57% - that's how far the

average B2B buyer is through

the purchase decision before

engaging a supplier sales rep.*

12% - that's how much of your

customer's total mindshare

you as a supplier have across

the entire B2B purchase path.*

57%12%

*CEB study of 1,900 B2B Decision Makers

Did you know?

Problem?What is the

Sales are drying up?

www.flickr.com/photos/mwichary/3690887427

Come to a sudden stop?

Do you feel like this?

or this?

Solution?What is the

erentf

difthink

“All failure is failure to adapt, all success is

successful adaptation.”- Max McKeown, Adaptability: The Art of

Winning In An Age of Uncertainty

See the world through new eyes

Mindset Shift*

Fixed Mindset Growth Mindset

Intelligence is static Intelligence can be developed

Leads to a desire to look smart and

therefore a tendency to

Leads to a desire to learn and therefore a

tendency to

avoid challenges embrace challenges

give up easily due to obstacles persist despite obstacles

see effort as fruitless see effort as path to mastery

ignore useful feedback learn from criticism

be threatened by others'success be inspired by others' success

*source: Carol S. Dweck, Ph.D

www.flickr.com/photos/winemegup/3641912321

Get it right

Party all night

www.flickr.com/photos/roome/3390682853

Get it wrong

www.flickr.com/photos/12023825@N04/2898021822

What is your SalesImprovement Plan?

Prisoners of the past

Overcoming barriers to change

Competingfor

Relevance

The old Golden Rule in Sales was:

Find out what your customers

want, and give it to them.

Necessary, but not sufficient

Give your customers the ability

to do what they can’t currently

do but would want to if they only

knew it was possible.

The new Golden Rule in Sales is:

Sell to their right-brains

24

DecisionDrivers

Develop a Winner’s Mindset1

Always be Prospecting2

Challenge the Status Quo3

What are the personal characteristics of

Top Sales Performers?

Question 1:

Rank in order of importance:

• Creativity

• Tenacity

• Integrity

• Curiosity

• Passion

• Empathy

1. Empathy

2. Integrity

3. Passion

4. Creativity

5. Tenacity

6. Curiosity

…to build rapport

…to build trust

…to build interest

…to build the right solution

…to close the deal

…to build understanding

Research found:

You can’t teach an old dog new tricks

Change your thinking

www.flickr.com/photos/oriol_gascon/2172565951

The hard way

AND Thinking

AND Thinking

AND Thinking

Constraint-based thinking

Constraint-based thinking

Collective constraint-based thinking

“Attitude is a choice, and its available to all.”

Sales Attitude

- Seth Godin

“What actually separates winners from losers isn’t

talent, its attitude.”

Sharpen your sales attitude

Necessary, but not sufficient

Get

(Make A Difference)

Resilient Thinking

Develop a Winner’s Mindset1

Always be Prospecting2

Challenge the Status Quo3

What single attribute determines long term,

sustainable over-achievement in sales?

Question 2:

ABC of selling

Your personal commitment to….

Always be Prospecting

Building your opportunity pipeline

Knocking on every door

The Sales Cycle

Prospects Conversion Rate

Prospection Qualification Proposal CloseNegotiation

Time

52

P CRx SALES=

P = Number of prospects

CR = Conversion Rate

53

P CR SALES=

10 33% (Typically 25%-50%)

Example 1

S = 3

x

54

P CR SALES=

10 40%

Example 2

S = 4*Requires considerable effort. Not easily sustainable

*

x

55

P CR SALES=

33%

Example 3

S = 6*Requires less effort. Is sustainable

20 *

x

“Eighty percentof success isshowing up.”

- Woody Allen

Necessary, but not sufficient

Develop a Winner’s Mindset1

Always be Prospecting2

Challenge the Status Quo3

What is the single most important thing that top sales performers do?

Question 3:

They . . .

Guide customers to the right solution

What is your Customer’s #1 Challenge?

“If I had asked people what

they wanted, they would

have said faster horses.” - Henry Ford

1863 - 1947

They Educate

White Questions

Green Questions

Black Questions

Red Questions

Current situation

Facts, data & information

white snow: pure, cold hard facts

Desired situation

Future state

Grass, trees, growth, can become

Obstacles

Important, powerful

Dark, night time, can’t see in the dark. Turn on the light to see what

stands between current situation and desired situation.

Feelings

Fire, explosive color, highly emotional-ve Red: “If Stan doesn’t do something he won’t make his quota. He really needs

some help. Stan needs to talk to you.”

+ve Red: “If Stan overachieves this year, he will probably be promoted to VP

Sales

Asking Questions in Colour

Insight-based selling

Then, they create a sense of urgency

They Inspire

Give your customers the ability to

do what they can’t currently do but

would want to if they only knew it

was possible.

They systematically practice

the new Golden Rule in Sales:

source: www.corporatevisions.com

They lead their customers through the Buyer’s Journey

source: www.corporatevisions.com

1 32

They lead their customers through the Buyer’s Journey

• Challenge them

• Destabilise them

• Challenge the status quo

• Get them out of comfort zone

• Take them to the negative future

• Sell your insights

• Provide evidence

• Cost justify

• Lead them through the

process

• Take them to the beach

• Sell your insights

• Sell your experience

• Take them to the negative

future

• Create a sense of urgency

• Monetise the cost of delay

• Take them to the beach

• Guide them to take action

• Take the order

Recommended reading

What did sales winners do differently?* 1. Educated me with new ideas or perspectives

2. Collaborated with me

3. Persuaded me we would achieve results

4. Listened to me

5. Understood my needs

6. Helped me avoid potential pitfalls

7. Crafted a compelling solution

8. Depicted purchasing process accurately

9. Connected with me personally

10.Overall value from the company is superior to others*What Sales Winners Do Differently, RAIN Group, 2013

1. Success in sales is simple, but not easy

2. Closing skills => Prospecting skills

3. Sales mindset => Collaborative mindset

Necessary, but not sufficient

What is the single most important thing that top sales performers do?

1. Challenge their clients

2. Inspire and educate

3. Sharing their insights

www.flickr.com/photos/winemegup/3641912321

Get it right

www.flickr.com/photos/horacio/3781750

David R Ednie

President & CEO

SalesChannel Europe

Ph: +33 676 60 09 25 (FRA)

Email: david@saleschannel-europe.com

Website: www.saleschannel-europe.com