sales managers summit 2009 060409a

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

SALES PEOPLE

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Rep(tiles)?

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Heroes & Providers?

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Objective

To demonstrate how sales managers can transform their sales teams from product floggers

to customers’ trusted business partners(and, as a result, grow your business’s revenues)

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Agenda

The Rep(tile) Problem The Only Place Money Comes From The Role of Sales in Marketing The Diagnostic & Prescriptive Model How to Become Consultative

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

The Rep(tile)Problem

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

The Rep(tile)Problem

They are product (not solution) driven They subscribe to the “mugging” school of marketing thinking They don’t/won’t/can’t listen They wield price as their only competitive weapon of advantage They play the numbers game Customers despise them And that’s all on a good day!

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

The Only Place Money Comes From

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

The Only Place Money Comes From

Not banks – they are merely “enablers” Not shareholders – like banks, they want it back. Plus some. Not the taxman – that’s a one way street with an occasional roundabout Not financiers of any sort – they are just banks with a bigger appetiteThe only place money comes from is ………..

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

The Only Place Money Comes From

Cu$tomer$

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

The Only Place Money Comes From

Customers are the only people who give you money and don’t want or expect it

back

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Role of Sales in Marketing

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Role of Sales in Marketing

Marketing – a definition Customers are the only place the money comes from Customers are the final arbiter of business success or failure Customers more sophisticated, discerning and demanding than ever They are cynical about anything involving the word “sales” In this environment the role of the salesperson is crystal clear……..

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

The development, nurturing and management of relationships with the only people the money comes from

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

It is this role that positions a salesperson as

Hero & Provider

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Heroes & Providersadopt the Consultative Approach

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Heroes & Providers adopt the Consultative Approach

Consultant = Problem Solving Approach

Salesman = Persuading To Purchase Products/Services

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Heroes & Providersemploy the Diagnostic & Prescriptive Model

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Heroes & Providers employ the Diagnostic & Prescriptive Model

Diagnosis = Uncover a customers problem and the needs that underlie it

Prescription = A Profit Improvement Solution that addresses that problem

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Heroes & Providersunderstand their way around the numbers

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Heroes & Providersunderstand their way around the numbers

Income = Where a customer’s money comes from

Expenditure = Where a customer’s costs accrue

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Heroes & Providersunderstand how they can affect a customer’s profit

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Heroes & Providers understand how they can affect a customer’s profit

•Reducing Its Contribution To Costand/or

•Increasing Its Contribution To Revenue

By affecting one of a customer’s operating processes/activities in two ways:

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

How to Become Consultative

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

How to Become Consultative

Know what business you are in (Drills or Holes) Know your target market (who, what, where etc) Think in terms of outcomes. Not inputs Become an expert diagnostician (Listen. Learn. Quantify. Confirm) Develop Tailored Prescriptions (Profit Improvement Proposals) Track & Measure Implementation Deliver Proof of Performance

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Summary

The Rep(tile) Problem The Only Place Money Comes From The Role of Sales in Marketing The Diagnostic & Prescriptive Model How to Become Consultative

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

Conclusion

Rep(tiles) are, at worst, muggers of customers Consultative Sellers are, at their best, customer profit improvers Which of these would you call the Hero & Provider?

tmb Sales People. Rep(tiles)? Or Heroes & Providers?

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