Presentation on theme: "The Chart Getting to the Next Level From The Accidental Salesperson"— Presentation transcript:
1 The Chart Getting to the Next Level From The Accidental Salesperson By Chris Lytle
2 The Categories Level 4: Sales & Marketing Professional Level 3: Professional SalespersonLevel 2: Salesperson or Problem SolverLevel 1: Account Executive
3 Level of Trust Level 1: Neutral or Distrustful Level 2: Some CredibilityLevel 3: Credible to Highly CredibleBased on Salesperson’s HistoryLevel 4: Complete TrustBased on established relationship and past performance
5 Goal/Call Objective Level 1: To open doors, see what’s there Level 2: To persuade & make a sale, or to advance the prospect through the processLevel 3: Customer creation and retention; find the fit; upgrade client & gain more infoLevel 4: To continue upgrading and increase share of customer’s business
6 Approach and Involvement Level 1: Minimal or NonexistentLevel 2: Well-planned; work to get prospect to buy into the processLevel 3: True source of industry information and business intelligenceLevel 4: Less formal and more comfortable because of trust and history
7 Concern or Self-Esteem Issue Level 1: Being LikedLevel 2: Being of service, solving problemsLevel 3: Being a resourceLevel 4: Being an “outside insider”
8 Pre-call Preparation Level 1: Level 2: Level 3: Level 4: Memorize a canned pitch, or “wing it”Level 2:Set call objectives; prescript questions; articulate purpose-process-payoffLevel 3:Research trade magazines, Internet; analyze client’s competitionLevel 4:Thorough preparation, sometimes with proprietary information unavailable to other reps
9 Presentation Level 1: Level 2: Level 3: Level 4: Product literature, spec sheets, rate sheetsLevel 2:Product solution for problem they uncover during needs analysisLevel 3:Systems solutionsLevel 4:ROI proof and profit improvement strategies
10 Point of Contact Level 1: Level 2: Level 3: Level 4: Buyer or purchasing agentLevel 2:End users as well as buyer or purchasing agentLevel 3:Buyers, end users, and an “internal coach” or advocate within client’s companyLevel 4:“Networked through the company; may be doing business in multiple divisions
11 Change in Attitude ISales techniques and pressure took precedence over solving a prospect’s problem.Silent close: Ask a question and listen.First one to speak “loses.” Right idea, wrong attitudePushy vs. Professionally PersistentTake your relationship with each client to the next level.
12 Change in Attitude IIAlign your sales behavior with those things that buyers value most in salespeople.You buy time when you gain trust.Your clients and prospects can teach you a lot about selling by the way they react to you. LEARN!
13 Dealing with Tough Customers I Car dealer who cancelled his order
14 Dealing with Tough Customers II Tough customers don’t want to deal with pushover salespeople.You’ve got to be different.Pre-call planning is vital.The customer is always right, unless the customer is wrong.Be willing to walk away from a bad deal or a bad character.Have friends inside the organization.
15 Magic Phrase “This is the way I work…” Tell your prospects how you are going to sell them before you try to sell them your product or service.Transparency: If they buy the way you sell, they’ll buy more of the things you sell.Sell them on how you sell, and the pressure is off; less pressure; less defensive.