grow your sales consultative...
TRANSCRIPT
Grow Your Sales
Consultative Selling Dirk Beveridge
We Promised • Identify Your Strengths
& Weaknesses
• Engage The Customer
In Meaningful Dialog
• Differentiate Yourself
Beyond Product and
Price
• Grow Your Sales and
Your Commissions
Too “Our first priority is bringing our members the resources
for career and business success.”
Agenda
• Your Mission
• Commitment To
Evolution
• Customer Needs
Analysis
What Is
Your Mission?
What Is
Your Mission?
We Won’t Ask
For Your
Business Unless
We Have A Plan
To Help Improve
your Business
We Won’t Ask
For Your
Business Unless
We Have A Plan
To Help Improve
your Business
Distributor Missions
•Why Is
Every
Business In
Business?
Distributor Missions
Profit
Distributor Missions
Profit
Distributor Missions
Profit
Distributor Missions
Profit
Increase
Productivity
Distributor Missions
What Are The
Challenges Our
Customer’s
Face?
Distributor Missions “The days of marketing to your
customers by bringing them a box of
donuts are gone.
The days of a customer buying just
because he likes a rep are gone.
You have to have relationships, sure, but
it has to go beyond just being friends. It
has to be based on helping the dealer
make money; you have to talk marketing
terms and investment.
That’s a different sales approach in this
industry, but it’s what dealers need, and
we have to provide it.”
Distributor Missions
To Be A Fully
Effective
Business
Partner
What Is Your Commitment To
Evolution?
Evolution of Sales
Evolution of Sales 1. Where Are You Today?
2. Where Do You Need To
Be?
3. How Long Do You Have
To Get There?
4. How Will You Do In Your
Business If It’s The
Competitors Who Gets
There First?
Commercial Visitor
• 40%
• Get The
Customer To
Like Love Me
“I like you, you like me,
please buy from me.”
Product Peddler
• 50%
• Product
Focused
“If management gets me a better
product at a better price, then I could
sell this stuff.”
Yesterday’s Sales
Process
50% 35% 10% 5% CNA
Problem Solving
F&B
Close
Consultative Sales
• 8%
• Customer
Focused
“I won’t ask for your business unless I
have a value added plan to help
improve your business.”
Today’s Sales Process
50% 35% 10% 5%
CNA
Problem Solving
F&B
Close
Sustaining Resource
• 2%
• Unpaid Staff
Member
“Beyond problem solving, I’ll work inside
your business and bring you solutions to
problems you didn’t know you had.”
Are You Committed To The Customer
Needs Analysis?
CNA Objective
To Identify The
Customer’s
Needs From The
Customer’s
Point Of View
CNA Fact
The Customer
NEVER Needs
Your Product
Customer Needs Macro Store Level
Regulatory & legislative threats Branding & marketing
Slow economic recovery Store traffic
Growing variety of competitors Customer loyalty
Diligent approach to the retail
side of the business
Additional product and service
sales
Aging Population Enhance consumer experience
Changing Technology Profitability
Stylist loyalty
Always
approach the
customer with
the mindset ...
Approach with
purpose & intent
Be prepared to
...
We Promised • Identify Your Strengths
& Weaknesses
• Engage The Customer
In Meaningful Dialog
• Differentiate Yourself
Beyond Product and
Price
• Grow Your Sales and
Your Commissions
Too “Our first priority is bringing our members the resources
for career and business success.”
Invigorate Your Distribution
Business In 2 Days
• First Innovation Summit For
Distributors
• Brilliant Innovators Share
Stories
• Lift & Shift To Apply Innovation
• Beyond The Summit
October 29-30, 2013
www.unleashwd.com