Welcome 09.00 - INTRO.

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Presentation transcript:

Welcome 09.00 - INTRO

Aligning The Sales Process SELLING PROCESS BUYING PROCESS TARGET PROSPECTS STATUS QUO QUALIFY RECOGNISE NEED TO CHANGE RECOGNISE NEED TO CHANGE UNDERSTAND NEED DEFINE PROBLEM PROPOSAL EVALUATE OPTIONS CLOSE CLOSE SELECT BEST FULFILL IMPLEMENT UP-SELL AND CROSS-SELL ASSESS VALUE

1 2 3 Partnership Selling Understand Options Select Cognitive Thinking Divergent Thinking 3 Select Convergent Thinking

3 1 2 2 1 3 Partnership Selling Partnership Selling Traditional Selling 3 1 2 2 1 3 Asking, learning, exploring Searching for a fit Customer focused Pitching, Presenting, Telling, Assuming a need Product/service focused

FIX AVOID ACHIEVE Buyers Solution Image Breaking News Competition Boss Organisational Issues Family Breaking News Online Competition Emerging Market Opportunities Pricing Managing Through a Downturn Service Wants Decline in GOS Liquidity Personal-Emotional Staff Business Issues Risk Aversion Margin Growth FIX ACHIEVE AVOID

Think about your customers and Prospects… Question... Think about your customers and Prospects… …Do you truly know their “Solution Image”? FIX ACHIEVE AVOID 11.20

Find us today... at our stand in the atrium Thank you Find us today... at our stand in the atrium 09.00 - INTRO