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Atricle Dump - What do Decisionmakers Want & Need from Today's Salesperson - 9 Steps to 21st Century Sales Success
Energy prices continue to rise, but projects to save energy can pay for themselves and put money in your pocket.Did you know? · Energy efficiency improvements provide savings for their entire product life, perhaps up to 20 years, well past the point where the savings have paid for the initial improvement. · Improvements in energy performance and employee comfort can increase income due to improved productivity, perhaps as much as 10 times as high as the energy cost savings produced by performing the upgrade. · Many energy efficiency improvement programs pay for themselves in less than 3 years. · Improved comfort results in improved retention; in retail stores, shoppers stay longer and are more likely to
I could go on ... and on. In the last 20 years, selling has not changed sufficiently to meet the needs of customers. Unl
Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation.There are other useful definitions in this field, for example, creativity can be defined as consisting of a number of ideas, a number of diverse ideas and a number of novel ideas.There are distinct processes that enhance problem identification and idea generation and, similarly, distinct processes that enhance idea selection, development and commercialisation. Whilst there is no sure fire route to commercial success, these processes improve the probability that good ideas will be generated and selected and that investment in developing and commercialising those
Well, if Rip was actually a sales representative back in 1987 and awoke from his slumber this year, what would he find? A changed organisation except, probably, the sales department. OK, Rip is now a salesperson rather than a salesman and is given a laptop (which serves a purely decorative purpose).
Rip is coached by his manager (who is so pushed for time that she can only spend a couple of hours every 2-3 months with Rip) in features and benefits, closed and open questions, objection handling and 365 different closing techniques.
Hopefully one day Rip will find one that actually works and can dispense with the other 364. Still Rip is lapping his training and coaching up. Armed with all of this information, Rip hits the road and makes his very first call. Too easy.
Except, in this call Rip has to face three decision makers - all with vastly differing needs and expectations. So what does Rip do? Simple, he follows the rote sales presentation formula!
- A ten minute PowerPoint presentation relating to his company (in 47 countries, with 87,422 employees), his product range (458 products with 82 variations, on average, each - that's 37,556 different sizes, shapes, performances).
- He details the support the prospects can expect if they buy Rip's products: 112 people in the call centre, 28 support desk staff, a total e.commerce suite and the prospects will get their own on-line multi-ordering configuration backed by the latest technology. Whew! Hard to get across in 10 minutes
- Then, a major presentation of the specific products the customer stated they were interested in, when they rang the call centre. This presentation is supported by 12 brochures (all in full colour), another PowerPoint presentation which highlights product features and functions - great reinforcement for what is already written in those 12 brochures! Rip also has some samples which he gives to each of the three decision makers.
One of the things I love most about Internet marketing is how trackable it is. If I post a pay-per-click ad, I know immediately whether or not it's working by monitoring how many people are clicking on it. And, I know how effective my sales pages are by monitoring how many of those who click on my ad, end up buying my product.But one of the other things I love about the Internet is it allows you to easily do research, at absolutely no cost, to find out what people want. People type search terms into Google and Yahoo and the other search engines every day.By looking at the terms they type in, you can easily see what they are most interested in. You can tell exactly what they're looking for. And, you can use
Hopefully one day Rip will find one that actually works and can dispense with the other 364. Still Rip is lapping his training and coaching up. Armed with all of this information, Rip hits the road and makes his very first call. Too easy.
Except, in this call Rip has to face three decision makers - all with vastly differing needs and expectations. So what does Rip do? Simple, he follows the rote sales presentation formula!
- A ten minute PowerPoint presentation relating to his company (in 47 countries, with 87,422 employees), his product range (458 products with 82 variations, on average, each - that's 37,556 different sizes, shapes, performances).
- He details the support the prospects can expect if they buy Rip's products: 112 people in the call centre, 28 support desk staff, a total e.commerce suite and the prospects will get their own on-line multi-ordering configuration backed by the latest technology. Whew! Hard to get across in 10 minutes
- Then, a major presentation of the specific products the customer stated they were interested in, when they rang the call centre. This presentation is supported by 12 brochures (all in full colour), another PowerPoint presentation which highlights product features and functions - great reinforcement for what is already written in those 12 brochures! Rip also has some samples which he gives to each of the three decision makers.
Due to Sarbanes Oxley so many Corporations and Small Medium Sized companies are feeling the incessant costs of increasing accounting fees. This is because there are not enough accountants to do all the work and because errors and omissions insurance have gone up because trial lawyers are using these laws to sue companies and accounting firms.It is also causing many small accounting corporations from no longer wishing to do audits, which are required by the rules and regulations. What we need is more rules and regulations for lawyers and a way to prove that they are all honest in their dealings.I personally do not believe that any lawyer is honest and I believe they should all be; well, Caesar said it best. We need
Except, in this call Rip has to face three decision makers - all with vastly differing needs and expectations. So what does Rip do? Simple, he follows the rote sales presentation formula!
- A ten minute PowerPoint presentation relating to his company (in 47 countries, with 87,422 employees), his product range (458 products with 82 variations, on average, each - that's 37,556 different sizes, shapes, performances).
- He details the support the prospects can expect if they buy Rip's products: 112 people in the call centre, 28 support desk staff, a total e.commerce suite and the prospects will get their own on-line multi-ordering configuration backed by the latest technology. Whew! Hard to get across in 10 minutes
- Then, a major presentation of the specific products the customer stated they were interested in, when they rang the call centre. This presentation is supported by 12 brochures (all in full colour), another PowerPoint presentation which highlights product features and functions - great reinforcement for what is already written in those 12 brochures! Rip also has some samples which he gives to each of the three decision makers.
Air freight charter consists of a number of different commercial organizations that provide freight handling services around the world using airplanes and can mainly be found within the private sector which is a highly competitive environment.Air freight charters services are operators who have their own aircraft and use the belly hold to carry cargo as part of a door to door service for shippers and importers of goods around the globe.There are some air freight charter services which can arrange for the transportation of heavy or outsized cargo and this can be done in one consignment for the customer so avoiding delays and losses to them when a piecemeal shipment needs to be sent.There are also air freight
I should have thought of that!” “How did he come up with that approach!”That was my reaction when Gary May gave a brief overview of how he took a small sales force and created sales growth that makes a fighter jet with the afterburners on seem slow.So they take a $20,000 to $100,000 purchase and sell far more than their competitors, do it in one sales call with higher margins while closing in the 80% range!Now this is a fairly mundane yet expensive and required product such as your company phone and switch gear. Add in a competitive market with multiple suppliers and conservative buyers in the UK.Two years ago Gary takes the book The Psychology of Persuasion, and applies the concepts to his sales forc
I could go on ... and on. In the last 20 years, selling has not changed sufficiently to meet the needs of customers. Unless today's sales executive is adding value and bringing innovation to, and gaining RESULTS for, their customers what do you need a sales team for? Hire a bunch of telephone 'vendors' who can sit at a console and process orders. Save a pile of money!
Most decision makers, no matter how long you/your people have been dealing with them, are thinking:
- What's in it for me? My Company?
- What will I gain from doing business with you?
- Will I save (money/time) by doing business with you?
- What risks am I taking?
- Will your solutions meet my needs? Solve my problems?
1. Understand and work within the Customer's Buying Processes, NOT your selling processes. It does not mean that you don't utilise sales skills; it means that you understand that customers buy for THEIR reasons and not the salesperson's.
Until salespeople understand this concept, they will remain as vendors in the eyes of the customer.
2. Break the Customer's Buying Process into:
- Personal values and beliefs
- Business values and principles.
A number of people in line management rely more on personal relationships with the salesperson or on pleasing their manager by avoiding risk.
Let me give you an example:
I met with the CEO of a major organisation, publicly listed, who had utilised my services in the past. His administration manager was also present.
As w
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