entrepreneurial selling: 5 secrets to sales success

5 Secrets to Sales Success

What makes a Top

Performer in Sales?

Rank in order of importance, the following

characteristics that make a Top Performer

in Sales?

• Creativity

• Tenacity

• Integrity

• Curiosity

• Passion

• Empathy

1. Empathy

2. Integrity

3. Passion

4. Creativity

5. Tenacity

6. Curiosity

…to build rapport

…to build trust

…to build interest

…to build the right solution

…to close the deal

…to build understanding

Research found:

Key Take Away

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Question: What are you going

to do different starting today?

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8

Old way

9

New way

Goal: avoid this

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Era III Selling

www.executiveboard.com/sales-blog/files/2012/05/Sales-Eras

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Problem Solving Lifecycle

source: www.corporatevisions.com

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Marketing and Sales Alignment

source: www.corporatevisions.com

Give your customers the ability

to do what they can’t currently

do but would want to if they only

knew it was possible.

The old Golden Rule in Sales was:

Find out what your customers

want, and give it to them.

The new Golden Rule in Sales is:

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Get it right

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Get it wrong

Problemthe

has ChangedThe World

What do your customers want from you today?

Discussion question

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w.f

lickr

.co

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hoto

s/st

ephe

n_d

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nes/

3808

7145

05

The customer’s problem

Your job

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Guide them to the right solution

OpportunityChange =

“It is not the

strongest of the

species that survive,

nor the most

intelligent, but the

one most adaptable

to change.”

Charles Darwin12 February 1809 – 19 April 1882

before youhave to change

Change

Rule of change

Solutionthe

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The Sales Cycle

27

Prospection Qualification Proposal CloseNegotiationNeeds

Where do you spend most of

your time?

Discussion question

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Who will have the better sales results over time?

29

Pierre

Pascal

Prospection Qualification Proposal CloseNegotiationNeeds

Prospection Qualification Proposal CloseNegotiationNeeds

Creating Credibility and Trust1

The Psychology of Change2

Presenting to Win3

Asking Questions with Impact4

Prospecting with Purpose5

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The Sales Cycle

3. Needs

1. Prospecting

4. Proposing

5. Negotiating

6. Closing

2. Qualifying

31

Asking Questions with Impact

Cre

dib

ility

an

d T

rust

The

Psy

cho

logy

of

Ch

ange

Presenting to Win

Prospecting with Purpose

1 2

3

4

5

Creating Credibility and Trust1

The Psychology of Change2

Presenting to Win3

Asking Questions with Impact4

Prospecting with Purpose5

Why do customers buy

from you?

Discussion question

34

Building TrustWhy do people buy from you?

35

Question: How do you become relevant?

Go where they live

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“No one cares how

much you know, until

they know how much

you care.”

Ralph Waldo Emerson

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Selling at 3 Time Horizons

Closing Current Opportunities:• Winning Deals• Pitching to Win• Closing

Building Tomorrow’s Business:• Industry trends• Industry competitive

challenges• Collaborative strategy

Building the Pipeline:• Solutions to Customer

business challenges• Value Propositions• Account Sales Plan

Horizon 10 - 6 months

Horizon 26 - 12 months

Horizon 312 - 36 months

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Business

Transformation

Operational

Excellence

Value

Cost

Price

Executive

Management

Operations

OrganisationThinking Time Horizon Drivers of change

BusinessDrivers

OperationalNeeds

Selling at 3 Time Horizons

Creating Credibility and Trust1

The Psychology of Change2

Presenting to Win3

Asking Questions with Impact4

Prospecting with Purpose5

Paint a compelling picture

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The Psychology of Change*

PositivePresent

Sustain

PositiveFuture

Attain

NegativePresent

Change

NegativeFuture

Avoid

Neg

ativ

ePo

siti

ve

Present Future

*Source: The Prime Solution by Jeff Thull, Dearborn © 2005

www.primeresource.com

Creating Credibility and Trust1

The Psychology of Change2

Presenting to Win3

Asking Questions with Impact4

Prospecting with Purpose5

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ABC (Me) Inc. Corporate Overview

1

• Established in 1945

• 13,051 employees world wide

• Offices in 42 countries

• Revenues $15.6B

• First vendor to launch GREAT technology in 1978

• Ranked #1 by IDG Market Study 2006

• Won the AGP Gold Quality Award in 2007

• We are the best. Smart people know this. You should to!

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Us

OurPast

Them

Their Future

NOW

Audience Engagement

The Power of

Triplicate of choice

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Help them to select the best offer

A

C

Triplicate of choice

B

A

C

X %

Y %

Triplicate of choice

✓B

Creating Credibility and Trust1

The Psychology of Change2

Presenting to Win3

Asking Questions with Impact4

Prospecting with Purpose5

www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg

Diagnostic Questions

Listen to your customers

54

“Seek first to understand, then to be understood”

- Stephen R Covey

Building Trust

Capture their Hearts and Minds

Green or black questions?

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White Questions

Green Questions

Black Questions

Red Questions

Asking Questions in Colour

Current situationFacts, data & informationwhite snow: pure, cold hard facts

Desired situationFuture stateGrass, trees, growth, can become

ObstaclesImportant, powerfulDark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation.

FeelingsFire, explosive color, highly emotional-ve Red: “If Stan doesn’t do something he won’t make quota without help. Stan needs to talk to you.”+ve Red: “If Stan overachieves this year, he will probably be promoted to VP Sales

“Why Change?” - Quantify the Pain

“Why Now?” - Justify the Gain

Two Critical Questions you must answer

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DIS-Qualification

What's the Best Lead Qualification Question?

(10%)

(20%)

(69%)

A. Do you have the budget to buy my offering?

B. What's the priority for spending in this category?

C. How will you solve the problem if you don't buy?

Total Votes: 922

Creating Credibility and Trust1

The Psychology of Change2

Presenting to Win3

Asking Questions with Impact4

Prospecting with Purpose5

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The

Sales Formula

Basically, it works like this

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The Sales Cycle

Prospection Qualification Proposal CloseNegotiation

Time

65

66

P CRx SALES=

P = Number of prospects

CR = Conversion Ratio

67

P CRx SALES=

10 33% (Typically 25%-50%)

Example 1

S = 3

68

P CRx SALES=

10 40%

Example 2

S = 4*Requires considerable effort. Not easily sustainable

*

69

P CRx SALES=

33%

Example 3

S = 6*Requires less effort. Is sustainable

20 *

Typical Conversion Rates

1. Cold calling:

2. External Recommendation:

3. Internal Recommendation:

44%10 X Cold calling

Between 1-5% 4%

88%20 X Cold calling

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The Prospecting Mindset

Conventional Wisdom Unconventional Wisdom

ABC (Always Be Closing) ABP (Always be Prospecting)

C comes before P (Alphabet) P comes before C (Sales)

Top Performers are great closers Top Performers are great openers

Great closers Construction Workers

Winner develop their closing skills

Winners develop their Prospecting skills

Future reality

http://vipmedia.globalnews.ca/2013/06/pipeline-spill.jpg?w=1024

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Systematic Prospecting

Prospecting with Purpose

No Prospecting

The Prospecting Mindset

Episodic Prospecting

your Capacity

How can you

to Change?

Improve

erentlyf

difthink

Wishing for change

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“Eighty percent

of success is

showing up.”- Woody Allen

Focus all your efforts on how clients think

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Bring about the possible

Do-it-yourself thinking

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It’s all about YOU!

8224 September

2013

What did sales winners do?* 1. Educated me with new ideas or perspectives2. Collaborated with me3. Persuaded me we would achieve results4. Listened to me5. Understood my needs6. Helped me avoid potential pitfalls7. Crafted a compelling solution8. Depicted purchasing process accurately9. Connected with me personally10. Overall value from the company is superior to other

options*What Sales Winners Do Differently, RAIN Group, 2013

Sales Transformation

Key Take Away

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1. Sell Business Outcomes, not

Technology

3 Takeaways:

3. Great Salespeople (You) are

Entrepreneurs and Agents of

Change

2. Challenge your Customers to

see a different / better future

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Get it right

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David R EdniePresident & CEO

SalesChannel EuropePh: +33 676 60 09 25 (FRA)

Email: david@saleschannel-europe.comWebsite: www.saleschannel-europe.com

8924 September

2013