tim keys - evolution of selling
TRANSCRIPT
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The Evolution of SellingThe Evolution of Sellingby Tim Keysby Tim Keys
[email protected]@salesinstitute.co.za
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The Challenge: Frazzled Customers
• Complexity• Competition• Costs• Access to
information• Time to decision
• Tolerance for Risk• Margins• Face-time• Trust• Differentiators
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It’s how you sell
Impact of Customer Loyalty Drivers
Perc
enta
ge o
f Con
trib
utio
n to
Cus
tom
er L
oyal
ty
53%
9%
19%
19%
Key Differentiators in the Sale
•Offers unique, valuableperspectives on the market
•Helps me navigatealternatives
•Helps me avoid potential landmines
•Educates me on new issuesand outcomes
n=5,000+
Insight
© 2011 The Corporate Executive Board Company. All Rights Reserved.
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High Performers
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Teach
• Innovate• Tell stories• Appeal to the emotions• Offer insight• Ensure two-way communication
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Basic human needs
ClosenessSecurity
Feeling connected
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Understand your customers
1) What do we know about them?2) What makes them tick?3) How would they like to be treated?4) How do we get their attention?5) What do we need to do differently?
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Tailor
• Tailor to their needs• Put them in the story and the
picture• Communicate your reasoning
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Tailor
Industry
Company
Role
Personality
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Build long-term relationships
1) When will my customer be happy to buyfrom me?
2) How do I get my customers to trust me?3) What can I do to really listen?4) What can I do to focus on my customer’s
needs?5) How can I be more of service?
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Take Control
• Tailor to their needs• Put them in the story and the
picture• Communicate your reasoning
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Words that influence…
• Let me do that for you …
• Why don’t you give it a try?
• I guarantee you …
• You will really enjoy …
• I recommend …
• A lot of customers …
• Be part of …
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Manage the Sale?
1) Am I teaching, telling stories andproviding insight?
2) Am I tailoring my recommendationsto the customer’s requirements?
3) Are my recommendations clear,confident and am I appealing to thecustomer’s emotions?
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For more information…
The Challenger SalesMatthew Dixon and Brent Adamson
Tim Keys0861 335 [email protected]