Base Seminar: Agile Selling with Jill Konrath
Embed Size (px)
Transcript of Base Seminar: Agile Selling with Jill Konrath
P R E S E N T E D B Y B A S E C R M
Agile Selling with Jill KonrathHow to become an overnight sales expert in todays ever-changing sales world
!Date: May 28, 2014
Jill KonrathAuthor of Agile Selling
Salespeople are busy people
Always on their list to learn:
The product The industry The buyer New sales technology The economy
A salesperson always needs to bring new ideas, new insights and new information to the table.
The Agile Seller
Craig Wortmann! An agile seller is somebody who can quickly
learn new tasks so they can be productive. !
Learning agility is one of the key indicators of success in any career.
Important factors in the purchase decision
Craig WortmannMost important factors according to salespeople:
Pricing Brand Product
Most important factors according to buyers:
Interaction with the salesperson
Getting-better goals > performance-based goals
Craig WortmannPerformance-based goals Discouraging Too much of a stretch
Achievable Move you towards your end goal
Understanding WHO you are selling vs WHAT you are selling
Craig Wortmann The need to understand the buyer and
situation is more important than the benefits or features of the product
If you dont understand how a buyer is handling their problem you have nothing to compare your product to.
You are probably using LinkedIn the wrong way
Craig Wortmann Dont build your profile for your future HR manager. (Unless you need a new job) !
Write your profile so that your prospective customer will look at you as a valuable potential resource.
Thanks for joining us firstname.lastname@example.org