1 / 74

Inspired Executive Search

Inspired Executive Search. Sales Simplified November 1, 2018. ASCSP2018 Conference. 614.947.0050 330.697.5414 chrishock@griffonpartners.com www.griffonpartners.com. Bearings The Situation: Past and Current Why The “Challenger” Sales People are Leaders

priscillaw
Télécharger la présentation

Inspired Executive Search

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Inspired Executive Search Sales Simplified November 1, 2018 ASCSP2018 Conference 614.947.0050 330.697.5414 chrishock@griffonpartners.com www.griffonpartners.com

  2. Bearings The Situation: Past and Current Why The “Challenger” Sales People are Leaders The “Big 4” Fundamentals of Selling Services Why Based Customer Engagement Targeting Planning and Time Management Reverse Engineering Success/ Metrics Story Time and “Chris Solve My Problem” Inspired Executive Search What We’ll Cover:

  3. Gee I wish… Inspired Executive Search What do you want to take away?

  4. Inspired Executive Search What does a good salesperson look like?

  5. Inspired Executive Search The Situation: Then and Now

  6. Inspired Executive Search The 90’s

  7. Inspired Executive Search The 90’s Sales Situation

  8. The beginning of “solution selling” The beginning of “ROI selling” “VITO” selling, Very Important Top Officer Inspired Executive Search Popular Selling Themes Then

  9. Inspired Executive Search Now…

  10. Inbound? The “Challenger” WHY? – ROI and statistics are important but de-emphasized. “Don’t move the needle like they used to”. Consensus Buying and Selling – VITO might get you in the door but you now begin where the process used to end. Inspired Executive Search Evolution of Selling Themes

  11. Inspired Executive Search Implication Is now crazy What was simple

  12. Inspired Executive Search Customer’s today…

  13. Inspired Executive Search

  14. Inspired Executive Search Story Time: The BlackBerrry and the iPhone

  15. Inspired Executive Search

  16. Inspired Executive Search

  17. Who Won? Why? Inspired Executive Search

  18. Why? Inspired Executive Search Simon Sinek’s “Golden Circle”

  19. What is your why? What does your service do for your clients? What greater purpose does it serve for them? Why do you sell? Inspired Executive Search Why?

  20. Inspired Executive Search The Rise of The Empowered Customer

  21. Inspired Executive Search The internet is often the client’s first or primary advisor, not you!

  22. Race to the bottom (lower fees) plus a more inefficient process More competition Firmer client expectations and opinions Bottom line: A more empowered client Inspired Executive Search Implications

  23. Inspired Executive Search Trends and changing’ times…

  24. What you’ve been taught is probably somewhat wrong in terms of performance. Relationships? Sure but what kind? Your biggest competitor is often the “status quo” or “good enough”. Which way do you lean? Inspired Executive Search Implications

  25. Pros: You have an ROI Referral source Deep expertise – “Good People” Cons: You rely way too much on ROI Referral sources are tough and unpredictable Differentiation: you all sort of look alike Inspired Executive Search Cost Seg Sales Situation

  26. Inspired Executive Search

  27. Differentiate: Connect your WHY to your Client’s WHY Lead: Embrace your role as a business advisor Teach, Tailor and Train - Show The Pain of Same > The Pain of Change Inspired Executive Search Differentiate and Lead

  28. To do so: Put yourself in your client's shoes Simplify: Take the complex, break it down and make it simple. Mindset: Ownership > Accountability Inspired Executive Search Differentiate and Lead –cont’d

  29. Or: What and how do we communicate? Aka.. “What do we say?” Who do we say it to? How often do we say it? Enter “The “Big 4”: Why Based Customer Engagement Targeting Planning and Time Management Reverse Engineering Success/ Metrics Inspired Executive Search So, what do we do now?

  30. What do we say?

  31. Inspired Executive Search

  32. ”New School” The myth of “Inbound" Lack of connection or resonance Poor first impressions Questions that feel like a survey to manipulate (Bad used car lot) Carpet bombing / low quality email marketing Implication: Very little success / avg. “click through” rates in the 2-7% range. Note not/sales. “Bottom Dragging”… you get bottom feeding customers (low margins + high pain in the ass) Solution: ”What’s old is new agian”... Inspired Executive Search Engaging With Customers – Common Pitfalls

  33. An antidote to the problem of the challenger customer: Prevent the fee race to the bottom. Turn yourself back into the advisor instead of the internet. Provide uncommon insight to relieve competitive pressure. Objectives: CONNECT to create TRUST. Be a BUSINESS ADVISOR by diagnosing important problems then TAILORING and SIMPLIFYING the purchase. TEACH and TAKE CONTROL to reduce burden on the customer while guiding them to avoid risk, cost and inefficiency. Inspired Executive Search Engaging With Customers By Starting With Why

  34. Inspired Executive Search We Buy on Emotion and Justify with Logic

  35. Connect – Create Trust Transition – Show Relevance Question – To Create Understanding Transition – Show Value Close – To Move Forward Inspired Executive Search Why Based Engagement Client Contact Formula

  36. Connect With Them Personally: University? Hometown or place they live now? A cause they are involved in? Complement them Professionally: Their experience Professional background, award or business accomplishment Pro Tip: Be authentic and do your homework. Use google, and LinkedIn. 30 seconds of research goes a long way. You don’t have to be a research librarian. Inspired Executive Search Step 1: Connect to Create Trust

  37. Transition or The Reason for Your Contact: Relevant valuable reference project. Competitor, known company, etc… Trend Pro Tip: Be brief, use names, establishes credibility and relavance at the same time. Also subdtley creates FOMO or a desire to “Keep up With The Jones". Inspired Executive Search Step 2: Transition – To Show Relevance

  38. Interview not interrogate them with thoughtful, relevant questions/ examples: What’s important to you? How would you describe your organization’s purpose? What does success look like? What are the business goals that need accomplished? What’s working well? What would you like to fix or improve? What happens if they aren’t? Timing? Budget? What’s the cost of the status quo? (doing nothing) Inspired Executive Search Step 3: Question – To Create Understanding

  39. Recap Understanding: If I understand you correctly then you would like to _________ but are running into challenges with _________ that are costing you______. I believe we can help you with ___________ which should provide you with _______ and save you ______ . How does that sound to you? Inspired Executive Search Step 4: Transition – Show Value

  40. Just ask: Inspired Executive Search Step 5: Close – To Move Forward

  41. 10 – 20 touches to connect: Email then Call or Call then email Then 2, 4, 7 day follow up plan Try different times to catch them at their desk Set Up: Use Email and/ or LinkedIn to Set Up Be Specific in your messages as to time you will call and/ or your intent to follow up Inspired Executive Search Engagement – Follow Up and Set Up

  42. What are 2-3 reference projects you can use as a transition? What was the dollar value of benefit? What was the client able to do with that money? In general what was the root of the story and how it benefited your client. Develop your questions. Inspired Executive Search Exercise or Homework

  43. Inspired Executive Search Who do we say it to?

  44. Inspired Executive Search

  45. No list List with too few companies ( one client had 4) Too many companies List isn’t used and gathers literal or digital dust Inspired Executive Search Targeting – Common Problems

  46. Scenario: You are competing in a contest. The one who closes the most deals in 30 days wins $1,000,000. Questions: As you sit to make your list of prospects you want to call: Who are the top 3, top 10, top 20, top 50 and beyond on the list and Why? Inspired Executive Search Targeting

  47. What companies will pay you the highest fees, give you the most business, that will be the fastest to close? A mental exercise to produce a physical list designed to ensure you focus energy on companies that maximize: Margin Volume Speed to close Inspired Executive Search Targeting – Consider

  48. Inspired Executive Search Setting up Your Goldmine

  49. To get set up, block out 4 hours or more: Consider what are the attributes of the best (most profitable companies) you’ve worked with. List them out. Size, Geography, Industry, Growth, Turnaround, etc… Strength of connection. Business Condition-Growth, Turnaround, Steady or Declining? Remember – sometimes you find gold in unexpected places. Inspired Executive Search Targeting – Take Time to Build a Strategy

More Related