Post on 18-Jan-2016
“Your Million Dollar Sales Success”
$1,000,000.00
@veltonshowell
“Your Million Dollar Sales Success”
It’s a New Day!
It’s a New Day!
• What has changed in your market over the past 10 - 15 years? • What have we learned? (Trends?)
• How do customers view sales professionals?
• What are customers looking for in a sales professional?
It’s a New Day!
• How do sales professionals view customers?
• Who is your best customers and why?
• How do I outperform my competition in the market?
“Your Million Dollar Sales Success”
What has changed in your market over the past 10 - 15 years?
“Your Million Dollar Sales Success”
The Old Process
• The sales person controlled about 70% of the process.
• Client participation was about 30% of the process.
“Your Million Dollar Sales Success”
The Old Process• Prospecting • Qualifying• Understanding Customer Needs• Presenting • Negotiating • Supporting • Closing
“Your Million Dollar Sales Success”
“Your Million Dollar Sales Success”
How do customers view sales professionals?
“Your Million Dollar Sales Success”
• How do customers view most sales professionals?• Fast Talker • Expert on what they want to deliver not necessarily
what I need• Reasons why• Necessary Evil
“Your Million Dollar Sales Success”
What are customers looking for in a
sales professional?
“Your Million Dollar Sales Success”
• What should be the sales professionals goal?• Trusted Advisor!
• Expert• Confidant• Business Partner
“Your Million Dollar Sales Success”
The New Process
• The sales person’s involvement is only about 3% of the entire selling process
• Web Research and Marketing determine and drive the entrance of the customer into the selling process often with a pre-identified provider
“Your Million Dollar Sales Success”
• Marketing• Customer Determines the Need
• Researches Information
• Inquires into potential purveyors, providers, suppliers
• Evaluates options
• Customer Engages Potential Sales Professional• Evaluates options
• Negotiates terms
• Makes purchase decisions
“Your Million Dollar Sales Success”
“Your Million Dollar Sales Success”
General Buyer• 78% Engage with us through informal information
gathering and self diagnosis
• 59% Peer Conversations
• 48% Industry Conversations
• 44% Anonymous Research
• 37% Posted questions on-line
• 20% Social Media Contacts
“Your Million Dollar Sales Success”
Executive Buyers
• 90% Informal Research
• 69% Peer Conversations
• 58% Industry Research
• 44% Anonymous Research
• 37%Posted On-line
• 65% Social Media
“Your Million Dollar Sales Success”
How do most Sales Professionals view
most Customers?
“Your Million Dollar Sales Success”
“Your Million Dollar Sales Success”
• The means to an end• Achieving quota
• A transaction
• $$$$$$$$$ “Revenue”
• A partner for a long-term mutually beneficial relationship
“Your Million Dollar Sales Success”
How do you manage your relationships?
“Your Million Dollar Sales Success”
• Gartner Predicts CRM Will Be A $36B Market By 2017
• How do you manage your relationships?
• Who on your team is responsible for supporting you?
“Your Million Dollar Sales Success”
Who is your “BEST CUSTOMER” and Why?
“Your Million Dollar Sales Success”
Relationship Selling
Who is your best Customer and Why?
• What Characteristics do they possess?
• What do they do that others don’t?
• How do you evaluate their level of attention or care?
• Do you have a ranking system and contact system?
“Your Million Dollar Sales Success”
Suggested Evaluation Principles
•What is the current revenue potential of the customer for your business unit or that company?
•How frequently has the customer done business with you or your company in the past (what is the potential for repeat business, frequent transactions)
“Your Million Dollar Sales Success”
• How many different products does the customer have the potential in purchasing from you?
• How many different products does the customer have the potential in purchasing from you?
• How do you then rank your Customers to maintain the relationship?
“Your Million Dollar Sales Success”
• Do you have an electronic touch point system to support your sales efforts?
• What program is in place to insure the re-sale?
“Your Million Dollar Sales Success”
Who on your team is responsible for
supporting you?
“Your Million Dollar Sales Success”
• How do you expand your reach inside of the organization to anchor your relationship?
• Who else inside the organization has a vested interest in the success of the process?
“Your Million Dollar Sales Success”
General Principles Any Sales Professional Should Know
“Your Million Dollar Sales Success”
• 10 Problems that your business solves for your identified customer base?
• What sets you apart from your competitors? (your differentiating factor)
• What do you do to maintain and grow your customer relationships?
• How do you use your current customer relationships to infiltrate other customers in their organization or their network?
“Your Million Dollar Sales Success”
Stay in touch with Velton at:
•www.veltonshowell.com
•info@veltonshowell.com
•www.linkedin.com/veltonshowell111
•www.facebook.com/StrategicSolutionsLLC
•Twitter: @veltonshowell
@veltonshowell