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Increasing Sales Productivity ! CPMR January 13, 2010

Increasing Sales Productivity ! CPMR January 13, 2010. Frank Foster and Associates Performance and Development Solutions 516 Balliol St. Toronto, ON, Canada 416-492-8064 frankfoster@rogers.com A member of the Canadian Training Network. GBS. General Benefit Statement

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Increasing Sales Productivity ! CPMR January 13, 2010

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  1. Increasing Sales Productivity!CPMRJanuary 13, 2010 Frank Foster and AssociatesPerformance and Development Solutions 516 Balliol St. Toronto, ON, Canada 416-492-8064 frankfoster@rogers.com A member of the Canadian Training Network

  2. GBS General Benefit Statement “I help people like you make more money”!

  3. Selling Has Changed! • Customers today don’t want cookie cutter solutions • They want professional and knowledgeable partners • They’re buying relationships

  4. Business has changed! - people want customized solutions - they expect professional service - you must be knowledgeable - they want you to build trust = Long Term Relationships

  5. Groceries

  6. Agenda Today we will learn: • The Facts – the world of selling is changing • 5 Common Human Factors • What makes you different? • Creating Value • The Prospecting Process • Understanding Different Customers • Selling Benefits • Managing Major Accounts to Increase Sales Productivity

  7. The Changing World of Selling- the Facts –lBuyers are better trained than sellers – with technology they have access to more information –l      Buyers talk partnerships not preferred suppliers –l Buyers will switch suppliers because they feel they are not appreciated –lAccount Selling Teams must work with Account Buying Teams to succeedand improve profits –lBuyers sell the close … Negotiate the order! –lMost Salespeople are not equipped to sell in today’s competitive market – Are you?

  8. Traditional Selling Model Rapport Building Needs Determination Solution Process Closing

  9. Today’s Consultative Selling Model Rapport Building Needs Determination Solution Process Closing

  10. Two Goals of Every Organization 1.   To acquire and maintain customers. 2.   To sell as much as possible .... .... at a profit!

  11. 5 Common Human Factors…Things We Know About Change and People That Can Help Us Reach Those Goals

  12. 5 COMMON HUMAN FACTORS l People base many of their decisions on emotion not on logic

  13. 5 COMMON HUMAN FACTORS l People base many of their decisions on emotion not on logic l People use perceptions as facts

  14. 5 COMMON HUMAN FACTORS l People base many of their decisions on emotion not on logic l People use perceptions as facts l People have preconceived ideas

  15. Zap the Qwerty's

  16. 5 COMMON HUMAN FACTORS l People base many of their decisions on emotion not on logic l People use perceptions as facts l People have preconceived ideas l People don’t read

  17. It’s not that we can’t read…

  18. Often it’s because we don’t take the time to read…

  19. And organizations don’t make it easy …

  20. Or this one…

  21. Sometimes we just don’t think about it…

  22. Visuals work!

  23. People don't read!Read this sentence -FEWER FUSE FAILURES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF YEARS.Now count all the F's in the above sentence only once. Don't go back and count them again. Write down the number you counted.How many did you count? 

  24. Ode to the Spell Checker Eye have a spelling chequer It came with my pea sea It plainly marques four my review Miss steaks eye kin knot sea. Eye strike a key and type a word And weight four it two say Weather eye am wrong ore write It shows me strait a weigh. As soon as a mist ache is maid It nose bee four two long And eye can put the error rite Its rare lea ever wrong. Eye have run this poem threw it I am shore your pleased two no Its letter perfect awl the weigh My chequer tolled me sew.

  25. 5 COMMON HUMAN FACTORS l People base many of their decisions on emotion not on logic l People use perceptions as facts l People have preconceived ideas l People don’t read l People think they are unique and want to be treated that way

  26. MMFI

  27. 5 COMMON HUMAN FACTORS l People base many of their decisions on emotion not on logic l People use perceptions as facts l People have preconceived ideas l People don’t read l People think they are unique and want to be treated that way

  28. BUT......... THE World of Selling is Changing 1 1

  29. Product Place C Price Promotion The Four Ps of the Marketing Mix

  30. USP • Unique Selling Points Product Place Promotion Price What makes us stand out in the minds of our customers?

  31. PLACE • CHANGE

  32. CHANGE

  33. Traditional Distribution Channel Raw materials Get manufactured Are shipped to a Shipped to retail Gets to the final wholesale or consumer distributor

  34. Today’s Distribution Channel Bypass channel intermediaries

  35. Change: Disintermediation will affect your business. Pro-act or Re-act!

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