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The Chart

The Chart. Getting to the Next Level From The Accidental Salesperson By Chris Lytle. The Categories. Level 4: Sales & Marketing Professional Level 3: Professional Salesperson Level 2: Salesperson or Problem Solver Level 1: Account Executive. Level of Trust.

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The Chart

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  1. The Chart Getting to the Next Level From The Accidental Salesperson By Chris Lytle

  2. The Categories • Level 4: Sales & Marketing Professional • Level 3: Professional Salesperson • Level 2: Salesperson or Problem Solver • Level 1: Account Executive

  3. Level of Trust • Level 1: Neutral or Distrustful • Level 2: Some Credibility • Level 3: Credible to Highly Credible • Based on Salesperson’s History • Level 4: Complete Trust • Based on established relationship and past performance

  4. Goal/Call Objective • Level 1: To open doors, see what’s there • Level 2: To persuade & make a sale, or to advance the prospect through the process • Level 3: Customer creation and retention; find the fit; upgrade client & gain more info • Level 4: To continue upgrading and increase share of customer’s business

  5. Approach and Involvement • Level 1: Minimal or Nonexistent • Level 2: Well-planned; work to get prospect to buy into the process • Level 3: True source of industry information and business intelligence • Level 4: Less formal and more comfortable because of trust and history

  6. Concern or Self-Esteem Issue • Level 1: Being Liked • Level 2: Being of service, solving problems • Level 3: Being a resource • Level 4: Being an “outside insider”

  7. Pre-call Preparation • Level 1: • Memorize a canned pitch, or “wing it” • Level 2: • Set call objectives; prescript questions; articulate purpose-process-payoff • Level 3: • Research trade magazines, Internet; analyze client’s competition • Level 4: • Thorough preparation, sometimes with proprietary information unavailable to other reps

  8. Presentation • Level 1: • Product literature, spec sheets, rate sheets • Level 2: • Product solution for problem they uncover during needs analysis • Level 3: • Systems solutions • Level 4: • ROI proof and profit improvement strategies

  9. Point of Contact • Level 1: • Buyer or purchasing agent • Level 2: • End users as well as buyer or purchasing agent • Level 3: • Buyers, end users, and an “internal coach” or advocate within client’s company • Level 4: • “Networked through the company; may be doing business in multiple divisions

  10. Change in Attitude I • Sales techniques and pressure took precedence over solving a prospect’s problem. • Silent close: Ask a question and listen. • First one to speak “loses.” Right idea, wrong attitude • Pushy vs. Professionally Persistent • Take your relationship with each client to the next level.

  11. Change in Attitude II • Align your sales behavior with those things that buyers value most in salespeople. • You buy time when you gain trust. • Your clients and prospects can teach you a lot about selling by the way they react to you. LEARN!

  12. Dealing with Tough Customers I Car dealer who cancelled his order

  13. Dealing with Tough Customers II • Tough customers don’t want to deal with pushover salespeople. • You’ve got to be different. • Pre-call planning is vital. • The customer is always right, unless the customer is wrong. • Be willing to walk away from a bad deal or a bad character. • Have friends inside the organization.

  14. Magic Phrase • “This is the way I work…” • Tell your prospects how you are going to sell them before you try to sell them your product or service. • Transparency: If they buy the way you sell, they’ll buy more of the things you sell. • Sell them on how you sell, and the pressure is off; less pressure; less defensive.

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