Transforming Your Selling Experience Frank Rock, M ED,FSII Director Partnering with
Most Intelligent On the way to the top ruthless but not very bright Highly creative but slightly mad The majority obsessed with drink sex
Examples of Harvests Client Work
4 So who are Harvest? Harvest the People Development Specialists: We partner with organisations to develop the skills, behaviours and mindsets required to achieve your business objectives. Creating high Performance Cultures Management & Leadership Development Vision & Strategy Development Talent Development
Background music Bankruptcies Tighter credit and budgets Fewer prospects Cautious buyers Increased unemployment Can we survive ? Need More sales!!! 5
What can you do to transform your selling experience into a competitive advantage ? 6
7 Success in establishing a competitive advantage is the direct result of your sales teams ability to create value for your customers
8 How can you insure that your sales team consistently outperforms your competition?
Energy Edge Ideas Values Ideas High Performance…..
Competitive advantage Understand your value How you assess and manage performance drivers - Right people on the bus - Value based selling model - Management support through coaching - Reward the right behaviours 10
Competitive advantage The Right People (Talents & Traits) The Right Process (Skills and Tools) The Right Support ( Leadership and Coaching) The Right Commitment ( Attitude, Beliefs & Values) VALUE
12 Ask yourself is your sales team focused on selling products Or solving problems?
Value Segmentation High Business impact but substitutable ADVISER High Business impact and differentiated PARTNER Substitutable and low business impact SUPPLIER Differentiated but Low business impact VALUE ADD Business Impact Product / Service Differentiation HIGH LOW HIGH
Competitive advantage The Right People (Talents & Traits) The Right Process (Skills and Tools) The Right Support ( Leadership and Coaching) The Right Commitment ( Attitude, Beliefs & Values) VALUE
The Right People Goal clarity Achievement drive Emotional IQ People skills Coach-ability View of selling View of abilities Perceived competence Build relationships Open to change 15 Need a success profile that helps you recruit people that will create value for customers
Competitive advantage The Right People (Talents & Traits) The Right Process (Skills and Tools) The Right Support ( Leadership and Coaching) The Right Commitment ( Attitude, Beliefs & Values) VALUE
The Right Process Sales process that : Creates trust / rapport Uncovers needs / wants Builds credibility Explores for value and measures expectations Differentiate value of solutions Overcomes value gap Gets the decision 17
Competitive advantage The Right People (Talents & Traits) The Right Process (Skills and Tools) The Right Support ( Leadership and Coaching) The Right Commitment ( Attitude, Beliefs & Values) VALUE
19 Managers capable of developing competence and confidence in creating value for customers the key is COACHING
What stops coaching? Managing v coaching ( mixed messages) Competing agendas (time & focus) Overcoming relationship issues ( low trust) Focusing on under performers ( issues management) Perception of manager / coach ( value proposition) 20
Competitive advantage The Right People (Talents & Traits) The Right Process (Skills and Tools) The Right Support ( Leadership and Coaching) The Right Commitment ( Attitude Beliefs & Values) VALUE
The Right Commitment Leadership Alignment Performance Engagement Development opportunities 22
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