Value Added TM Sales: Making a difference Alexander/Hancock Associates  2001

 2001 Alexander/Hancock Associates What is Value Added Sales? Uses consultative approaches Uses consultative approaches Seeks to uncover needs Seeks to uncover needs Works as a partner Works as a partner Provides win-win solutions Provides win-win solutions Builds relationships, then sales Builds relationships, then sales Adds value to client Adds value to client

 2001 Alexander/Hancock Associates Consultative Approaches Learns about client through questions Learns about client through questions Depends on proactive listening Depends on proactive listening Sees problem through client’s eyes Sees problem through client’s eyes Maintains integrity Maintains integrity Seeks best solution for customer Seeks best solution for customer (vs. sales commissions)

 2001 Alexander/Hancock Associates Seeks to Uncover Needs Questioning/Listening skills Questioning/Listening skills Reads “between the lines” for needs Reads “between the lines” for needs implied implied Focuses on solutions, not products Focuses on solutions, not products Offers options, lets client choose Offers options, lets client choose Avoids product based solutions Avoids product based solutions Provides counsel vs. quick fix Provides counsel vs. quick fix

 2001 Alexander/Hancock Associates Works as a Partner “Sits on same side of table as client” “Sits on same side of table as client” Helps client evaluate options Helps client evaluate options Sees long term relationship as the focus Sees long term relationship as the focus Offers recommendations that generate sales Offers recommendations that generate sales

 2001 Alexander/Hancock Associates Provides Win-Win Solutions Isolates needs (vs. positions) Isolates needs (vs. positions) Generates additional, creative (attractive) options Generates additional, creative (attractive) options Demonstrates win-win paybacks Demonstrates win-win paybacks Focuses on relationship (vs. winning the negotiation) Focuses on relationship (vs. winning the negotiation) Stays on “same side of table” Stays on “same side of table”

 2001 Alexander/Hancock Associates Builds Relationships, then sales People only buy (long term) from those they trust People only buy (long term) from those they trust Develops relationship of trust, counsel Develops relationship of trust, counsel Seeks first to understand client need Seeks first to understand client need Feeds back client need to demonstrate empathy, understanding Feeds back client need to demonstrate empathy, understanding Always maintains integrity Always maintains integrity

 2001 Alexander/Hancock Associates Adds Value to Client n Brings new data to bear on the problem n Honestly admits when product NOT a good match (recommends others) n Takes a business-based approach to solutions n Recommends valuable (profitable) added services, features

 2001 Alexander/Hancock Associates Value Added Sales TM vs Traditional Sales n Relationship based n Long term focus n Solution centered n Depends on integrity, trust n Focuses on adding value n Defers product discussions n Transaction based n Short term sale focus n Product centered n Depends on “smoothness” n Focuses on closing Begins with product discussions

 2001 Alexander/Hancock Associates Our Approach Document what your “stars” do Document what your “stars” do Replicate that with others Replicate that with others Develop communication skills Develop communication skills Develop negotiation skills Develop negotiation skills Develop presentation skills Develop presentation skills Instill good work habits Instill good work habits Install measurable targets Install measurable targets

 2001 Alexander/Hancock Associates Why Alexander/Hancock? Successful strategy requires creative approach Successful strategy requires creative approach Value added approach: Value added approach:  reaches beyond immediate sale, uncovers needs  builds relationships, loyalty  takes long term view of the relationship  puts client and vendor on same side of table  focuses on upgrading skills of all sales people  changes the philosophical approach to sales