Success in sales means selling the way tomorrow's customers want to buy. Necessary, but not sufficient. You must provoke your customers out of their comfort zones and their status quo using your business insights that will challenge their thinking and move them to take positive action.
2. 57% - that's how far the
average B2B buyer is through
the purchase decision before
engaging a supplier sales rep.*
12% - that's how much of your
customer's total mindshare
you as a supplier have across
the entire B2B purchase path.*
57%
12% *CEB study of 1,900 B2B Decision Makers
Did you know?
12. Mindset Shift*
Fixed Mindset Growth Mindset
Intelligence is static Intelligence can be developed
Leads to a desire to look smart and
therefore a tendency to
Leads to a desire to learn and therefore a
tendency to
avoid challenges embrace challenges
give up easily due to obstacles persist despite obstacles
see effort as fruitless see effort as path to mastery
ignore useful feedback learn from criticism
be threatened by others'success be inspired by others' success
*source: Carol S. Dweck, Ph.D
22. Give your customers the ability
to do what they can’t currently
do but would want to if they only
knew it was possible.
The new Golden Rule in Sales is:
38. “Attitude is a choice, and its
available to all.”
Sales Attitude
- Seth Godin
“What actually separates
winners from losers isn’t
talent, its attitude.”
65. White Questions
Green Questions
Black Questions
Red Questions
Current situation
Facts, data & information
white snow: pure, cold hard facts
Desired situation
Future state
Grass, trees, growth, can become
Obstacles
Important, powerful
Dark, night time, can’t see in the dark. Turn on the light to see what
stands between current situation and desired situation.
Feelings
Fire, explosive color, highly emotional
-ve Red: “If Stan doesn’t do something he won’t make his quota. He really needs
some help. Stan needs to talk to you.”
+ve Red: “If Stan overachieves this year, he will probably be promoted to VP
Sales
Asking Questions in Colour
69. Give your customers the ability to
do what they can’t currently do but
would want to if they only knew it
was possible.
They systematically practice
the new Golden Rule in Sales:
71. source: www.corporatevisions.com
1 32
They lead their customers through the Buyer’s Journey
• Challenge them
• Destabilise them
• Challenge the status quo
• Get them out of comfort zone
• Take them to the negative future
• Sell your insights
• Provide evidence
• Cost justify
• Lead them through the
process
• Take them to the beach
• Sell your insights
• Sell your experience
• Take them to the negative
future
• Create a sense of urgency
• Monetise the cost of delay
• Take them to the beach
• Guide them to take action
• Take the order
73. What did sales winners do differently?*
1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded me we would achieve results
4. Listened to me
5. Understood my needs
6. Helped me avoid potential pitfalls
7. Crafted a compelling solution
8. Depicted purchasing process accurately
9. Connected with me personally
10.Overall value from the company is superior to others*What Sales Winners Do Differently, RAIN Group, 2013
74. 1. Success in sales is simple, but not easy
2. Closing skills => Prospecting skills
3. Sales mindset => Collaborative mindset