stuff we can learn from the challenger sales pro
TRANSCRIPT
The challenger sales people
Timing Topic
09:00 Introduction – expectations - game
09:30 The microsoft cloud – history
10:30 BREAK
11:00 Customer reality (BCM)
11:30 Microsoft solutions to fit
12:00
From “word by mouth” to “world of mouth”
Source: Sales Executive Council research
Who scores the best?
• Builds strong advocates in customer organization
• Generous in giving time to help others
• Gets along with everyone
The Relationship Builder• Always has a
different view of the world
• Understands the customer’s business
• Pushes the customer
The Challenger• Always willing to go
the extra mile• Doesn’t give up
easily• Self-motivated• Interested in
feedback and development
The Hard Worker
• Follows own instincts
• Self-assured• Difficult to control
The Lone Wolf
• Always willing to go the extra mile
• Doesn’t give up easily
• Self-motivated• Interested in
feedback and development
The Hard Worker• Always has a
different view of the world
• Understands the customer’s business
• Pushes the customer
The Challenger• Builds strong
advocates in customer organization
• Generous in giving time to help others
• Gets along with everyone
The Relationship Builder
• Follows own instincts
• Self-assured• Difficult to control
The Lone Wolf• Reliably responds to
internal and external stakeholders
• Ensures that all problems are solved
• Detail-oriented
The Problem Solver
Who are the Top Performers?
The Challenger
23%
39%
15%
25%
The Lone Wolf
22%17%
The Hard Worker
14% 12%
The Problem Solver
26%
7%
The Relationship Builder
Percentage of Core Performers
Percentage of High Performers Source: Sales Executive Council research
Who are the best at Selling Solutions? Complexity of
Sales4%7%
10%
54%
High Complexity
25%
11%
18%
26%
20%
Low Complexity
25%
Relationship Builder
Problem Solver
Hard Worker
Lone Wolf
Challenger
Source: Sales Executive Council research
High Performance by Sales Profile in Low and High Complexity Sales Environments
6 cards challengers know to play with
Products, services, ..
..Prospects
& Customers
Sales people
Challenge the vocabulary
product
promotion
place
price
Seller was in charge
experience
value
access
conversation
Customer leads : +60 % of the B2B buying process happens without a buyer-seller interaction
Experiences
Ambassadors
Coach in a buying process
21st Century words to use
Who was that on the phone?
touchpoints
Challenge your mindset
I have always done it like that
I am not able to and I do not
know that I am not able to
I am not able to and I DO know that I am not
I am able to, and it sure asks an effort to do it
U.C
U.I
C.C
C.I
Call sheetObjective :
Customer contact details
Contacts I want to know – names Number of people at work Who are their customers? How mobile are they? Satisfaction rate with current systems When latest change? Why latest change? Familiar with cloud computing? Familiar with Office 365? …..
Challenge your listening skills
Generalize
Deform
Delete
Challenge1. Listen actively2. Isolate components3. Check what is NOT said4. Challenge the components
Example“That looks too complex. We won’t need all this”+ 4 items to challenge
Challenge your questioning skills
Place & TimeActions & Behaviour
Resources & KnowledgeImportant things
Roles & functionsMission & Vision
Level with your customer
emo
ratio
Challenge your replying habbits
Delete
Deform
Generalize
24
yes, but…
interesting, and
Interesting to hear. Do you mean not interested as in - I have no time right
now, - I am not the right
person to talk to about this
- We have other priorities?
Sorry, we are not interested
Challenge your strategy
Social selling
By Peter Hinssen
Dream. Lead. Grow.
sales force, hunter, farmer
strategy
buying coach, guide
Disconnected approachMetric drivenFocus on quotaSell to similar customersProduct focusSales skills are key
connected sales modelCustomer centric
New metrics and KPI’sSell to extended buyer set
Business value focusBusiness insights and
communication skills are key
Sales Manager
Team Leader
to become a challenger
Questions?
Thank you