learn how decision makers think

© Jill Konrath 2009 SellingtoBigCompanies.com

Learn How Decision Makers Think …


…and distinguish yourself from the

competition!


Your Prospects


Busy woman

Every Day Chaos


How can we sell to these crazy busy people?


Frazzled Customer Syndrome


How Decisions are Made

SNAP!


Time to Get Smart


Slow Down to Speed Up Your Sales


To get more business, stop selling.


Be Relevant: Cut the Crap

Leading edge

Unique

Robust

PartnerOne-Stop Shopping


Lead Them into Temptation


Example: Web Marketing FirmWe help clients improve their online user’s web experience which typically results in a 40-150% improvement in key operating metrics.

In just the first 3 months of working with us, a recent client:• Increased sales conversions by 57%.• Improved average order size by 25%.


Limit their Options


Use a Foot-in-the-Door Approach

Start with only one product or service - not your entire offering.


Break bigger projects into smaller pieces.


Augment what the incumbent offers - don’t try to replace it.


Devise easy contractual terms to get started.


KISS Principle


Use the NewsCompetitive Moves

Management Changes

New StrategicInitiatives


Sales Resource

Download this free ebook at:www.sellingtobigcompanies.com/trigger

http://www.sellingtobigcompanies.com/trigger


Strategy in ActionMarcus. Heather Johnson. 651-429-1922.

With your recent acquisition of FLUFF products, it’s going to be an even bigger challenge to achieve your goal of reducing supply chain costs.

I have some ideas about how you can slash turnaround time - which can have a significant impact on profitability.

Let’s set up a time to talk about this in more detail. Again, it’s Heather Johnson & my number is …


Be a Trail Guide


K N O W L E D G E

How People Think

C O M P R E H E N S I O N

A P P L I C A T I O N


How People Think

K N O W L E D G E

C O M P R E H E N S I O N

A P P L I C A T I O N

A N A L Y S I SS T R A T E G I C

J U D G

I N G

Top Performers


See yourself from your prospect’s perspective


Distinguish Yourself from Competitors


THINK!


Before You Go!

Visit www.landslide.com

http://www.landslide.com/

learn how decision makers think

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