“We have the solution to meet your needs. We will tailor our products and services so that they fit your reality precisely. Our price is reasonable and we'll provide excellent customer service.”

TYPCIAL

SALES PITCH

“We have the solution to meet YOUR needs. We will tailor our products and services so that they fit YOUR reality precisely. Our price is reasonable and we'll provide excellent customer service according to YOUR standards.”

TYPCIAL

SALES PITCH

REAL INSIGHT• 60% of a typical purchasing decision is done

before a company even contacts possible suppliers…in other words, the “Value Add” supposedly contribute is no longer needed

THE CLIENT IS WAY AHEAD OF YOU!!!

COMPLEX COMPETITION

Things have gotten so complex that most customers can't even comprehend what their

problems are, let alone distinguish between you and your competitors!!

WHY FAIL ???• Solutions offered by most companies fail to

deliver real value for a variety of reasons:

• OVER PROMISE UNDER DELIVERY• CUSTOMER IS UNABLE TO IMPLEMENT IT• HIS/HER EXPECTATIONS ARE NOT MET

SALES• FROM SOLUTION SELLING TO INSIGHT

SELLING• DON’T JUST SELL SOLUTION BUT BECOME THE

SOLUTION COUNCELLOR

SHIFT

TURNING SALES

CONVERSATION INTO FULFILLMENT CONVERSATION

• Engage customers much earlier, even before customers understands their own need..

STRIKE THE IRON WHEN THE IRON IS

HOT!!

Make them recognize the pain they're

experiencing in the absence of your solution

CHANGE YOUR POSITION AT THE TABLE

MOST COMMON

DELLUSIONNow you may be thinking…• “I understand that a solution-focused

approach may not work for all companies. But it seems to be working fine for mine.

If it isn't broken, why should I fix it ”

WHY CHANGE?Shifting to this new paradigm will not only help

you grow tomorrow but will also enable your

organization to live to see tomorrow…

KEY FINDINGS• Top sales rep have abandoned the traditional

sales techniques and adopted three new strategies

1. AVOID THE TRAP OF ESTABLISHED DEMAND2. TARGET MOBILIZERS,NOT ADVOCATES3. COACH THE CUSTOMERS ON HOW TO BUY

STRATEGY#1AVOID THE TRAP OF

ESTABLISHED DEMAND• Pay more emphasis on customer potential to

change rather than their potential to buy• Star sales rep uses occasions to reframe the

discussion• Don’t try to meet the customers existing

demands but REDEFINE them(INSIGHT SELLING)

STRATEGY # 2TARGET MOBILIZERS,NOT

ADVOCATES• Traditionally, salespeople look for

an advocate, someone that will meet when asked, provide inside information, support them, can influence, have credibility, and stand to personally gain from a deal. In practice, these people can be great talkers, but may have little influence on getting a deal done

• Talkers

• Instead, focus on Mobilizers. These are people that actively look for and advocate massive change in the organization. They are engaged by big, disruptive ideas, not features and functions of a solution.

• Go getters,teachers and skeptics

STRATEGY # 3COACH THE CUSTOMERS ON

HOW TO BUY• Most reps rely on a customer to coach them through a sale but a star rep coach the customer

• Your overarching strategy is to provide insight rather than extract it. Coach instead of being coached

THANK

YOU