sales managers summit 2009 060409a

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

SALES PEOPLE


Rep(tiles)?


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)


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


The Rep(tile)Problem


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!


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 ………..



Cu$tomer$



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

back


Role of Sales in Marketing


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……..


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


It is this role that positions a salesperson as

Hero & Provider


Heroes & Providersadopt the Consultative Approach


Heroes & Providers adopt the Consultative Approach

Consultant = Problem Solving Approach

Salesman = Persuading To Purchase Products/Services


Heroes & Providersemploy the Diagnostic & Prescriptive Model


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


Heroes & Providersunderstand their way around the numbers


Heroes & Providersunderstand their way around the numbers

Income = Where a customer’s money comes from

Expenditure = Where a customer’s costs accrue


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


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:


How to Become Consultative


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


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


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?


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sales managers summit 2009 060409a

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