"Why NOT Selling is the New Selling" - by Johannes Gaan Eisenburger, ex-Sales Head Coach @ResearchGate
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For a long time, selling was seen as a way to push products or services in customers' laps. Today with the free-flow of information, this approach is completely obsolete. Rather, the job of salespeople is to solve problems for their customers, which Johannes explains in this talk. Johannes is an entrepreneur, professional actor, and certified coach. At ResearchGate, he developed a pitch training module that helped reps reach goals by mid-month and exceed targets by over 150%. His mindset is based on having lived and worked in 6 different countries, experience in business, professional acting and applied psychology.
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"Why NOT Selling is the New Selling" - by Johannes Gaan Eisenburger, ex-Sales Head Coach @ResearchGate
- 1. WHY NOT SELLING IS THE NEW SELLING Johannes Gaan Eisenburger @ TheFamily
- 3. “Like it or not, we’re all in sales” (Dan Pink)
- 5. 10 Factors separating sales winners from the rest. (Rain Group study) 1.Educated me with new ideas or perspectives 2.Collaborated with me 3.Persuaded me we would achieve results 4.Listened to me 5.Understood my needs 6.Helped me avoid potential pitfalls 7.Crafted a compelling solution 8.Depicted purchasing process accurately 9.Connected with me personally 10.Overall value from the company is superior to others
- 8. PROFIT profit-seeking, winning time, saving money… • How does your customer make money because of your product/ service? • Where does your customer have a cost reduction?
- 9. SECURITY self- preservation, health, risk freedom • How does your customer feel secure because of you? • Which inconveniences do you prevent for your customer. • Which issues wouldn’t your customer worry about anymore?
- 10. COMFORT Convenience, aesthetics, sense of beauty… • How do you increase your customers comfort and convenience? • Why does your customer feel more comfortable around you than he does around your competitors? • How can you make your customers life more beautiful/ aesthetic?
- 11. REPUTATION prestige, pride, being „ in trend“… • How does your customer gain prestige because of you? • Where does your customer win recognition when he/ she decides to work with you? • Wich relevant reference (Mr./ Mrs./ client/ magazine/ program) recommend your products? • Which group does your customer want to be part of and seen with?
- 12. JOY fun, generosity, family… • How can you increase your customers fun, joy of life etc.? • How can your customers do something good for themselves with your help?
- 13. Q & A