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Are your staff trained to sell?

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Presentation on theme: "Are your staff trained to sell?"— Presentation transcript:

1 Are your staff trained to sell?
Developing effective sales strategies that reflect your business plan and goals. Selling Better in a 21st Century World Facilitated by Jens Hartmann

2 Are your staff trained to sell?
Five questions you need to answer to find out

3 What is “the way we sell around here” in your business?
Question 1: What is “the way we sell around here” in your business?

4 The Evolution of Selling and Service
What is good selling? The Evolution of Selling and Service

5 So… what do clients want?

6 business acumen & commercial awareness
definition of what ‘Success’ will look like information sorting & sifting deal with real professionals results expect to be 'helped’ and kept informed consistency conceptual thinking to feel safe business acumen & commercial awareness Top ones: Feel sfe, info sorting and sifting, consistency ‘business people’ who can think about possibility planned approach for change

7 Cheap Frugal Being cheap is about spending less
Discernment Insight: Cheap and frugal people both love to save money however, frugal people do not so at the expense of others. Cheap Being cheap is about spending less Those who are cheap are often afraid to spend money Cheapness uses price as a bottom line Cheap people are driven by saving money regardless of the cost. They are willing to sacrifice quality, value and time in order to cash in on some short-term savings Frugal Being frugal is about prioritising your spending so that you can have more of the things you really care about Frugality is about assessing the bigger picture and having the patience to cash in on the simple saving strategies Frugality uses value as a bottom line Frugal people are driven by maximizing total value, including the value of their time

8 Get beneath the surface to extract the real value.
Circumstances Facts Events Solutions Recommendations Get beneath the surface to extract the real value. Extract the real value to forge a viable partnership. Priorities Needs Objectives

9 Look at the world from your client’s perspective
- ask questions & listen - help people buy

10 TIPS Smart salespeople specialise in information sifting and sorting because they know their clients are easily overwhelmed by too much choice Encourage ‘worldliness’ - Help your salespeople understand systems, markets, and business sectors they work in so they can sort through the rubbish and show how their offers fit in and make a difference to clients Keep your offerings contextually relevant and show buyers how much easier and less risky it is to work with your business.

11 20th Century 21st Century product driven individualistic
look to the past general supplier distribution consumable wants courteous & compliant informative transactions ideas & solutions driven teams look to the future generative supplier contribution renewable priorities creative & innovative understanding partnerships Intention: This is about the business of our business and our value proposition – being totally customer centric The plumb line which we all (everyone in the business) revolves around) I will use this image to ask the audience ‘what is your plumb line?’ ‘who is your business is aware of this?’ ‘how is everyone aligned etc?’ I will then follow on with Barrett’s version as a way of introducing us

12 What is your Sales Strategy?
Question 2: What is your Sales Strategy?

13

14 What are we? Who is our target market(s)? What is our philosophy? What do we do? How will people benefit from working with us? Description of the business The right types of buyers Philosophical statement Business-of-the-business Value Proposition

15 Everybody lives by selling something
Helping people and businesses sell better By partnering with Barrett you will be able to… Sell better, at healthier margins with less risk of failure Make more informed decisions about how to lead and manage your sales team and operations Full service sales consulting, advisory and education firm (established 1995) B2B & complex B2C Sales Teams & Operations with sales teams of 20+ sales people CEOs/MDs/COOs/Sales Leaders/HR/L&D in Corporate & Medium Sized Businesses across all industry sectors: technical, medical, building, professional services, banking & finance, engineering, media, education, design, government, N4P, private and publically listed companies 

16 What is your Sales Process?
Question 3: What is your Sales Process?

17 Assumptive Problem Solve 10%
Product Selling c up hill battle Assumptive Problem Solve 10% Features & Benefits 35% Close 50% Analysis 5%

18 Solution Selling down hill run 20% speaking 80% listening 50% verify
confirm position 5 % OPEN 50 % ANALYSIS 30 % PROBLEM SOLVE 10 % RECOMMEND CLOSE down hill run

19 Identifying Customers
Goal Setting Identifying Customers Making Contact Understanding Needs Meeting Needs Follow Up

20 Getting the ball across the line
What objections, questions, concerns and retreat strategies are you experiencing during the final stage of the sales conversation?

21 The key to successfully selling value
You can only demonstrate real value during the Analysis Stage and the Solution Presentation. If you fail here only a discount can save you in the Closing Stage.

22 Why advisors ask questions and listen to the answers.
Experts Tell – Advisors Ask Why advisors ask questions and listen to the answers. Questions explore consequences, options and alternatives – they give buyers comfort Questions put the salesperson in control of the sales interaction Questions help both the salesperson and customer understand one another Listening ensures mutual understanding, trust and respect, and avoids assumptions Questions help steer sales interactions in the right directions, they demonstrate competency Advisors use questions to ensure they understand what decision-makers want to achieve Questions help position solutions, products, services and offerings Questions assist buyers understand their own needs more clearly

23

24 Go-to-market sales action plan

25 What do you sell that makes you different?
Question 4: What do you sell that makes you different?

26 What do you sell? Does anyone else sell this too? Is your offer different to theirs? What evidence do you have for this point of difference?

27 Are your people fit to sell?
Question 5: Are your people fit to sell?

28 Opportunities Missed Opportunities Lost Opportunities lack of activity
Where have we missed opportunities? Lost Opportunities Poor skills Where have we lost opportunities?

29 Want To Can Do

30

31 FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY
Brain Exercise FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF MANY YEARS OF EXPERTS.

32

33 FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY
Brain Exercise FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF MANY YEARS OF EXPERTS.

34

35

36 How do you keep practicing?
Bonus Question: How do you keep practicing?

37 TIPS Define ‘How we sell around here’ and make it clear to everyone what is expected Define a clear go-to-market sales strategy supported by a clear sales mission that outlines the Purpose, Strategy, Standards and Values Establish the minimum standard of Sales Excellence needed for each role and then recruit, induct, train and coach your sales team to these standards Equip sales managers to create an accountable, continuous learning environment that delivers Sales Excellence

38 Practice, Play, Reflect, Measure…

39 21st Century Enlightened Sales Professional
analyst teacher, guide consultant diplomat problem solver salesperson CLIENTS solutions crafter negotiator financial manager listener advisor facilitator

40 Questions? Opportunity is what you perceive it to be...
The rest is in your hands! Thome

41 How to contact, connect & follow us
For more information please contact us on: P: or E: W: W: Twitter: @suebarrett @barrettconsult @salesessent Linkedin: Sue Barrett Linkedin Company: Barrett Consulting Linkedin Company: Sales Essentials Youtube: Youtube: FB: Barrett Consulting Group FB: Salesssentials Pinterest: Publications:

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