Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
This document outlines a sales training workshop delivered by Russell Cummings. The workshop covers high performance sales topics including the changing sales environment, spot buying trends, developing a challenger sales mindset, building resilience, and time management strategies. Cummings emphasizes adopting a growth mindset, using a challenger sales process of teaching customers, tailoring the message, and taking control of discussions. Exercises encourage participants to assess their own sales competencies and develop tailored packages to overcome potential objections. The workshop aims to help participants shift their sales approach to succeed in today's business environment.
This document outlines a sales training workshop conducted by Russell Cummings. The workshop covered various topics related to high performance sales such as the changing sales environment, spot buying trends, the challenger sales model, building trust and resilience. It also provided exercises for participants to assess their own sales competencies, time management, and creating an action plan. The workshop emphasized developing a growth mindset and emphasized the importance of teaching customers, tailoring the message to individual needs, and taking control of the sales process.
This document outlines a sales training workshop conducted by Russell Cummings. The workshop covered topics such as the changing sales environment, spot buying trends, high performance sales skills and building sales resilience. It provided exercises for participants to assess their business environment, identify their competitive advantages, craft discovery questions and build sales packages. Cummings emphasized developing a challenger sales mindset and using a tailored, consultative sales approach focused on teaching customers. Participants were encouraged to strengthen competencies like customer knowledge and develop personal resilience strategies.
TLSA, a popular provider of sales training solutions, offers expert consultancy, training, and eLearning solutions for sales teams across the globe. Their seasoned sales experts work closely with clients to identify areas for improvement, develop customised solutions, and implement strategies that drive revenue growth. For more information, please visit: https://tlsasalestraining.co.uk/
Covid-19 has had a significant impact on the global economy, to say the least. This impact means that we, as business owners and marketers, need to action the right kind of measures to ensure we are able to survive and come out at the other end with a strong brand.
This webinar talks through 6 post lock down tactics that can help us achieve this.
Marketing focuses on satisfying customer needs while selling focuses on converting products into cash. The two basic functions of business are marketing and innovation. The goal of marketing is to understand customers so well that the product sells itself. Marketing techniques include researching customers, observing the market environment, designing products to meet customer needs, ensuring an efficient customer experience, developing communications, investing in employees, maintaining facilities, setting prices strategically, and having a marketing plan. Selling involves meeting with customers when they are ready to buy and focusing on solving their problems and meeting their needs.
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
This document outlines a sales training workshop delivered by Russell Cummings. The workshop covers high performance sales topics including the changing sales environment, spot buying trends, developing a challenger sales mindset, building resilience, and time management strategies. Cummings emphasizes adopting a growth mindset, using a challenger sales process of teaching customers, tailoring the message, and taking control of discussions. Exercises encourage participants to assess their own sales competencies and develop tailored packages to overcome potential objections. The workshop aims to help participants shift their sales approach to succeed in today's business environment.
This document outlines a sales training workshop conducted by Russell Cummings. The workshop covered various topics related to high performance sales such as the changing sales environment, spot buying trends, the challenger sales model, building trust and resilience. It also provided exercises for participants to assess their own sales competencies, time management, and creating an action plan. The workshop emphasized developing a growth mindset and emphasized the importance of teaching customers, tailoring the message to individual needs, and taking control of the sales process.
This document outlines a sales training workshop conducted by Russell Cummings. The workshop covered topics such as the changing sales environment, spot buying trends, high performance sales skills and building sales resilience. It provided exercises for participants to assess their business environment, identify their competitive advantages, craft discovery questions and build sales packages. Cummings emphasized developing a challenger sales mindset and using a tailored, consultative sales approach focused on teaching customers. Participants were encouraged to strengthen competencies like customer knowledge and develop personal resilience strategies.
TLSA, a popular provider of sales training solutions, offers expert consultancy, training, and eLearning solutions for sales teams across the globe. Their seasoned sales experts work closely with clients to identify areas for improvement, develop customised solutions, and implement strategies that drive revenue growth. For more information, please visit: https://tlsasalestraining.co.uk/
Covid-19 has had a significant impact on the global economy, to say the least. This impact means that we, as business owners and marketers, need to action the right kind of measures to ensure we are able to survive and come out at the other end with a strong brand.
This webinar talks through 6 post lock down tactics that can help us achieve this.
Marketing focuses on satisfying customer needs while selling focuses on converting products into cash. The two basic functions of business are marketing and innovation. The goal of marketing is to understand customers so well that the product sells itself. Marketing techniques include researching customers, observing the market environment, designing products to meet customer needs, ensuring an efficient customer experience, developing communications, investing in employees, maintaining facilities, setting prices strategically, and having a marketing plan. Selling involves meeting with customers when they are ready to buy and focusing on solving their problems and meeting their needs.
These slides were used as part of a webinar run on 22snd June 2020.
Jag Panesar from Xpand talks about 6 post marketing tactics that can easily be implemented by business owners or marketing personnel.
Costanoa Expert Series: Turning Win/Loss Analysis into Buyer InsightsCostanoa Ventures
We were thrilled to have Alan Armstrong, CEO of Eigenworks, and Ryan Whitney, VP at Gainsight, present best practices on win/loss analyses for early stage companies.
The presentation covers:
--How buyer stories and metrics can be used to create impactful case studies that drive sales.
--How to create better visibility and transparency in buyer data and behavior, so you truly understand the “voice of the customer”.
--Best practices to self-report with the sales team, conduct in-house surveys, and leverage outsource partners to get a complete win-loss dataset.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the fourth in a five part series. Part four explores lessons 6-12 from her book.
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
The document discusses the importance of sales training for promoting a company's products and services. It outlines the key elements of an effective sales training course, including understanding one's sales style, planning and preparation, using selling tools, understanding the core business, presentation skills, overcoming objections, closing the sale, and follow up. The training course helps salespeople balance obtaining orders with building effective relationships by teaching techniques for each stage of the sales process.
Value-based selling focuses on understanding the customer's needs and demonstrating how the product or service will benefit the customer. It is more effective than discussing features or price alone. A value-based salesperson must listen to understand the customer's business issues and goals, then show how the solution delivers value in terms of specific benefits like increased productivity or revenue. Customers make decisions based on both logic and emotion, so the salesperson should quantify value through metrics while also building trust and rapport. Maintaining long-term customer relationships is important for becoming a strategic partner.
Selling process and managing sales informationsanjay_sarkar
The document outlines the key steps in the selling process: prospecting, pre-approach, approach, presentation, handling objections, closing, and follow-up. It also discusses prospecting in more depth, including differentiating between leads, prospects, and qualified customers. Additionally, it covers different prospecting methods, pre-approach strategies, approaches to customers, and techniques for handling objections and closing the sale. Maintaining good customer relationships through follow-up is also emphasized.
The document discusses customer-centric selling strategies and techniques. It emphasizes that the most successful businesses focus on retaining current customers, selling more to existing customers, and acquiring new customers in a way that maximizes lifetime customer value. Some key points include:
- Selling is about planting ideas in customers' minds so they feel it was their own idea, done ethically.
- Core processes involve retaining current customers, upselling to current customers, and acquiring new customers.
- Customers are more aware, demanding, and less loyal now.
- The customer decision cycle and selling cycle involve understanding customer needs and confirming the solution fits before closing the sale.
- Cross-selling existing customers additional products
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
The document provides tips for surviving a sales slump, including maintaining a positive attitude, constantly monitoring changes in the market, taking time to evaluate your business and look for areas of improvement, and treating the slump as a learning experience. It also advises salespeople to focus on understanding customers' needs rather than just making sales, and to see opportunities in a market slowdown to strengthen relationships with clients.
This document discusses personal selling and sales management. It covers key topics like the importance of personal selling, the selling process, factors affecting personal selling, designing and recruiting sales personnel, training and motivating sales personnel, theories of personal selling including AIDAS and behavioral equation, and the role and skills of effective sales executives. The roles of sales manager and district sales manager are also outlined.
Learn the A to Z of How to Sell in Today's World - 2023
Today’s Market
Today's marketplace has changed dramatically. Buyers are more cautious and sophisticated.
The environment is competitive, challenging and constantly shifting
To grow and compete you need a new set of sales strategies and a new approach to growth.
In this high-energy workshop, we discover how to turn uncertainty into your competitive advantage. You will learn how to stay razor-like focused while remaining highly flexible, so you are prepared no matter what this marketplace does.
Sales Challenges
• Selling On-Line and Face 2 Face
• Failing to CLOSE Deals
• Inability to communicate VALUE to Buyers
• Hearing TIO - ‘think it over’ - all too often when you ask for the business
• Handling the Price Objection
Sales Modules
1. Understanding this VUCA world
2. Selling Face 2 Face
3. Prospecting & Cold Calling
4. Getting Qualified Appointments
5. Effective Telephone Techniques
6. Engaging the KDMs
7. Control with Questions and Active Listening
8. Open Questions to find the “PAIN”
9. Cross Sell & Up Sell
10. The Objection Handling System
11. Power Closes of a Champion
12. How to Motivate your way out of a Slump
13. Selling On Value and not Price
The document discusses relationship-based selling and what makes an effective salesperson. It begins by noting that clients now have more options, so sales requires building relationships rather than quick transactions. Effective sales involves understanding clients' and one's own personality types, as well as serving clients by identifying needs, presenting solutions, handling objections, closing sales, following up, and gaining referrals. Key traits of top salespeople are commitment, passion for clients, preparation, questioning to understand needs, handling objections well, and perseverance through both successes and rejections.
1. Identify your triggers. Notice what situations cause debilitating emotions and write them down.
2. Challenge irrational thoughts. When a trigger occurs, pause and evaluate your thoughts rationally before reacting.
3. Practice facilitative responses. Rehearse constructive responses to triggers until facilitative emotions become a habit.
Vidyasagar Nadageri is a 4th semester student with registration number 1660195. The document discusses the 8 steps of the personal selling process: prospecting, pre-approach, approach, need assessment, presentation, meeting objections, gaining commitment, and following up. It also discusses the qualities needed for an effective salesperson such as personality, mental ingredients, courtesy, patience, and complete product and customer knowledge.
This PPT gives a brief outlook of the process of personnel selling and its various stages. For any queries feel free to contact at prateekckc@yahoo.co.in
1) Personal selling involves face-to-face interactions between salespeople and customers to sell products or services.
2) The personal selling process includes several stages: prospecting, pre-approach research, the sales approach, presentation, handling objections, closing the sale, and follow up.
3) Key advantages of personal selling include high customer attention, customized messaging, interactivity, and the potential to develop relationships, while disadvantages include high costs and only reaching a limited number of customers.
The document discusses concepts related to sales and sales management. It defines sales as persuading people to satisfy their wants through the act of selling goods and services. Sales management involves planning, directing, and controlling personal selling activities like recruiting, training, and motivating the sales force. The document also outlines the benefits of sales activities for businesses, consumers, and society as a whole by facilitating economic growth and employment. Key skills for sales executives are discussed, including conceptual, people, technical, and decision-making abilities.
The document provides advice for sales teams to stay focused and successful during tough economic times. It suggests communicating positively, staying connected to customers, sharing constructive insights, and keeping salespeople focused on selling. It then discusses strategies for different buyer types, including communicating value over price for "value" buyers and streamlining processes for "price" buyers. The document aims to stimulate thinking on successful selling tactics during recessions.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the last in a five part series. Part five explores lessons 13-20 in her book.
These slides were used as part of a webinar run on 22snd June 2020.
Jag Panesar from Xpand talks about 6 post marketing tactics that can easily be implemented by business owners or marketing personnel.
Costanoa Expert Series: Turning Win/Loss Analysis into Buyer InsightsCostanoa Ventures
We were thrilled to have Alan Armstrong, CEO of Eigenworks, and Ryan Whitney, VP at Gainsight, present best practices on win/loss analyses for early stage companies.
The presentation covers:
--How buyer stories and metrics can be used to create impactful case studies that drive sales.
--How to create better visibility and transparency in buyer data and behavior, so you truly understand the “voice of the customer”.
--Best practices to self-report with the sales team, conduct in-house surveys, and leverage outsource partners to get a complete win-loss dataset.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the fourth in a five part series. Part four explores lessons 6-12 from her book.
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
The document discusses the importance of sales training for promoting a company's products and services. It outlines the key elements of an effective sales training course, including understanding one's sales style, planning and preparation, using selling tools, understanding the core business, presentation skills, overcoming objections, closing the sale, and follow up. The training course helps salespeople balance obtaining orders with building effective relationships by teaching techniques for each stage of the sales process.
Value-based selling focuses on understanding the customer's needs and demonstrating how the product or service will benefit the customer. It is more effective than discussing features or price alone. A value-based salesperson must listen to understand the customer's business issues and goals, then show how the solution delivers value in terms of specific benefits like increased productivity or revenue. Customers make decisions based on both logic and emotion, so the salesperson should quantify value through metrics while also building trust and rapport. Maintaining long-term customer relationships is important for becoming a strategic partner.
Selling process and managing sales informationsanjay_sarkar
The document outlines the key steps in the selling process: prospecting, pre-approach, approach, presentation, handling objections, closing, and follow-up. It also discusses prospecting in more depth, including differentiating between leads, prospects, and qualified customers. Additionally, it covers different prospecting methods, pre-approach strategies, approaches to customers, and techniques for handling objections and closing the sale. Maintaining good customer relationships through follow-up is also emphasized.
The document discusses customer-centric selling strategies and techniques. It emphasizes that the most successful businesses focus on retaining current customers, selling more to existing customers, and acquiring new customers in a way that maximizes lifetime customer value. Some key points include:
- Selling is about planting ideas in customers' minds so they feel it was their own idea, done ethically.
- Core processes involve retaining current customers, upselling to current customers, and acquiring new customers.
- Customers are more aware, demanding, and less loyal now.
- The customer decision cycle and selling cycle involve understanding customer needs and confirming the solution fits before closing the sale.
- Cross-selling existing customers additional products
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
The document provides tips for surviving a sales slump, including maintaining a positive attitude, constantly monitoring changes in the market, taking time to evaluate your business and look for areas of improvement, and treating the slump as a learning experience. It also advises salespeople to focus on understanding customers' needs rather than just making sales, and to see opportunities in a market slowdown to strengthen relationships with clients.
This document discusses personal selling and sales management. It covers key topics like the importance of personal selling, the selling process, factors affecting personal selling, designing and recruiting sales personnel, training and motivating sales personnel, theories of personal selling including AIDAS and behavioral equation, and the role and skills of effective sales executives. The roles of sales manager and district sales manager are also outlined.
Learn the A to Z of How to Sell in Today's World - 2023
Today’s Market
Today's marketplace has changed dramatically. Buyers are more cautious and sophisticated.
The environment is competitive, challenging and constantly shifting
To grow and compete you need a new set of sales strategies and a new approach to growth.
In this high-energy workshop, we discover how to turn uncertainty into your competitive advantage. You will learn how to stay razor-like focused while remaining highly flexible, so you are prepared no matter what this marketplace does.
Sales Challenges
• Selling On-Line and Face 2 Face
• Failing to CLOSE Deals
• Inability to communicate VALUE to Buyers
• Hearing TIO - ‘think it over’ - all too often when you ask for the business
• Handling the Price Objection
Sales Modules
1. Understanding this VUCA world
2. Selling Face 2 Face
3. Prospecting & Cold Calling
4. Getting Qualified Appointments
5. Effective Telephone Techniques
6. Engaging the KDMs
7. Control with Questions and Active Listening
8. Open Questions to find the “PAIN”
9. Cross Sell & Up Sell
10. The Objection Handling System
11. Power Closes of a Champion
12. How to Motivate your way out of a Slump
13. Selling On Value and not Price
The document discusses relationship-based selling and what makes an effective salesperson. It begins by noting that clients now have more options, so sales requires building relationships rather than quick transactions. Effective sales involves understanding clients' and one's own personality types, as well as serving clients by identifying needs, presenting solutions, handling objections, closing sales, following up, and gaining referrals. Key traits of top salespeople are commitment, passion for clients, preparation, questioning to understand needs, handling objections well, and perseverance through both successes and rejections.
1. Identify your triggers. Notice what situations cause debilitating emotions and write them down.
2. Challenge irrational thoughts. When a trigger occurs, pause and evaluate your thoughts rationally before reacting.
3. Practice facilitative responses. Rehearse constructive responses to triggers until facilitative emotions become a habit.
Vidyasagar Nadageri is a 4th semester student with registration number 1660195. The document discusses the 8 steps of the personal selling process: prospecting, pre-approach, approach, need assessment, presentation, meeting objections, gaining commitment, and following up. It also discusses the qualities needed for an effective salesperson such as personality, mental ingredients, courtesy, patience, and complete product and customer knowledge.
This PPT gives a brief outlook of the process of personnel selling and its various stages. For any queries feel free to contact at prateekckc@yahoo.co.in
1) Personal selling involves face-to-face interactions between salespeople and customers to sell products or services.
2) The personal selling process includes several stages: prospecting, pre-approach research, the sales approach, presentation, handling objections, closing the sale, and follow up.
3) Key advantages of personal selling include high customer attention, customized messaging, interactivity, and the potential to develop relationships, while disadvantages include high costs and only reaching a limited number of customers.
The document discusses concepts related to sales and sales management. It defines sales as persuading people to satisfy their wants through the act of selling goods and services. Sales management involves planning, directing, and controlling personal selling activities like recruiting, training, and motivating the sales force. The document also outlines the benefits of sales activities for businesses, consumers, and society as a whole by facilitating economic growth and employment. Key skills for sales executives are discussed, including conceptual, people, technical, and decision-making abilities.
The document provides advice for sales teams to stay focused and successful during tough economic times. It suggests communicating positively, staying connected to customers, sharing constructive insights, and keeping salespeople focused on selling. It then discusses strategies for different buyer types, including communicating value over price for "value" buyers and streamlining processes for "price" buyers. The document aims to stimulate thinking on successful selling tactics during recessions.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the last in a five part series. Part five explores lessons 13-20 in her book.
Similar to strategic_selling_mgc.pdfjjjkksjkjsdksjdks (20)
Boudoir photography, a genre that captures intimate and sensual images of individuals, has experienced significant transformation over the years, particularly in New York City (NYC). Known for its diversity and vibrant arts scene, NYC has been a hub for the evolution of various art forms, including boudoir photography. This article delves into the historical background, cultural significance, technological advancements, and the contemporary landscape of boudoir photography in NYC.
Fashionista Chic Couture Maze & Coloring Adventures is a coloring and activity book filled with many maze games and coloring activities designed to delight and engage young fashion enthusiasts. Each page offers a unique blend of fashion-themed mazes and stylish illustrations to color, inspiring creativity and problem-solving skills in children.
This tutorial offers a step-by-step guide on how to effectively use Pinterest. It covers the basics such as account creation and navigation, as well as advanced techniques including creating eye-catching pins and optimizing your profile. The tutorial also explores collaboration and networking on the platform. With visual illustrations and clear instructions, this tutorial will equip you with the skills to navigate Pinterest confidently and achieve your goals.
The cherry: beauty, softness, its heart-shaped plastic has inspired artists since Antiquity. Cherries and strawberries were considered the fruits of paradise and thus represented the souls of men.
2. Chapter 1
Selling in a World of Constant
Change
The Complex Sale:
A number of people must give their
approval or input before the buying
decision can be made.
6. Strategic Selling: Defined
Profile of a Strategic Professional:
Developed a selling process or method
– Visible, logical and repeatable
– Never satisfied
7. Strategic Selling: Defined
How Strategic Selling works:
• Focus is on success, not failure avoidance.
• Focus is on your accounts.
8. Chapter 2
Strategy and Tactics Defined
Contrasting Strategy and Tactics:
• Strategy: A process to lay out moves in
advance of the sales call. Be in the “right
place at the right time.”
• Tactics: An action plan to accomplish
strategic goals. Focus on the account.
9. Strategic Selling: Defined
Long-term Strategy:
Focus on the account
• Sale or selling event versus Account
• Creating the next satisfied customer Drucker
10. Strategic Selling: Defined
Setting the Account Strategy:
Four steps
1. Analyze your current position
2. Consider alternative positions
3. Devise an action plan
4. Implement action plan
11. Chapter 3
Starting Point: Position
Positioning:
1. Identify relevant changes.
2. Rate changes as opportunities or
threats.
3. Define current single sales objective.
(specific and measurable; timing;
outcome; single versus multiple)
4. Test current position.
5. Examine alternative positions.
12. The New Strategic Selling
“A Unique Sales System”
Originally developed by
Stephen E. Heiman & Robert B. Miller
Updated by
Stephen E. Heiman and Diane Sanchez
13.
14. Chapter 4
Key Elements of Strategic Selling
Six key elements:
1. Buying influences.
2. Leverage from strengths: Red
flags.
3. Response modes.
4. Win-results.
5. Ideal customer profile.
6. Sales funnel.
15. Key elements:
1. Buying influences
A. Economic
B. User
C. Technical
D. Coach . . . Your coach!
16. Key elements:
2. Red Flags/Leverage from Strength
A. Red Flags = “warnings”
B. Leverage from Strength =
“differentiate from competition”
19. Key elements:
5. The Ideal Customer Profile
A. Anticipate problems
B. Analyze good customers
C. “Be real!”
20. Key elements:
6. The Sales Funnel
A. Continual prospecting
B. Maximize use of time
C. Work allocation:
“What to do, when.”
21.
22.
23. Chapter 5
Key Element 1:
Buying Influences
Positioning yourself with the people playing
buying Influencer roles.
1. Understand four Buying Influences.
2. Identify key players in each role.
3. Insure that each player is “covered.”
24.
25.
26.
27. The Coach
Criteria of a coach:
1. You have credibility with the person.
2. Coach has credibility with the Buying
Influences for your single sales
objective.
3. The coach wants your solution.
32. Chapter 7
Buyer Level of Receptivity
Key Element 3: Response Modes depend on
buyer receptivity.
Traps:
1. Your perception is reality.
2. Your perception is same as Buying Influence.
3. Buying Influences’ perception is wrong or
irrelevant.
Change: The hidden factor in every sale!
33. Chapter 8
Key Element 3:
Four Response Modes
“People buy when, and only when, they
perceive a discrepancy between
reality and their desired results.”
34.
35.
36.
37.
38. Chapter 9
The Importance of Winning
Mutual satisfaction is the foundation of
long-term success!
Getting the order is not enough!
What’s desired?
üSatisfied customers
üLong-term relationships (CRM)
üRepeat business
üStrong referrals
39.
40. Chapter 10
Key Element 4:
Win-results
Key terms of the Win-results concept:
ü Selling - Interactive process based on benefit.
ü Product - Whatever you are selling.
ü Process - Series of activities.
ü Result - Measurable impact of product on your
customer.
ü Win - Fulfillment of a subjective promise.
ü Win-result - Business result giving Buying
Influences a subjective, personal win.
41. Wins – Results
“Companies get Results, people Win.”
Results:
1. Impact product on
business process.
2. Tangible,
measurable,
quantifiable.
3. Corporate.
Wins:
1. Fulfillment of
promise made to
oneself.
2. Intangible, not
measurable or
quantifiable.
3. Personal
42.
43.
44.
45. Summary of Win-results
• Product leads to improved process
producing results and persons win.
• Understand how buying influences win.
• Connect your proposal to buying
influences self-interest.
• Use a coach to focus on buying influences
results and how they win.
• Win-win conclusion
46.
47. Chapter 11
Getting to the Economic Buyer
Common questions:
• “How do I get to the Economic Buying
Influence?”
• “How can I effectively utilize a strategic
Coach?”
• “What about the competition?”
48. Remember:
Manage every one of the sales
objectives to a Win-Win with all Buying
Influences!
How Economic Buying Influences are
different from User or Technical buyer:
• More difficult to identify.
• More difficult to reach . . . Physically and
psychologically.
49. Root problems to getting to the
Economic Buying Influence:
1. Can’t identify the Economic Buying
Influence.
2. Blocked from getting to the person
playing the role.
3. Uncomfortable with talking to the
person.
50. Profile of the Economic Buying
Influence
• Sale-specific
• Highly placed in the organization
• Paid to be future oriented or focused
51. Solving the problem 1:
Perceived risk in terms of five variables:
• Dollar amount of sale.
• Business conditions.
• Experience with salesperson or firm.
• Experience with product
• Potential organizational impact
52. Solving the problem…the next step.
Zeroing in on the Economic Buying Influence:
• Ask the person directly.
• Get some coaching.
• Guess.
53. Solving Problem 2:
Handling the block: Three methods.
1. Show blocker how to win.
2. Go around the blocker.
3. Go along with the blocker.
54. Solving Problem 3:
Reasons for being uncomfortable:
qIntimidated by position of person.
qUncertain about what person wants or
needs.
55. Solution:
Have a valid business reason for contacting
the Economic Buying Influence.
Be prepared!
ü Know what the person doesn’t want.
ü Understand the concept, as in Conceptual
Selling.
ü Establish credibility.
ü Like-rank…peer…selling.
ü Advertise past successes.
ü Executive briefing.
ü Bring in a “guru”
ü Keep in touch
56. Final Position Check
Four key questions:
1. What do I need to find out?
2. What do I want the Economic Buyer to
Know?
3. What do I want the the Economic Buyer
to Do?
4. What do I want the Economic Buyer to
Feel?
57. Chapter 12
The Coach:
Your prime information source.
Your coach can:
• Help you find the players.
• Identify strengths and red flags in your
position/proposition.
• Help you understand perceptions and response
modes (Growth, Trouble, Even Keel and
Overconfidence)
• Help you understand how to develop a Win-
Win result.
59. Choosing your coach:
üAvoid “false coaches.”
üBe careful of a “friend.”
üChoose a coach that gives unique &
useful information.
üChoose inside salespersons as coaches
carefully.
üAvoid the mentor…it’s about the sale not
you.
60. Coaching focus on a specific sale:
• Economic Buyer as coach is best possible
situation.
• Ask for coaching…the coach doesn’t do
the selling.
• Set up a coaching network…safety in
numbers.
62. Chapter 13
What about the Competition?
Four reasons maintaining a competitive
edge is difficult.
• Lack of differentiation
• Increased savviness in market
• Rise in different types of competition
• Obsession with the “other guy”
63.
64. Don’t focus on the competition:
Danger: “It’s a hidden message…not
“better than” but “me too.”
• Allows the competition to write the rules.
• Advertises weaknesses not strengths.
• Invites price slashing.
• Makes you look stupid.
• Deflects attention from customer’s
concerns.
65. The proactive alternative:
Restoring Differentiation
• Practice Strategic Selling & keep on focus
– ID and cover Buying Influences
– Determine Response Modes
– Deliver Win-Results
– Leverage from Strength, eliminate Red Flags
– Engage a good Coach
66. The proactive alternative: (continued)
• Focus on the customer
• Make a contribution
ü Something of Value
ü Cannot be obtained elsewhere
• A good offense
67. Non-methods
• Schmoozing for a losing.
• “I’m worth it.”
• “You really oughta wanna.”
• First choice for second place.
• Fake sincerity ploy.
68. Tricky Cases
1. The competition is entrenched.
2. You’re firmly entrenched yourself.
3. You’re the higher-priced supplier.
4. The customer just wants you to bid.
70. Chapter 15
Ideal Customer Profile:
Demographics and Psychographics
Demographic characteristics:
• Size of market
• Number of end-users of product
• Age and condition of customer’s equipment
• Location
Note: These characteristics are measurable.
71. Ideal Customer Profile: (continued)
Psychographic characteristics:
• Importance of company reputation.
• Ethical standards…published “code”
• Attitudes to stakeholders
• Openness to innovation and change
• Importance of quality versus quantitiy
72. Chapter 16
Time, Territory and Money
“Selling time is any time spent talking to a
Buying Influence about Growth or Trouble,
or asking questions of a Buying Influence to
uncover a Growth or Trouble discrepancy.”
73. What the Sales Funnel does:
üDefines position in the selling process.
üTracks each of the sales objectives.
üSets priorities focused on objectives.
üAllocates time at each level.
üForecasts future income.
74. Chapter 17
Key Element 6:
The Sales Funnel
Four Parts of the Funnel:
1. Prospect
2. Qualify
3. Cover the bases
4. Close the order
Note: Work smart!
75.
76. Preliminary tips:
Use of the Sales Funnel:
• Helps sort and track progress of
individual order not account.
• Two things decrease as order moves
down the funnel – Time & Uncertainty.
• Prerequisites must be met before
moving from one level to the next.
77. Chapter 18
Priorities and Allocation:
Working the Funnel
Working the Funnel:
qSetting priorities for the four kinds of
selling work.
qAllocating limited selling time to each
kind of selling work, on a consistent
basis.
78. Setting priorities:
Dealing with the roller coaster effect.
1. Do closing work on Best Few objectives.
2. Prospect a narrow universe.
3. Qualify your Above the Funnel objectives
4. Work the objectives in the Funnel.
Great advise: Every time you close something,
prospect or qualify something else.
79. Allocating time:
Key success factors:
1. Number and type of tasks.
2. Difficulty and amount of work required.
3. Amount of revenue involved.
4. Account potential…LTV.
5. Accommodation of buying cycles.
6. Product-mix quotas…continuous
reassessment.
80. Chapter 19
Action Plan
The bridge between theory and practice …
emphasis is on practical planning.
Each action that you list as part of your Action
Plan should capitalize on a Strength, eliminate
or reduce the impact of a Red Flag, or do both.
81. Putting the theory into action:
Focus on these areas:
üYour single sales objective.
üBuying Influences involved.
üResponse Mode of each Influence.
üWin-Results of each Influence.
üLevel and nature of competition.
82. Final list of actions:
Concentrate on best four or five actions
that are:
• Logical
• Urgent
• Do-able
83. The acid test
…strategy to tactics and back:
How do you feel and are you comfortable
about the overall situation?
Evolving action plans are engines for
strategic reassessment.
84. Chapter 20
Strategy When You Have No Time
The solution:
First – Which accounts and sales objectives
call for the “long form” Action Plan.
Second – Adopt a “short form” action
analysis.
85. Long-form analysis:
When it’s needed:
1. You’ve inherited an account.
2. A high-dollar account is involved.
3. Tough competitive battle.
4. Competition is unknown.
5. A new market is involved.
6. You’re stuck in the Sales Funnel.
7. Essential information is lacking.
86. Short-form analysis I:
“Project 1” analysis:
üDo I know the Buying Influences?
üDo I know the Influences Win-
Results?
üAm I capitalizing on my Strengths
and working on eliminating
Weaknesses?
üDo I have one reliable Coach?
87. Short-form analysis II:
“Project 2”
Do I know who my Buying Influences are?
If not, do I at least know who is the
Economic Buying Influence for this sales
objective?