea change as buyers begin to have equal or sometimes more information about products and services than the sales executives themselves have. This calls for a change in the way we approach B2B sales.
Here I present a framework (created based on my personal experience and with the concepts of Design Thinking) called "SIMPLE".
This framework will be useful to all B2B sales interactions which are high value and have a long lead time.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
Sales Mastery through understanding the chains of selling (self, product and customers) and leveraging on principles of relationship selling for positive customer experience.
Most companies only consider their customers rational behavior, however, the key to successful value-based selling is understanding the difference between what people say they want – their explicit wants, such as lower prices - and what they are implicitly asking for, which could be recognition that they’re important, want genuine dialogue and feel the need to be taken seriously. Emotional understanding goes beyond the obvious explicit requests.
The value that customers perceive they are getting from your company therefore depends not only on their rational analysis of the product or service but also on their emotional response (“How will this make me feel?”) and their social response (“How will it make me look?” - “What will others think of me?”).
Slide share version of sales as an art and science the 10-step sales proces...Steven Tulman
I was invited to give a presentation to the MBA and HBA students at the Richard Ivey School of Business on the topic of how to succeed at a career in Professional Sales. Here are the slides that I used to present to the students.
Presentatie over The Collaborative Sale zoals gegeven tijdens de boekpresentatie bij SMA afdeling west op 6 mei 2014.
Collaborative Selling gaat over het aanpassen van verkoopgedrag aan de klant van nu. In de presentatie wordt ingegaan op hoe kopers door de tijd veranderd zijn (buyer 2.0) en welke rollen salesmensen moeten kunnen vervullen om succesvol te zijn.
8 Critical Success Factorsfor Lead GenerationGil.B
Until now, "lead generation" was associated with direct mail campaigns, sometimes supported by a flashy website, sporadic trade show appearances, intense email blasts or stabs at telemarketing, but with very little, if any, special attention brought to bear on the complex sale.
Meanwhile, marketers are constantly reminded that the company needs more sales leads NOW. Unfortunately, that immediacy often means sacrificing quality for sheer quantity.
A flood of ordinary, low-quality leads doesn\'t mean better sales - so why waste your time? The challenge is to adopt lead generation programs that will increase the odds of creating better sales leads, ultimately resulting in long-term, happy and profitable customers.
Marketing is an organizational function and a set of processes for creating, communicating and delivering value to customers and for managing customers’ relationships in ways that benefit the organization and its stakeholder.
Define Your Sales Process To Grow Your BusinessRapidAdvance
It’s a great asset to your company to have an effective sales team. The sales team is the face of your company, and it’s not the size of the sales team that translates into more sales. Have an established and well-defined sales process. By “sales process” we mean a systematic and tested approach that help your sales team close deals and reduce friction in introducing products or services to the customer.
In this article, the authors suggest that sales managers need to realize that not all sales visits to the customers will necessarily create value for the customer. Sales managers need to realize that different sales processes exist when dealing with customers and the key factor determining the sales process is got to be based on how much value a salesperson can bring to the customer. The
authors go on to identify three different types of sales processes and give reasons as to why value based segmentation is the best way to help your salespeople deliver value not just for their customers but also for themselves.
Customer relationship management (CRM) is a technology for managing all your company’s relationships and interactions with customers and potential customers. The goal is simple: Improve business relationships. A CRM system helps companies stay connected to customers, streamline processes, and improve profitability.
When people talk about CRM, they are usually referring to a CRM system, a tool that helps with contact management, sales management, productivity, and more.
A CRM solution helps you focus on your organization’s relationships with individual people — including customers, service users, colleagues, or suppliers — throughout your lifecycle with them, including finding new customers, winning their business, and providing support and additional services throughout the relationship.
Getting your Why factor right is crucial to sales successSalesRehab Pty Ltd
Simon Sinek puts it well... Most people sell like this.. they tell you what they do, how they do it and never get to Why.... Those that sell with Why first as the great successes...
Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.”
Momentum – new perspectives on demand generationBANNER
Demand generation is the number one focus of an ever-increasing number of marketers. Faced by ever higher quarterly targets, they need to deliver predictable results from their activity. But, all too often, the traditional six week B2B campaign is simply failing to deliver.
In this white paper we explode the myth of the traditional sales funnel. We show how it is now time to move to a perpetual trigger-based approach. One recognising that different customers will need different information at different stages.
Today, this information can be triggered by easily observable customer behaviour using modern marketing automation systems such as Eloqua. The result is a more personal, more relevant and ultimately more effective way to generate and nurture demand.
A Pinpoint Systems Corporation white paper discussing how companies must transform from being about them to being about the customer by:
-Committing to a philosophical and cultural shift
-Centralizing the 360° view of customer information
-Enabling intelligent outreach
-Enabling intelligent dialog
To support organizations in making the transformation from a product- and channel- focused organization to one focused on the customer, Pinpoint Systems has applied their expertise in the customer-centric space to create the Marketing System of Record solution, powered by the efficiency of the IBM Enterprise Marketing Management platform.
The tracking features of the solution allow analysts to complete these tasks:
• Attribute customer actions to specific campaigns and target cells.
• Use campaign and response history for audience selection and segmentation.
• Compute standard campaign performance metrics.
• Automatically report those metrics, as well as emerging sales trends, to product managers and other stakeholders.
Want some ideas on what to ask in any sales situation? Look no further, here's 450 questions! Download the report in full here: https://www.mtdtraining.co.uk/whitepapers/
The level that Kirkpatrick and Phillips forgot! This is the level that is the key for ongoing organisational improvement from an L&D perspective so you're training spend is not wasted. Download the report in full here: https://www.mtdtraining.co.uk/whitepapers/
Want some ideas on what types of activities you can use for the 70-20-10 approach? Here are 50 for starters. Download the report in full here: https://www.mtdtraining.co.uk/whitepapers/
What Is Informal Learning & How To Implement ItSean McPheat
We all learn informally. It's how we learn 95% of the time. But how can you make informal learning, more formal? This whitepaper will reveal all. Download the report in full here: https://www.mtdtraining.co.uk/whitepapers/
Learn what microlearning is why it could be the future of training for today's time poor staff. Download the report in full here: https://www.mtdtraining.co.uk/whitepapers/
53 Takeaways From The Wolf Of Wall Street's London SeminarSean McPheat
Most people have seen the film by now and know exactly what this man, Jordan Belfort, has done in the past.
As a way of repaying the people he has stolen from in the past – Belfort now travels around the world and delivers motivational speeches and gives advice on how to sell effectively to people (ethically too!)
I attended his seminar in London at the Excel Centre and here is what I took away from it…
23 Killer Questions To Use With Your ProspectsSean McPheat
Asking quality questions and really listening to the answers are in my book of two of the most important skills you need to master.
Here are 23 great questions that you can use to get yourself closer to the sale.
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There are many lessons that can be learnt from Einstein in all walks of life - here we take Einstein's lessons and look at them from a sales perspective.
7 Ways To Overcome Barriers To CommunicationSean McPheat
Communication barriers exist all around us. Misinterpretations abound in our discussions with team members. We delete, distort and generalise information in every conversation.
Got a case of phone phobia? Dreading to dial the phone? Are you trembling at the thought of talking? Here are 10 chilling statistics about cold calling!
10 Important Tips On Your Professional AppearanceSean McPheat
You could have the most impressive sales presentation ready with fantastic content, but it will not matter if you do not look the part - here are 10 important tips on your professional appearance
There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. This infographic will reveal all.
1. Stepping Into Your Customers Shoes
With
Collaborative Selling
Web: www.mtdsalestraining.comBinley Business Park, Coventry, CV3 2TQ 6732
MTD Sales Training, 5 Orchard Court, Telephone: 0800 849 1
Web: www.mtdsalestraining.com Phone: 0800 849 6732
2. Collaborative selling begins with a different mind set: a commitment to the
long-term.
Today's customers buy differently, so today's salespeople must sell
differently.
Customers know there is no urgency to buy because good deals, good
salespeople, and good companies come along every day. Price is less of an
issue because buyers are not just interested in great deals; they want great
relationships. Today's customers are looking for measurable quality in the
products and services they buy.
QUESTION - What’s the measurable quality your customers are looking for?
Today's customers are looking for long-term relationships with suppliers who
will be reliable resources over the long haul.
Collaborative selling means handling every aspect of the sales process with a
high degree of professionalism.
There are six basic steps that describe how the collaborative sales process
unfolds, and these will help you step into the customer’s shoes:
Target:
The first step is a marketing necessity: understand exactly what the
product/service is and identify the specific markets that can best use it.
This is done on a company level in their marketing plan and should be done
by individual salespeople as well. It takes some time, but careful planning
focuses effort and provides a greater return on time and money invested.
Collaborative salespeople know they must concentrate on prospects that
have a high probability of buying.
Contact:
The first step after targeting a market is to contact them in a cost-effective
and professional way.
Naturally, this would be some combination of letter, phone, and personal
contact.
The right combination of contacting strategies ensures that collaborative
salespeople create high perceived value before they call on their prospects.
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3. When contact is made, collaborative salespeople set the stage for a
cooperative, working relationship.
They convey their desire to explore needs and opportunities. They build
credibility and trust. They express their sincere desire to be of service, and
they make their competitive advantages known without jumping into a
presentation.
Explore:
In this stage of the collaborative sales process, salespeople convey the
message: "Let's explore your business situation to see if there are need to
fulfil or opportunities on which to capitalise."
Collaborative salespeople make it clear that they want to help, not just make
a sale.
If, after information-gathering, collaborative salespeople find that their
products are not appropriate for their prospects, which is unlikely due to their
careful target marketing, they will forego the sale, but have made a friend
and business contact.
The Questioning stage of selling, and in fact the entire Collaborative Selling
philosophy, is built around the following phrase--"Prescription Before
Diagnosis is Malpractice."
Collaborate:
It is at this point after an in-depth exploration of a prospect's situation that
collaborative salespeople talk about their products or services.
Naturally, they are discussed in the context of prospects' needs or
opportunities.
Collaborative salespeople never dictate solutions to their prospects.
Instead, they form "partnerships" in which prospects play an active role in
the search for the best solution.
The collaboration phase of the sale is conducted in the spirit of "let's work
together on the solution and together build a commitment to its
successful implementation."
This team-approach to problem-solving ensures that prospects will be
committed to solutions. By making customers equal partners in problem-
solving, collaborative selling reduces or eliminates the risk that is inherent in
the customer's decision-making process.
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4. Confirm:
Keep in mind that, in every phase of the collaborative selling process, the
salesperson and prospect have communicated well.
Collaborative salespeople move on to the next phase of the sales process
only after they have received assurances that their customers are in
agreement with them on everything that has been discussed.
This agree-as-you-go process eliminates the need to "close" the sale or
handle objections. Most objections have surfaced long before this point. If
resistance does occur, the salesperson simply gathers more information or
clarifies a detail.
With collaborative selling, the sale is a matter of when and not if. Confirming
the sale is the logical conclusion to an on-going communication and problem-
solving process. There is no need to "close" them. People commit when all
their buying criteria are met!
Assure:
This phase of the collaborative sales process begins immediately after the
sale has been confirmed.
Collaborative salespeople keep in touch after the sale.
They communicate regularly about delivery dates, installation, training, and
other relevant matters. They make sure their customers are satisfied with
their purchases. They help customers track their results and analyze the
effectiveness of the solution.
Collaborative selling is the key to differentiation on the micro level.
It represents an obsession with quality and customer satisfaction. It reflects a
high degree of professionalism and a primary focus on relationships rather
than transactions.
It is clear that collaborative selling is a mutual-win situation; one that
provides increased security to both parties. This increased security is exactly
what customers want and need, given the market changes that are occurring
so rapidly.
Collaborative selling is a philosophy and practice that is being used today by
enlightened salespeople; and it is clearly the sales process of the future.
Collaborative selling helps professional salespeople build large, loyal
customer bases that generate future sales, provide referrals, and act as
lifetime assets.
Web: www.mtdsalestraining.com Telephone: 0800 849 6732 4