1. THE NEW SCHOOL The AESKOPP System and the Steps of Selling 8/28/2015 1

2. THE NEW SCHOOL Old Paradigms of Selling Don’t work because: Today’s media buyers are more sensitive to traditional sales techniques, manipulation and tricks. Today’s buyers have a multitude of complex alternatives they can buy. They need help making decisions. They will let you help them only if they trust you. They need solutions to complex problems. Procurement departments and consultants make selling harder, more commodity oriented. Solutions, insight and Big-Idea selling is a diagnose- and-deliver model, not and “tell and sell” one. 8/28/20152

3. THE NEW SCHOOL Old Paradigms of Selling Don’t work because: Your competitors provide buyers with more choices, and they don’t have to deal with anyone who doesn’t give them insights, new solutions, satisfy their personal needs, who they don’t like or who they don’t trust. Competitors are providing solutions, too, at reduced prices. So, you have to be better and smarter at creating value and taking control of the conversation. Teaching, Tailoring, and Taking Control 8/28/20153

4. THE NEW SCHOOL The New Paradigm The customer is not the opponent – not someone to be overcome or beaten. The customer is a partner who needs: A trusting relationship Insights Solutions Big Ideas Business and personal needs and wants met Concerns addressed A win-win, fair agreement To get started before a competitor does 8/28/20154

5. THE NEW SCHOOL The AESKOPP System Success in selling requires: Attitude Emotional Intelligence Skills Knowledge Opportunity Preparation Persistence Multiplicative = No element can be zero, or there is no success. 8/28/20155

6. THE NEW SCHOOL Solution Selling Is Need- Satisfaction Selling Relationship Rule#1 (The New Golden Rule): “Do unto others as they would have others do unto them.” Uncover and define problems (challenges) and needs. Business problems (rational, often ill-defined – where your insights come in) Personal needs (emotional, unconscious) 8/28/20156

7. THE NEW SCHOOL How To Recognize Needs Relationship Rule #2: “People like and trust people exactly like themselves.” Get people to like and trust you by being as similar as you can and they will open up and tell you who they are. Then you can position your proposal according to the needs, focus and decision style you uncover. Needs = See List of Human Needs Focus = Promotion or Prevention Decision style = Male vs. Female You can’t uncover needs in one conversation, it usually takes a little time to understand someone’s complex needs. 8/28/20157

8. THE NEW SCHOOL Understand Personal/Emotional Needs You must understand prospects personal/emotional needs, focus and decision style so you can position your features, advantages, and benefits accordingly. Which would you prefer: Trying to sell something to (help) a total stranger? Trying to sell something to (help) a friend who you know intimately? 8/28/20158

9. THE NEW SCHOOL Features, Advantages, Benefits Features = What you’ve got. Channels, splash-screens, packages, RTB, special programs and promotions Advantages = Why what you’ve got is better. Differential competitive advantage Benefits = How it solves a problem. Always remember WIIFM The client is responding silently to every feature you describe, “What’s In It For Me?” 8/28/20159

10. THE NEW SCHOOL Solution, Insight, and Big-Idea Selling Position features, advantages and benefits as solutions. Give insights on a prospect’s business Tell them how to buy your medium, use your product Position features, advantages, and benefits according to needs, focus (promotion or prevention) and decision style (male vs. female) Business/rational needs Personal/emotional needs 8/28/201510

11. THE NEW SCHOOL Solution Selling Relationship Rule #3: “People don’t care how much you know until they know how much you care.” The best way to let people know how much you care is to listen. 8/28/201511

12. THE NEW SCHOOL Solution Selling Position features, advantages and benefits positively as solutions to advertising and marketing problems. Don’t knock the competition. You can’t sell what they don’t have. You can only sell the features, advantages and benefits you have. 8/28/201512

13. THE NEW SCHOOL The Six Steps of Selling 1. Prospecting 2. Identifying problems (prospect research, qualifying) 3. Generating insights and solutions (research, strategy and Big Ideas) 4. Presenting Teaching, tailoring, and taking control 5. Negotiating and closing 6. Servicing Account management Set objectives for each step 8/28/201513

14. THE NEW SCHOOL Goals/Objectives Set time-spent objectives for the six steps of selling in Salesforce, for example: Prospecting 10% Identifying problems (discovery) 15% Generating solutions 10% Presenting 40% Closing 20% Servicing 5% How much time spent on each varies according the the experience of the person, type of account list, etc. 8/28/201514

15. THE NEW SCHOOL Set Activity Objectives As Well As Revenue Objectives Calls/Contacts Meetings Critical skills: Building rapport and trust Presenting Solving problems/presenting solutions, insights and Big Ideas Overcoming objections (best way – insights) Addressing concerns There is a direct correlation between properly prospected meetings and revenue.

16. THE NEW SCHOOL Set Activity Objectives As Well As Revenue Objectives Revenue objectives don’t work for everyone. Calls, appointments and presentations lead to revenue. By focusing on activities that lead to revenue, the control of stays with the salesperson. Salespeople can’t always control the size of the order they get. But they can control how many properly researched calls they make and how effective their presentation is. HBR Guide to Persuasive Presentations

17. THE NEW SCHOOL Set Activity Goals As Well As Revenue Goals There must be a well-organized system in Salesforce for tracking and reporting on calls, meetings, presentations, opportunities, sales and revenue. Must have details on why opportunities were won or lost. No recriminations or blame Must have an honest pipeline. Predictable Revenue 8/28/201517

18. THE NEW SCHOOL Prospecting: Creating Opportunities Developing new business: finding prospects who have advertising and marketing problems (“challenges”) No one is completely satisfied with their advertising. Big Ideas Insights on how to buy Especially social media and mobile 8/28/201518

19. THE NEW SCHOOL Identifying Problems (Research and Qualifying) Prospect research requires solid detective work. Marketing/research department/function. Information is power. Qualifying (right fit, can you help?) The more information you get, the more problems, the more dissatisfaction you uncover, the more objections and concerns you uncover, the more precise and helpful your solutions will be. Research has to be conducted pre-call. People don’t have time to tell you their goals, strategies, etc. 8/28/201519

20. THE NEW SCHOOL Generating Solutions and Presenting Generating solutions is the process of preparation. Matching opportunities in your medium to prospects’ problems (challenges) based on your insights. Framing your benefits according to business and personal needs. 8/28/201520

21. THE NEW SCHOOL Presenting Presenting: Confidence is everything. Confidence is an attitude, which you control: Optimism Positive objectives (winning, not avoiding a loss) Visualization Mental rehearsal Do the right thing (honesty)

22. THE NEW SCHOOL Negotiating and Closing Don’t negotiate until you’ve created value. The goal of negotiating is to close. Closing Help buyers make the right decision. Create a sense of urgency. Once you reach an agreement, get out! Don’t be around when buyer’s remorse sets in. 8/28/201522

23. THE NEW SCHOOL Be careful about trying to close too aggressively. You can create a sense of urgency, but the timetable has to be theirs. Too much pressure can kill a prospective sale. High pressure raises suspicion. People want to buy, they don’t like being “sold”or “closed.” 8/28/201523

24. THE NEW SCHOOL Servicing (Account Management) You are the unique competitive advantage. Set servicing and business-increase goals. 8/28/201524

25. THE NEW SCHOOL Partnerships Are the Ultimate Goal of Selling Remember, the purpose of selling is to get results for customers. And building a customer into a partner is the ultimate goal. A partnership is a when both sides benefit mutually and grow each other’s businesses. 8/28/201525