From Sales Person to Facilitator of a Buying Process

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Presentation delivered at Microsoft's WPC2013 in Houston on July 9, 2013. Theme : Forget about being a sales person and focus on being the coach who guides the customer towards siging the order form. Since few of us want to be sold to, but all of us want to buy, it becomes increasingly important to build compelling conversations with the customers and focus on an effective balance between ratio and emotion. This presentation highlights some tips and tricks to do so. Feel free to get in touch with me to discover how the Suppliers of Optimism and Inspiration can coach you in each of the steps.

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From Sales Person to Facilitator of a Buying Process

In our connected age, consumers have real power. Customers can research your product or service, compare it to a competitor's, and easily make a switch. Grasping their overall experience is business critical. Visualization is key way Customer Success professionals understand the customer experience. We're all familiar with customer journey mapping, for instance. But mapping in general is also an important approach for customer success. In this talk, Jim Kalbach, author of the bestselling book Mapping Experiences and Head of Customer Success at MURAL, will be joined by Senior CSM Alicia Ness to share some of their modern approaches to visualizing customer success.

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Stop Selling, Start Teaching The Challenger Sale, a groundbreaking book from the Corporate Executive Board, blew our ideas about sales strategy wide open. After extensive research across a whole range of industries, CEB discovered that successful salespeople challenge their customers by not simply responding to their needs but actually redefining them. A good challenger provides insight, helps a customer avoid pitfalls, and offers products and services that the client doesn’t even know exist. This technique is called “Commercial Teaching,” and any teacher will tell you, it’s all about your presentation. At Propoint, we’ve been in the business of building engaging presentations and other marketing and sales collateral for over a decade. We believe that companies can achieve better results with well-constructed and well-designed presentations. Applying the lessons of The Challenger Sale and Commercial Teaching to your presentation can add additional levels of insight and persuasiveness and is another step toward more memorable presentations.

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Experience with several 1000s of sales professionals, managers, team members and private persons show how complex it is for most of them to have conversations that lead to the desired result in the shortest of times. A good conversation reduces the cycles and processes and brings people much faster to their desired common goal. These slides are a selection of materials I use during my one day CONVERSATION STYLING workshop that makes the difference

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