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Sales Training Slide Show - 2023.ppt
The document discusses various sales methodologies and strategies aimed at enhancing selling effectiveness, emphasizing the importance of understanding customer needs and establishing trust. Key concepts include being a 'trusted advisor', the significance of relationship selling, and the actions sellers can take to align their approach with buyer expectations. It also highlights common mistakes made by sellers and provides a roadmap for virtual selling and customer engagement.
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Sales Training Slide Show - 2023.ppt
- 1.
- 2. SOME PEER TRAININGCLIENTS
- 3. TOO MANY BUZZWORDS FLOATING AROUND AIDA MODEL Customer Centric – Selling Solution Selling SPIN Method Relationship Selling BANT Selling Consultative Selling “INSIGHT” SELLING Trusted Advisors Value Based Selling
- 4. AIMS 1 Understand the Sales Process 2 Howare Pro Sellers Selling Now? 3 Why do Buyer’s Buy? 4 How to become a Trusted Advisor? 5 Relationship Selling 6 What is “INSIGHT” selling? 7 What is “Blue Ocean” Selling? 8 How do we create VALUE? 9 CAPS – Action Plans - SMART
- 5. WHY SHOULD IBE DIFFERENT? THE TRUSTED ADVISOR? gains customer trust and commitment and becomes part of the inner circle THE SOLUTION PROVIDER? anticipates and meets customer needs beyond expectations THE VALUE ADDED SUPPLIER? identifies customer’s “hidden” needs and adds value THE PRODUCT VENDOR? identifies customers, key contacts, and determines requirements and expectations
- 6. HOW DO YOUSELL NOW? 10 Minutes You receive an Incoming Enquiry What process or steps do you normally follow? 1. Introduction 2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7. Goodbye - Close
- 7. 6 COMMON MISTAKESMADE BY SELLERS 1. Experiencing technology problems: 89% 2. Using poor or no visuals during online meetings: 86% 3. Not responsive to my question or concerns: 84% 4. Not prepared: 83% 5. Lacking presentation skills: 80% 6. Sending poorly-written emails: 80%
- 8. TOP PURCHASE DECISIONFACTORS AND SELLER EFFECTIVENESS
- 9. THE PURCHASE EXPERIENCEIS # 1 Percentage of Contribution to Customer Loyalty 12% 14% 20% 54% Company and Brand impact Product and Service Delivery Value-to- Price Ratio Purchase Experience This is YOU In action The Purchase Experience… • Offers unique, valuable perspectives on the market • Helps me navigate alternatives • Helps me avoid potential land mines • Educates me on new issues and outcomes • Supplier is easy to buy from • Supplier has widespread support across my organisation
- 10. DECISIONS TO BUY FACTORSINFLUENCING CUSTOMERS’ DECISIONS TO BUY PRICE QUALITY OF PRODUCT/SERVICE OFFERING A TOTAL SOLUTION CALIBRE OF THE PROFESSIONAL 18% 20% 22% 40%
- 11. EVERYTHING IS THESAME… Levels of Service Product ROI Business Case References Brand Price & Terms Product Availability
- 12. In a worldof commodities … the only differentiator is YOU! THE PRODUCT ADVANTAGE HAS ALL BUT DISAPPEARED…
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- 16. Who? What? 5 WHISKEY’S &1 HOTEL When? Where? Why? How?
- 17. WHAT’S THE STORY BEHINDTHE PROBLEMS YOUR CUSTOMERS ARE FACING?
- 18. ROLE PLAY SCENARIO: You haverecently attended a course at a venue that serves delegates tap water which is carried into the training room by staff. The water was warm and left a nasty taste. You have seen an opportunity for your company’s new water dispenser. INSTRUCTIONS: 1. Give your company a name 2. Design your product – Water Cooler Dispenser Features, Advantages and Benefits 3. Discuss your sales strategy - How are you going to sell this Dispenser?
- 19. AIMS AND GROUNDRULES 1. Your AIM is to identify 3 Customer NEEDS 3 Pain-points 3 GAPS 3 Opportunities 2. You are NOT allowed to present your Water Dispenser until 3 NEEDS are identified 3. You are NOT allowed to ask “Closed Questions” Preparation Time = 15 min
- 20. WHERE DO SALESPEOPLEGO WRONG? 1. Tend to TELL 2. Ask CLOSED QUESTIONS 3. Present FAB before finding the “NEEDS” 4. Lose control of the conversation 5. Want to present too early
- 21. Disrupt Balance Advocacy andInquiry Comfort Zone No Fear Learning Zone Debilitating Fear Fear Paralysis Zone Buyers most open to insight Buyers resistant to change Buyers shut down to everything Reframe Direct
- 22. COLLECT THE 10YESES
- 23. THINK LIKE ABUYER “Dear Sales Person, Stop trying so hard to sell me and focus on helping me solve my problems. What? You don’t know what my problems are. Hey, figure it out, because I have figured out what you do. Regards, Buyer” Take a moment and write down 3 ways you’d like to be approached as a Buyer? _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________
- 24. CUSTOMISE QUESTIONS Look atLook at FANQ in your Workbook Choose One Product - Complete Exercise Focus on Developing 3 Brilliant Searching Questions Elect a Spokesperson to give feedback
- 25. MEETING AGENDA Date: Feb22, 2024 Time: 9:00 am Location: Problems Notes and Action Items Topic 1: Brief Intro to ………… Our Vision & Mission Topic 2: About You Topic 3: Discussions Topic 4: Way Forward 1. Understand your Situation 2. Your Expectations 3. Your “Pain-Points” - Challenges 4. Your desired Outcomes 1. How can we assist you? 2. Our Suggestions and Show Proof 1. Proposed Next Step 2. Where to now?
- 26. GOOGLE ALERTS ALEXANDER FORBES Weeklyupdate: July 17, 2020 NEWS Alexander Forbes: Premiums will not be going up Independent Online Alexander Forbes Insurance forecasts an increase in weather-related insurance claims
- 27. VALUE AND PRICE? Whatcreates VALUE? Solving problems not foreseen by Buyer Helping prospects achieve personal objectives Insight, over and above information and expertise Providing Insights beyond Buyer’s expectations Proposing disruptive solutions Clients for Life - Sheth and Sobel
- 28. VALUE CREATION Transactional Product or Service Vendor Level – 1 Experience Support or Service Supplier Level – 2 ROI Tangible Business Outcome Preferred Vendor Level – 3 Strategic Proactive Trusted Advisor Level – 4 RELATIONSHIP VALUE ECONOMIC VALUE
- 29. A L LT H I N G S B E I N G E Q U A L , Relationships Win, A L L T H I N G S B E I N G U N E Q U A L , Relationships Still Win Your job in sales is to make all things unequal by creating a preference for you, your company, and your solution. How do you do this?
- 30. THE 3 LEGSOF THE VALUE PROPOSITION STOOL What happens if you don’t follow all three of the value proposition rules? Creates foundation for ... Premium Fees Sales Wins Loyalty + + Resonate “I Need” Differentiate “Best Option” Substantiate “I Believe”
- 31. Weak Resonance Difficult to Substitute Easy to Substitute Ableto Substantiate Able to Substantiate Strong Resonance Strong Resonance “I don’t need” “What’s your best price?” Difficult to Substitute Not able to Substantiate “I can’t risk it” Take One Away .... .... Buyers Say
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- 34. VIRTUAL TOOLS Use ofwhite board in zoom Write down their ISSUES – do it publicly Draw up an AGENDA for next Virtual Meeting Use Torch Spotlight Google Alerts
- 35. 4 PHASES OF“VIRTUAL” MEETINGS Close Negotiation Solutions Discovery
- 36. MEETING AGENDA Date: Feb22, 2024 Time: 9:00 am Location: ZOOM Problems Notes and Action Items Topic 1: Brief Intro to ……….. Our Vision & Mission Topic 2: About You Topic 3: Discussions Topic 4: Way Forward 1. Your Expectations 2. Current Challenges 3. Your desired Outcomes 1. How can PPS assist you? 2. Our Approach and Suggestions 1. Proposed Next Step 2. Where to now?
- 37. “ROAD MAP ofVIRTUAL MEETINGS” 04 Any unresolved Problem Area? Documentation After Sales Follow Up 01 Dealing with KDM? “Discovery Phase” 5 W’s & 1 H Agree Pain Points Schedule Next Virtual Meeting 02 Summarise Priority Issues Get Agreement Propose Solutions Get Commitment Schedule Next Virtual Meeting 03 Resolve Outstanding Issues Plan the Road Ahead CLOSE Negotiation Another Virtual Meeting?
- 38. 75% 14% Buyers view 75%of purchases as “strategic opportunities”, meaning the buyer isn’t required to buy, but is making a purchase as an investment. Yet, only 14% of buyers report discovering these strategic opportunities from sellers versus other people and personal research.
- 39. WHAT SALES WINNERSDO DIFFERENTLY … Winners demonstrated they understood the buyer’s needs 2.5x more often than the second-place finishers.
- 40. THE C LO S E Look for Buying Signals Summarize The Benefits Ask for the Business SHUT UP! Ready Steady Go!
- 42. BALANCE SHEET CLOSE + HealthIssues Hygiene Headache Repeat Business Lost Save Money - Price
- 43. Dear ............. I enjoyedour chat this morning. Your Priority Requirements You mentioned these specific requirements: 1. Worried about whether you can afford to retire. 2. What happens if you are retrenched? 3. Monthly cash flow What we can do for you .... 1. ......................... 2. ……………………..
- 44. THE ACID TEST Wouldyou buy what you are selling?
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- 47. TOO MANY BUZZWORDS FLOATING AROUND AIDA MODEL Customer Centric – Selling Solution Selling SPIN Method Relationship Selling BANT Selling Consultative Selling “INSIGHT” SELLING Trusted Advisors Value Based Selling
- 48. 6) Close TheSale … 5) Overcome objections 4) Create desire 3) Build value 1) Establish rapport (trust & respect) “THE ULTIMATE SALES MACHINE” 7 Steps to a Sale: The Decision Making Process Sales from smart to finish 2) Find need 7) FOLLOW UP MOST COMPANIES PUT THE EMPHASIS ON THE BACK END OF THE SALE
- 49. WHAT’S YOUR BIGGESTSTRUGGLE WITH WORKING REMOTELY?
- 50. COURAGEOUS CONVERSATIONS Describe thesituation as they see it D Explore their feelings E Frame their & your ideas F Invite them to participate I Name the difficult remaining issues N Explore the options together E Plot the Road ahead R
- 51. WE MUST CONSTANTLYREINVENT OURSELVES IN ORDER TO ACHIEVE GROWTH & DEAL BETTER WITH THE ISSUES OF THE DAY
- 52. Being networked, techno-savvy& awake to new ideas, people, thoughts & behaviours has now become a prerequisite for success SMARTEN UP
- 53. BECOMING BUSINESS PARTNERS HOW? Put them first… Vocab ….. Us, We, Let’s …
- 54. BECOMING AN INDISPENSIBLEPARTNER Company brand and solutions Your personal impact & partnering skills Understand the client’s needs How you add unique significant value to the client beyond expected Value for Money
- 55. LISTEN ACTIVELY … REPET… EMPATHY … CLARIFY … ACTION … PERMISSION …
- 56. See them asopportunities Find the real reasons Pre-empt objections HANDLING OBJECTIONS
- 57. YOU CAN HAVEIT ALL! NOW GO AND GET MORE SALES
- 58. VALUE Rolls Royce –Aspirational value “Value” is important and misunderstood Know your customers Everything has a value Value is relative to values of customers Know what your customers value
- 59. MASSIVE BENEFIT BEYONDPRICE Health Prestige Functional Rationalizations: Massive Benefit beyond price Organic Fair trade Natural Non-GMO Vegan No-Trans fats Gluten free
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- 61. SELLING VALUE Since 1928,Belgium Founded by Master Chocolatier Joseph Draps Handcrafted packaging Multi-channel sales strategy Positioning: Leader in premium confectionary category “Taste”: Bought as “gift”
- 62. DECISIONS TO BUY FACTORSINFLUENCING CUSTOMERS’ DECISIONS TO BUY PRICE 18% QUALITY OF PRODUCT/SERVICE 20% OFFERING A TOTAL SOLUTION 22% CALIBRE OF THE PROFESSIONAL 40%
- 63. “WHEN DURING THEBUYING PROCESS DO YOU FEEL IT MOST USEFUL TO ENGAGE WITH SALES REPS?” Learning more about potential solutions and solution providers 70% 24 23 24 14 Keeping up with industry / technology news and events 16 Evaluating and selecting a solution provider / making the final decision Building ongoing relationship with solution provider post-purchase Identifying a shortlist of solution providers Stage 1 Epiphany Stage 2 Awareness Stage 4 Confidence Stage 5 Loyalty Stage 3 Interest Source ITSMA, How B2B Buyers Continue Information Study, 2012
- 64. WHY SHOULD IBRAND MYSELF? If you don't brand yourself, others will. Catherine Kaputa
- 65. THE ART OFPERSUASION “Going From GOOD to GREAT”
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- 67. SOME PEER GROUPCLIENTS - 2020
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- 69. WELCOME MUTE YOUR MIC UNLESS SPEAKING TURNOFF VIDEO IF YOU ARE INTERRUPTED TAKE NOTES TO AVOID INTERRUPTING OTHERS IMPROVE BANDWITH BY CLOSING EXCESS WINDOW & OTHERS
- 70. DO YOU LIKEVIRTUAL SELLING?
- 71. EXERCISE IN BREAKAWAYROOMS 10 Minutes 01 You will be divided into Breakaway Rooms 02 In your group, select a spokesperson who will provide feedback on the exercise 03 Remember to watch the time for the exercise on the countdown clock 04 When you return to the main Virtual Room, the spokesperson must remember to unmute his/her mic
- 72. TAKE THE LEAD Take the lead Persuade Virtually Strengthen Relationship Amplify Reputation Project Professionalism Orchestrate Conversations Develop Rapport Facilitate Interaction Master Technology Enable Breakthroughs Capture Attention Maximize Engagement Inspire Visually
- 73. EXERCISE IN BREAKAWAYROOMS 01 You will be divided into Breakaway Rooms 04 When you return to the main Virtual Room, the spokesperson must remember to unmute his/her mic 02 In your group, select a spokesperson who will provide feedback on the exercise 03 Remember to watch the time for the exercise on the countdown clock
- 74. Disrupt Comfort Zone No Fear Fear Buyers mostopen to insight Buyers resistant to change Buyers shut down to everything Reframe Direct DISRUPT COMFORT ZONE
- 75. FEAR CAN’T BEERASED, BUT IT CAN BE EASED If You Don’t want to look bad DO THE WORK
- 76. PRACTICE, PRACTICE, PRACTICE It’sok to start with notes NEVER GO ‘LIVE’ WITH NOTES!
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- 78. MAKE IT PERSONAL… TELL YOUR STORIES
- 79. EXERCISE IN BREAKAWAYROOMS 15 Minutes 01 You will be divided into Breakaway Rooms 02 In your group, select a spokesperson who will provide feedback on the exercise 03 Remember to watch the time for the exercise on the countdown clock 04 When you return to the main Virtual Room, the spokesperson must remember to unmute his/her mic
- 80. EXERCISE IN BREAKAWAYROOMS 01 You will be divided into Breakaway Rooms 02 In your group, select a spokesperson who will provide feedback on the exercise 03 Remember to watch the time for the exercise on the countdown clock 04 When you return to the main Virtual Room, the spokesperson must remember to unmute his/her mic
- 81. BREAKOUT 20 Minutes Make upa Scenario You have a prospect interested in PPS Use Open Ended Questions aimed at drilling down to find 3 GAPS/Pain- Points Prepare to share with your Colleagues 3 Pain Points and 3 Brilliant Questions 1 2
- 82. THE NEW BUYER’SJOURNEY Problem/ Need Google Engage Evaluate Negotiate CLOSE Problem Solved Ready Steady Go!
- 83. ROLE PLAY INBREAKAWAY ROOMS 15 Minutes 01 You will be divided into Breakaway Rooms 02 In your group, select a spokesperson who will provide feedback on the exercise 03 Remember to watch the time for the exercise on the countdown clock 04 When you return to the main Virtual Room, the spokesperson must remember to unmute his/her mic
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- 86. GROUND RULES –Virtual Role Play PLEASE REMEMBER TO DO ROLE PLAYS in your breakaway Rooms 1. Give everyone a chance to practice 2. Your AIM is to identify 3 Prospect’s NEEDS 3 pain points 3 GAPS 3 opportunities 3. You are NOT allowed to present your Product/Services until 3 NEEDS are identified 4. You are NOT allowed to ask “Closed Questions”
- 87. ROLE PLAY INLARGE GROUP 30 Minutes 1. REFER to GROUND RULES 2. Randomly Select People 3. Audience to raise hand when a ground rule is broken
- 88. THINK LIKE ABUYER “Dear Sales Person, Stop trying so hard to sell me and focus on helping me solve my problems. What? You don’t know what my problems are. Hey, figure it out, because I have figured out what you do. Regards, Buyer” Take a moment and write down 3 ways you’d like to be approached as a Buyer? _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________
- 89. BECOMING A TRUSTEDADVISOR
- 90.
- 91. Preferably under 10words Be succinct and to the point It must contain: THINK OF A STORY … RELIGION SEX MYSTERY
- 92. Good God, I’m pregnant. Iwonder who did it?
- 93. PONDER 1 What isyour major take-away?
- 94. BREAKOUT 15 Minutes The 7Sales Stepping Stones In your group agree on how to describe the Proper Sales Steps Model Appoint a Spokesperson to share with the room 1 2 Check Your Sales Steps – what would you change and why? 3
- 95. YOU CAN HAVEIT ALL! NOW GO AND GET MORE SALES
- 96. “ROAD MAP ofVIRTUAL MEETINGS” In short, buyers pick sellers with strong core consultative selling skills Demonstrate overall value they offer is superior to others What did buyers say second-place finishers should have done differently to win their business? Craft a compelling solution Understand buyers’ needs
- 97. YOUR EXPECTATIONS What DoYOU want to Achieve during this Program? (3 minutes)