| Selling
Objectives |
| |
Professional
selling is helping – manipulation is not the objective.
The high art of selling is effectively serving your company
while at the same time doing what is in the customer’s best
interest. |
| Equipping the
Team |
| |
Providing high
quality sales content is essential to properly equipping the
customer-facing team for the selling fray.
Practice is professional. |
| Sales Process &
Individual Style |
| |
High ‘Touch’
requires consistently employed process.
Process and discipline are not the enemy of creative selling.
A lengthy air-tight list of sales processes is not the answer to
sales effectiveness.
The most productive sales teams have a balance of individuality
and consistency. |
| What does
matter? |
| |
Sales culture
matters.
Skills matter.
Sales tools matter.
Teamwork matters.
Leadership matters. |
| Skills for the
Complex Sale |
| |
Complex selling
requires success in five arenas:
Selling to the ‘right fit’ profile for each significant
offering.
Gaining access to the necessary people.
Creating urgency without lowering the price.
Establishing the winning ground rules.
Proliferating key messages within an account. |
| Sales
Effectiveness - What works? |
| |
There are many
valid and effective selling methodologies.
There is no single selling approach that fits every
organization.
The next level in sales effectiveness is best achieved by taking
three steps:
By institutionalizing the current sales processes that are
working,
By expunging the renegade processes that are not working, and
By filling the gaps where the return for the effort is apparent
and significant. |
