“Your Million Dollar Sales Success” $1,000,000.00.

“Your Million Dollar Sales Success”

$1,000,000.00

@veltonshowell


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?


What has changed in your market over the past 10 - 15 years?


The Old Process

• The sales person controlled about 70% of the process.

• Client participation was about 30% of the process.


The Old Process• Prospecting • Qualifying• Understanding Customer Needs• Presenting • Negotiating • Supporting • Closing


How do customers view sales professionals?


• 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


What are customers looking for in a

sales professional?


• What should be the sales professionals goal?• Trusted Advisor!

• Expert• Confidant• Business Partner


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


• 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


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


Executive Buyers

• 90% Informal Research

• 69% Peer Conversations

• 58% Industry Research

• 44% Anonymous Research

• 37%Posted On-line

• 65% Social Media


How do most Sales Professionals view

most Customers?


• The means to an end• Achieving quota

• A transaction

• $$$$$$$$$ “Revenue”

• A partner for a long-term mutually beneficial relationship


How do you manage your relationships?


• 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?


Who is your “BEST CUSTOMER” and Why?


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?


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)


• 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?


• Do you have an electronic touch point system to support your sales efforts?

• What program is in place to insure the re-sale?


Who on your team is responsible for

supporting you?


• 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?


General Principles Any Sales Professional Should Know


• 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?


Stay in touch with Velton at:

•www.veltonshowell.com

•[email protected]

•www.linkedin.com/veltonshowell111

•www.facebook.com/StrategicSolutionsLLC

•Twitter: @veltonshowell

@veltonshowell

“Your Million Dollar Sales Success” $1,000,000.00.

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