grow your sales consultative...

Grow Your Sales

Consultative Selling Dirk Beveridge

We Promised • Identify Your Strengths

& Weaknesses

• Engage The Customer

In Meaningful Dialog

• Differentiate Yourself

Beyond Product and

Price

• Grow Your Sales and

Your Commissions

Too “Our first priority is bringing our members the resources

for career and business success.”

Agenda

• Your Mission

• Commitment To

Evolution

• Customer Needs

Analysis

What Is

Your Mission?

What Is

Your Mission?

We Won’t Ask

For Your

Business Unless

We Have A Plan

To Help Improve

your Business

We Won’t Ask

For Your

Business Unless

We Have A Plan

To Help Improve

your Business

Distributor Missions

•Why Is

Every

Business In

Business?

Distributor Missions

Profit

Distributor Missions

Profit

Distributor Missions

Profit

Distributor Missions

Profit

Increase

Productivity

Distributor Missions

What Are The

Challenges Our

Customer’s

Face?

Distributor Missions “The days of marketing to your

customers by bringing them a box of

donuts are gone.

The days of a customer buying just

because he likes a rep are gone.

You have to have relationships, sure, but

it has to go beyond just being friends. It

has to be based on helping the dealer

make money; you have to talk marketing

terms and investment.

That’s a different sales approach in this

industry, but it’s what dealers need, and

we have to provide it.”

Distributor Missions

To Be A Fully

Effective

Business

Partner

What Is Your Commitment To

Evolution?

Evolution of Sales

Evolution of Sales 1. Where Are You Today?

2. Where Do You Need To

Be?

3. How Long Do You Have

To Get There?

4. How Will You Do In Your

Business If It’s The

Competitors Who Gets

There First?

Commercial Visitor

• 40%

• Get The

Customer To

Like Love Me

“I like you, you like me,

please buy from me.”

Product Peddler

• 50%

• Product

Focused

“If management gets me a better

product at a better price, then I could

sell this stuff.”

Yesterday’s Sales

Process

50% 35% 10% 5% CNA

Problem Solving

F&B

Close

Consultative Sales

• 8%

• Customer

Focused

“I won’t ask for your business unless I

have a value added plan to help

improve your business.”

Today’s Sales Process

50% 35% 10% 5%

CNA

Problem Solving

F&B

Close

Sustaining Resource

• 2%

• Unpaid Staff

Member

“Beyond problem solving, I’ll work inside

your business and bring you solutions to

problems you didn’t know you had.”

Are You Committed To The Customer

Needs Analysis?

CNA Objective

To Identify The

Customer’s

Needs From The

Customer’s

Point Of View

CNA Fact

The Customer

NEVER Needs

Your Product

Customer Needs Macro Store Level

Regulatory & legislative threats Branding & marketing

Slow economic recovery Store traffic

Growing variety of competitors Customer loyalty

Diligent approach to the retail

side of the business

Additional product and service

sales

Aging Population Enhance consumer experience

Changing Technology Profitability

Stylist loyalty

Always

approach the

customer with

the mindset ...

Approach with

purpose & intent

Be prepared to

...

We Promised • Identify Your Strengths

& Weaknesses

• Engage The Customer

In Meaningful Dialog

• Differentiate Yourself

Beyond Product and

Price

• Grow Your Sales and

Your Commissions

Too “Our first priority is bringing our members the resources

for career and business success.”

Invigorate Your Distribution

Business In 2 Days

• First Innovation Summit For

Distributors

• Brilliant Innovators Share

Stories

• Lift & Shift To Apply Innovation

• Beyond The Summit

October 29-30, 2013

www.unleashwd.com