presented by: aslan t&d tom stanfill...4 aslan overview 80%+ unreceptivity what’s your...
TRANSCRIPT
Selling Virtually
Presented by:ASLAN T&D
Tom Stanfill
7.16.2020
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AGENDA
Purpose – What’s Your Role?
Position a Meeting – Answering the question “Why meet?”
Present your solution – What’s the best framework for delivering a virtual presentation?
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2
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What Has the Most Impact on Selling Today?
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POLL
Inside Sales – Account Management (Farmer)
Inside Sales – Biz Development (Hunter)
Field Sales – Account Management (Farmer)
Field Sales – Biz Development (Hunter)
You or your team’s primary role – pre COVID?
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ASLAN OVERVIEW
80%+ Unreceptivity
What’s your strategy when facing a closed door or closed subject?
Truth:When people are emotionally closed, you cannot persuade them with logic. In fact, when attempting to persuade emotionally closed people, they become even more closed.
THEREFORE: Shift the focus from selling to enhancing receptivity by becoming a Trusted Guide.
Sales and Management Development5
5
Sales Representative
Billboard/ Relationship Mgr.
Focuses on meeting products and services needs
Focuses on delivers generic marketing messages & managing customer request
Role
Role
Trusted GuideFocuses on helping the customer see new ways to solve business problems.
Role
Assess your current level
120%
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Trusted Guide?
1. Purpose to sell or serve?
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Trusted Guide?
1. Purpose to sell or serve?
2. Removed pressure by communicating all options are okay?
3. Do you have the expertise to “guide”?
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© 1
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ASL
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LLC.
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Righ
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AGENDA
Purpose – What’s Your Role?
Position a Meeting – Answering the question “Why meet?”
Present your solution – What’s the best framework for delivering a virtual presentation?
1
2
3
What Has the Most Impact on Selling Today?
9
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We get 5,000+ messages a day. What messages get your attention?
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POSITIONING A MEETING
Problem
Disruptive Truth2 TheProprietary Benefit3 Your
Why Meet?
1 Their
“If you sell fire alarms, start with the fire.”
- David Ogilvy
It Starts With an Other-Centered Position (OCP)
If you/Because You...
Most Think...Only we…
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YOUR POSITION“If you sell fire alarms, start with the fire.”
- David Ogilvy
Example of Other-Centered® Positions (OCP)
Most veteran sellers fail miserably at prospecting. The response rate to email is less than 3%. The number-one cause: generic, impersonal emails, NOT the value of the solution offered.
I’m reaching out about a tool we’ve developed (SalesEmail) that automates the personalization of emails through IP data capture. It also runs campaigns with multiple messages and multiple touch points, making prospecting easy for your reps and doubling the average response rates.
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POSITION A MEETING“If you sell fire alarms, start with the fire.”
- David Ogilvy
One Message Multiple Channels
OCP
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© 1
996-
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ASL
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rain
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& D
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opm
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LLC.
All
Righ
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eser
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AGENDA
Purpose – What’s Your Role?
Position a Meeting – Answering the question “Why meet?”
Present your solution – What’s the best framework for delivering a virtual presentation?
1
2
3
What Has the Most Impact on Selling Today?
Sales and Management Development14 © 1
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2019
ASL
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& D
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1 Your Other-Centered RecommendationOne to two slides designed to:
- Their Objective - articulate their current state and desired destination (i.e., Their POV)
- How you will uniquely help them achieve their objectives –(focus on Proprietary Benefits & Disruptive Truths)
Key Sections
PRESENTATION FRAMEWORKSecond Slide
Sales and Management Development15 © 1
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1
2
3 Answers to top 3 to 5 questions
The Bridge
Key Sections
1 Your Other-Centered Recommendation
PRESENTATION FRAMEWORK
OTHER-CENTERED RECOMMENDATION
Your Destination: Develop “Sell Out” Mindset & Grow Account by becoming an essential partner
What’s Required…
• Focus on leadership to drive change
• Develop new mindset to drive influence
• Focus on “who” not “what” to develop tactical examples and tools
• Measure in 4 Dimensions
Disruptive Truths
Sales and Management Development17 © 1
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1
2
3 Answers to top 3 to 5 questions
The Bridge
Key Sections
1 Your Other-Centered Recommendation
PRESENTATION FRAMEWORK
BRIDGING THE GAP
Your Destination: Develop “Sell Out” Mindset & Grow Account by becoming an essential partner
What’s Required…
• Focus on leadership to drive change
• Develop new mindset to drive influence
• Focus on “who” not “what” to develop tactical examples and tools
• Measure in 4 Dimensions
© 1
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ASL
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ASLAN OVERVIEW
Change Happens 1:1Change Happens 1:1
Example The Truth
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© 1
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LeadSpark the desire to change?
ManageActions required to predict optimum results?
CoachAbility to execute?
ExampleValidating the Truth
• Be Other-Centered®
• Utilize the 4 strategies to convert Independents & Detractors
• Diagnose – Customized Assessment
• Align – Communication Model
• Develop- 200+ Development Activities
• Measure
• Process
• Report
Example The Truth
ExampleValidating The Truth
Sales and Management Development23 © 1
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1
2
3 Answers to top 3 to 5 questions - Prepare answers to the most important questions
The Bridge~65% of your presentation. Demonstrate your offer the best way to solve their problem by: - State the Truth ~5%- Validate the Truth ~70% - Tease w/Recommended Solution ~25%
Key Sections
1 Your Other-Centered RecommendationOne to two slides to:- Articulate their current state and desired destination- Your summary of how you will uniquely help them achieve
their objectives
PRESENTATION FRAMEWORK
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THANK YOU
Tom StanfillCEO, ASLAN Training
[email protected]/in/tomstanfill
To learn more check out these eBooks:
5 Colossal Challenges of Selling Virtually
How to Write Irresistible Emails
Delivering the Perfect Virtual Presentation