getting inside your client's head for better solutions
Post on 29-Jun-2015
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Getting Inside Your Client’s Getting Inside Your Client’s Head Head
For Stronger RelationshipsFor Stronger RelationshipsSuperior SolutionsSuperior SolutionsAnd Increased SalesAnd Increased Sales
What We’re Here to Talk About…What We’re Here to Talk About…
The impact of the client’s perspective on decision making, including:
The obvious ones The silent measurements The relationship hallmarks The MIT (Most Important Things)
My StoryMy Story
Since 1993, I’ve been in the corporate buying world. This is what I know:
Investment banking – money is no object Banking – getting the lowest price possible
Increasing sales of vendors by 3-10x in a one to two year period – do more with less
The mindset of the client
On being a waiter…
The ObviousThe Obvious……
The ObviousThe Obvious……
Return on Investment (ROI): financial
The ObviousThe Obvious……
Return on Investment (ROI): financial
Follow-Through: do what you say, quick response, have integrity
The ObviousThe Obvious……
Return on Investment (ROI): financial
Follow-Through: do what you say, quick response, have integrity
Trust: your product is the best you can do for both price/quality, will disclose better solutions if available in the marketplace
The ObviousThe Obvious……
Return on Investment (ROI): financial
Follow-Through: do what you say, quick response, have integrity
Trust: your product is the best you can do for both price/quality, will disclose better solutions if available in the marketplace
Expertise: know everything about your product, compare industry best practices
The ObviousThe Obvious……
Return on Investment (ROI): financial
Follow-Through: do what you say, quick response, have integrity
Trust: your product is the best you can do for both price/quality, will disclose better solutions if available in the marketplace
Expertise: know everything about that product, compare industry best practices
Sales Process: there must be clear progression and unified communication between vendor departments
The Silent MeasurementsThe Silent Measurements
The Silent MeasurementsThe Silent Measurements
Reliability / Dependability: you are there for me ALWAYS – the “dark” times, offering more support like pro-bono work
The Silent MeasurementsThe Silent Measurements
Reliability / Dependability: you are there for me ALWAYS – the “dark” times, offering more support like pro-bono work
Easy Schmeasy: if I have to work for it, forget it
The Silent MeasurementsThe Silent Measurements
Reliability / Dependability: you are there for me ALWAYS – the “dark” times, offering more support like pro-bono work
Easy Schmeasy: if I have to work for it, forget it
No Finger Pointing: several vendors need to work together vs. blaming or in-fighting
The Silent MeasurementsThe Silent Measurements
Reliability / Dependability: you are there for me ALWAYS – the “dark” times, offering more support like pro-bono work
Easy Schmeasy: if I have to work for it, forget it
No Finger Pointing: several vendors need to work together vs. blaming or in-fighting
No Barking Dogs: don’t bury me in verbiage or empty fluff or marketing propaganda - keep it short, sweet and simple
The Relationship HallmarksThe Relationship Hallmarks
Relationships are the most important currency:
1. It’s personal, it’s between people 2. Be truthful and straight up - always3. It’s lasting, it goes beyond this job4. It’s balanced, you win and I win5. Feed and water regularly, cultivate6. Cannot buy relationships, nor guilt into a sale7. Persuasion tactics – self respect and client respect
TheThe Most ost Important mportant Thing (hing (MIT))
Make the client the hero of their organization for making the buying decision
Business isn’t personal – the relationship is
Know the client’s environment and situation – what s/he is up against in every way
Add value to your solution beyond the obvious
The MITThe MIT (cont.)
You must understand the client’s expectations of service, product and delivery
Don’t be a “yes” sales person – tell me the truth or the best solution
You must “read” the client in every conversation
Have a way to measure the impact of your solution
What This Means…What This Means…
If you’re not navigating and getting inside your client’s head in your current sales relationship then…
they are not serving the clientThey are not serving their employerThey are leaving money on the table!
How to Make More MoneyHow to Make More Money
Identify what you’re not doing or not doing well
Understand what you could do better from experience and keeping with your natural personality
Adopt a mindset that supports your best work
Be consistent with your improvements
Measure your results so you can do what works over and over again
The Sapini SolutionThe Sapini Solution
Secret Sauce: Leading edge industry information Sensitive to changing climate and trend Experienced buyer who can transition sales to
lasting relationship
Methodology: 1:1 observation via shadowing Analyze behavior , languages, body cues, and
personal motivations Individual and executive coaching
Connect.
Create.
Change.
The Sapini Group
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