What can you do to stand out in a crowd? That is the main challenge for sellers in today's fast-paced, hyper-competitive markets. Competitive pressures make it difficult to create and sustain meaningful product differentiation in the eyes of your prospects. In this session Andy will present powerful sales strategies that every seller can use at each step of their sales process to rise above the competition and move their prospects to make fast and favorable decisions.

1. #INBOUND14
Selling with Maximum Value
Strategies That Maximize The Value And Power of Your Sales To Drive Fast And Favorable Purchase Decisions
Andy Paul
Founder, Zero-Time Selling, Inc.

2. #INBOUND14
How Do You Differentiate &
Rise Above The Competition?

3. #INBOUND14
AMPUp Your Sales
1.
AccelerateResponsiveness
1.
Maximize Value
2.
Practice Simplicity

4. #INBOUND14
What is Buying?

5. #INBOUND14
Gathering the Information to Make Good Decisions Quickly

6. #INBOUND14
“Getting information pushes at the two constraints everyone faces: it takes time and costs money. Making sound decisions fast and at a low cost is a competitive advantage everywhere.”
Geoffrey Colvin, Talent is Overrated

7. #INBOUND14
Research: Customers Want To Make Decisions 40% Faster

8. #INBOUND14
Buying
Quickly Gathering Information to Make
Informed Purchase Decisions at a
Low Cost

9. #INBOUND14
What is Selling?

10. #INBOUND14
“We don’t make money when we sell things; we make money when we help customers make purchase decisions.”
Jeff Bezos, CEO, Amazon, Inc.

11. #INBOUND14
Are you
selling things?

12. #INBOUND14
Are you helping customers make purchase decisions?

13. #INBOUND14
Sales
Helping Customers Make
Fast and Favorable
Purchase Decisions at a Low Cost

14. #INBOUND14
AMPUp Your Sales
1.
AccelerateResponsiveness
1.
Maximize Value
2.
Practice Simplicity

15. #INBOUND14
1
Accelerate Responsiveness

16. #INBOUND14
Responsiveness =
Information + Speed

17. #INBOUND14
Responsiveness Strategy #1: Sell Faster

18. #INBOUND14
Two Pre-Requisites to Sell Faster
1.
Well-defined and documented sales processes
1.
Speed metrics for all customer- facing activities

19. #INBOUND14
75%
75% of companies have not documented their sales process
Zero-Time Selling; Sales Process Assessment

20. #INBOUND14
Map Your Sales Process
1.
Show all Steps
1.
Show Duration of Steps

21. #INBOUND14
75%
75 % of companies have not established metrics for responsiveness or the speed of their sales process
Zero-Time Selling; Sales Process Assessment

22. #INBOUND14
To Accelerate Responsiveness You Must Measure What Matters
•
Lead follow-up
•
Responsiveness to all customer questions
•
Clean Inbox Standard
•
Voice mail response
•
Customer Support response
•
Quote/Proposal Development

23. #INBOUND14
Document your sales process in detail
Define time
metrics for responsiveness
Weekly: Review metric data
Quarterly: Refine your sales process
Train to the process
Action Steps: Sell Faster

24. #INBOUND14
Responsiveness Strategy #2:
Sell With Experts Who Can Help The Customer Buy

25. #INBOUND14
Who Should Sell Your Product?
Generalists
Specialists

26. #INBOUND14
Customer Preference: Knowledge & Expertise

27. #INBOUND14
Customers Don’t Buy You:
They Buy What You Can Do For Them

28. #INBOUND14
Rate Your Sales Team & New Hires
1.
Which Quadrant Matches Your Customers?
1.
Does Your Sales Team Align With Your Customers’ Needs?

29. #INBOUND14
Write a Job Description Based on Your Buyers’ Needs
Rate Your Sales Team Based on Their Attributes
Find Experts Internally
Action Steps

30. #INBOUND14
2
Maximize Value

31. #INBOUND14
Value Strategy #1: Plan and execute every sales touch to provide the maximum value in the least time

32. #INBOUND14
Customers Exchange Their Time for Value

33. #INBOUND14
Information That Moves The Prospect At Least
One Step Forward In Their Buying Process
What is “Value” in Selling?

34. #INBOUND14
Examples of Value
•
Product Data
•
Features & Benefits
•
Value Proposition

35. #INBOUND14
Types of Value
Questions:
•
Defining the Problem
•
Shaping the Buying Vision
Context:
•
White papers
•
Industry & Market reports
Insights:
•
Case studies/Sales Stories
•
Testimonials
•
Independent Experts

36. #INBOUND14
An Essential Source of Value:
Your Responsiveness
•
First seller with the answers wins
•
Makes it Easier for the Customer to Decide
•
Compressing the Buying Process
•
Responsiveness Creates Tangible Value

37. #INBOUND14
Establish Goals for Each Sales Touch
Define Desired Outcomes
Don’t Waste Time: Theirs or Yours
Prepare, Practice, Rehearse
Planning Guide for Value & Impact

38. #INBOUND14
Stop!
Every sales touch must have a value plan. If it doesn’t: just don’t do it.

39. #INBOUND14
Value Strategy #2 : Treat Each Sales Touch With Equal Importance

40. #INBOUND14
Peak-End Selling: Peak Experience and Last Contact
Customer Remembers Two Factors At Decision Time
Initial Contact
Decision
Ongoing
Discovery
Presentation
Proposal
Peak
Last

41. #INBOUND14
Every Step of Your Process Can Be The Peak
Each Sales Interaction is Equally Important
Initial Contact
Order
Ongoing
Discovery
Presentation
Proposal
Peak

42. #INBOUND14
Treat Every Sales Interaction with Equal Importance
Achieve Your Goal(s) and Outcomes For Every
Touch
Focus on Peak Events and Last
Touch
Be Completely Responsive
Action Steps to Maximize Value

43. #INBOUND14
3
Practice Simplicity

44. #INBOUND14
Simplicity Strategy #1: The Daily Question
Question to Ask About Every Qualified Prospect Every Day:
“What information does the prospect need from us today to move at least one step closer to making a decision?”

45. #INBOUND14
Simplicity Strategy #2: Start Small
Reduce risk to increase win rate and compress decision cycles.

46. #INBOUND14
1
Fear!!
2
Risk that you can’t perform
3
Risk that they customer can’t perform
4
Risk that the wrong decision would be career limiting.
Biggest Barriers to a Decision

47. #INBOUND14
Start with the smallest (least risky) relationship possible

48. #INBOUND14
Risk Assessment Quadrant

49. #INBOUND14
Qualify every sales opportunity with RAQ grid
Integrate risk reduction into every account plan
Introduce “Start Small” early in the buying process
Action Steps to Reduce Risk:

50. #INBOUND14
Simplicity Strategy #3: Be 1% better

51. #INBOUND14
How much did you win your last deal by?

52. #INBOUND14
Your Internal Advocates are looking for Tiebreakers

53. #INBOUND14
Justifiers are NOT About Price

54. #INBOUND14
1
Respond to a lead within 30 minutes vs. 4 hours
2
Answer a customer question in 15 minutes vs. 24 hours
3
Maximize the Value to compress the buying cycle
4
Provide extra value that has minimal costs (i.e., extended warranty, pay shipping both ways on returns)
5
Make it easy to do business with you (have phone answered by a live person vs. an auto-attendant; prompt customer service response)
Possible Justifiers

55. #INBOUND14
Well documented & measurable sales process
Relevant experience & expertise in sales team
Defined goals and outcomes for every sales touch
Create peak experiences at each step of your sales process
Keep your selling simple
Start small to reduce risk and increase win percentage
Be 1% better
AMPUp Your Sales Checklist:

56. #INBOUND14
QUESTIONS ?

57. Author, Speaker, Sales Expert
Contact:
andy@zerotimeselling.com
619-980-4002
@AndyPaulSales
@ZeroTimeSelling
Andy
Paul