sales: de vaardigheden van de verkoper - roland hallebeek (transparency lab)
DESCRIPTION
Als CIO komt u geregeld in aanraking met leveranciers die u proberen over te halen met hun product te gaan werken. Daartoe maken zij gebruik van handige vaardigheden en tactieken om u te overtuigen. Roland Hallebeek, met jarenlange ervaring op sales-gebied in tal van grote en kleinere organisaties, laat u in deze sessie kennismaken met de uitdagingen en vaardigheden van de verkoper. Niet alleen om u te wapenen voor een gesprek met uw leveranciers, maar vooral ook om u te leren diezelfde tools te gebruiken in de gesprekken die u zelf voert met uw business. Door uw gesprekken net iets anders voor te bereiden en te voeren, bereikt u in veel gevallen eerder en gemakkelijker uw doel.TRANSCRIPT
© Transparency Lab 2012 Slide 1 © Transparency Lab 2014 © Transparency Lab 2014
2014
Methodology nominated for the ICT-prize of the
European Community
Do-It-Yourself consulting Online ● Fast ● Actionable ● Predictive Understanding (strategic) sales better!
© Transparency Lab 2014
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http://www.youtube.com/watch?v=ZUG9qYTJMsI
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Sales is a talent and a profession
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Sales Is About Passion
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Sales is about the voice of the customer
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Sales is about value add
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Sales is not about playing to play...it is about playing to win!
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(Strategic) sales is about creativity and the right plan
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Sales is about boldness
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It is about leadership..taking control and ownership
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Sales is a team effort and not always glamorous!
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T = Intimacy*Credibilility Risk
Strategic sales work the ‘Trust Formula’ to build sustainable business
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Preperation
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Trends in the world of sales people
• Avg. Sales cycle has increased 22% over past 5 years due to more decision makers being involved (Sirius Decisions);
• More and more executives prefer digital contact over personal visit (over 60%; Inquiries Online);
• And therefor 60% of traditional sales process (orientation, research, long list, etc) is now done without direct contact with sales person;
• Expectation: 2015 over 75%!
• Active reference and word of mouth decision making beats any ‘brochure’
• Experience marketing more essential; ‘the soft controls behind the brand’
• Social (media)dialogue more and more essential!
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Market intelligence is key and the challenge is huge!
" 47% of B2B marketers close < 4% of marketing-generated leads
" 60% of the purchasing process (orientation, research, long list) happens without any contact with a (sales) person from the vendor
" 80% of marketing material is never used for sales (Forrester)
" 90% of leads never close
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The angle for improvement..content selling!
99% of sales representatives come to GET something
1% of sales representatives come to BRING something
Who do you think stands out?
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Sales is about client success
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It is about success...Joint Successes!
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Thank you, any questions?