Top 25 Sales Influencers for 2012 â OpenView Labs. 50 Most Influential People in Sales Lead Management in 2010. 2010 T
The Objective Seller Tibor Shanto Renbor Sales Solutions Inc.
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Commitment to Action
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Today’s Focus FIRST:
WHO YOU SELL TO
SECOND:
HOW YOU SELL TO THEM
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70% Status Quo
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Status Quo • Reluctant to Change Closed to alternatives • Happy and not looking • Satisfied
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Target Market 70% Status Quo
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Target Market 70% Status Quo
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Target Base Market 70% Status Quo
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Mainstream: Happy/Satisfied Not Looking = Closed alternatives Old Perception: Happy Not –Looking = Closed to alternatives 75% of customers who– leave or switch vendors for to a competitor,
when asked, say they were ‘satisfied or completely satisfied’ Yet to be presented with or perceive a solution to help them with the vendor they left, at the time they switched. achieve their Objectives – and therefore worth pursuing! ‘Customer Loyalty Guaranteed’ Bell & Patterson
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75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched. ‘Customer Loyalty Guaranteed’ Bell & Patterson What’s in Your Pipeline?
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Old Perception: Happy – Not Looking = Closed to alternatives
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Old Perception: Happy – Not Looking = Closed to alternatives What’s the one thing the All Have In Common?
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Old Perception: Happy – Not Looking = Closed to alternatives Yet to be presented with or perceive a means to help them achieve their Objectives – and therefore worth pursuing!
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DiscoverOrg: This would be a good place to highlight the depth of the offering, allowing users to confidently engage a larger segment Triggers Ability to look for similar scenarios to the ones they just sold
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1. A specific result that a person/company sets to achieve within a time frame and with available resources. Objectives are more specific and easier to measure than goals. Objectives are basic tools that underlie all planning and strategic activities. They serve as the basis for creating policy and evaluating performance. Some examples of business objectives include minimizing expenses, expanding internationally, or making a profit. 2. Neutral (bias free), relating to, or based on verifiable evidence or facts instead of on attitude, belief, or opinion. Opposite of subjective.
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My 18 Month Objectives I Increased revenues by 15% I Increased margins by 20% I ran a half marathon in under 1:50 I picked up 2 clients in Asia, 1 in Africa, and 1 in India Trained 3 of the top 5 integrators in Ontario
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Objectives • Objectives are the most POWERFUL and POSITIVE FORCE you can harness in delivering VALUE TO YOUR BUYERS AND TO YOUR COMPANY • Objectives are Much more powerful than Pain, Needs or Solutions • Every business – business owner – business person, has objectives • Not all of those same people have or perceive a pain or a need, or recognize they have a problem in search of a solution • Pain – short lived, people learn to cope; objectives – uplifting, people can’t get enough. What’s in Your Pipeline?
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Value Value Proposition prop·o·si·tion /ˌprɒpəˈzɪʃən/ Show Spelled[prop-uh-zish-uhn] Show IPA noun 1. the act of offering or suggesting something to be considered, accepted, adopted, or done. 2. a plan or scheme proposed. 3. an offer of terms for a transaction, as in business.
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Actionable Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge GAPS between where the buyer is now – and – their
objectives!
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How Do I Know What Their Objectives Are
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Client Life Cycle
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Why People Buy
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Why People Buy
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Connector
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Increase # of calls Save fuel & Inventory costs Accelerate receivables
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Tracks Assets & Inventory control Response time On the spot billing
1 more call per truck
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Increased return on assets Green
Shorter collection periods
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Increase # of calls Save fuel & Inventory costs Accelerate receivables
What’s in Your Pipeline?
Tracks Assets & Inventory control Response time On the spot billing
1 more call per truck
www.SellBetter.ca
Increased return on assets Green
Shorter collection periods
(855) 25-SALES
Increase # of calls Save fuel & Inventory costs Accelerate receivables
What’s in Your Pipeline?
Tracks Assets & Inventory control Response time On the spot billing
1 more call per truck
www.SellBetter.ca
Increased return on assets Green
Shorter collection periods
(855) 25-SALES
Increase # of calls Save fuel & Inventory costs Accelerate receivables
What’s in Your Pipeline?
Tracks Assets & Inventory control Response time On the spot billing
1 more call per truck
www.SellBetter.ca
Increased return on assets Green
Shorter collection periods
(855) 25-SALES
Connector
Increase # of calls Save fuel & Inventory costs Accelerate receivables
What’s in Your Pipeline?
Tracks Assets & Inventory control Response time On the spot billing
1 more call per truck
www.SellBetter.ca
Increased return on assets Green
Shorter collection periods
(855) 25-SALES
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Connector
Tracks Assets & Inventory control Response time On the spot billing
What’s in Your Pipeline?
1 more call per truck
www.SellBetter.ca
Increased return on assets Green
Shorter collection periods
(855) 25-SALES
How Do I Know?
Win
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– Lose – Draw 360o Deal Review
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360o Deal Review
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Key To Objectives • • • • • •
How can you directly support their goals? Can you help resolve their biggest issue? Can you help them reduce risk? Can you add value to their services? Can you enhance their reputation? Can you reduce their cost of doing business?
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Connector
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I am curious Henry, how much of your current revenue comes from Existing clients vs. New clients?
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I am curious Henry, how much of your current revenue comes from Existing clients vs. New clients? About 88% Existing, 12% New. So Henry, if I looked at your 2014 plan, what did you have there as your goal?
Oh, I had planned 80% existing, 20% new
GAP
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The Follow-Through GAP Selling Where they are now How they measure the situation Where they had planned or hoped to be Establish and re-establish the Gap Quantify the impact of addressing the Gap Quantify the impact of inaction Extrapolate over the course of ownership/benefit
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Where they are now How they measure the situation Where they had planned or hoped to be Establish and re-establish the Gap Quantify the impact of addressing the Gap Quantify the impact of inaction Extrapolate over the course of ownership/benefit
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What do you attribute that to? Too much time with their base Call reluctance Dependency on marketing Don’t deal/manage objections well
If you were at plan, what would be different? Bigger market share Reduced cost per sale Increase in higher margin services related revenues Over all margins improved
Where they are now How they measure the situation Where they had planned or hoped to be Establish and re-establish the Gap Quantify the impact of addressing the Gap Quantify the impact of inaction Extrapolate over the course of ownership/benefit
What’s the downside if you continue to miss? What's the cost of not acting? At your objective, what would be the potential return? And the average tenure of your reps?
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Building a Better Question Generic • If we were sitting here a 18 months from now, and you were telling me that the team had hit a grand slam, What would that look like? • So Why aren’t we there now?
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To Summarize • • • • •
Objectives more powerful than Pain, Needs or Solutions Objectives Expand your Market and Opportunities Actionable Definition Of Value Know Why Things Happen the Way They Happen The Right Questions are Based on the Right Answers
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Time To Commit
Write Down Three Things You Will Put Into Practice
When
1)
2) 3)
http://is.gd/ROODL
[email protected]
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Tibor Shanto
Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014 Top 50 Sales & Marketing Influencers for 2014 – Top Sales World Top 25 Sales Influencers for 2014– OpenView Labs Gold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards 50 Most Influential People in Sales Lead Management in 2013 Top 50 Sales & Marketing Influencers for 2013 – Top Sales World Top 25 Sales Influencers for 2013– OpenView Labs Top 50 Sales & Marketing Blogs 2012 – Top Sales World 25 Influential Leaders In Sales – 2012 Edition – InsideView Top 50 Sales & Marketing Influencers for 2012 – Top Sales World Top 25 Sales Influencers for 2012 – OpenView Labs 50 Most Influential People in Sales Lead Management in 2010 2010 Top 25 Sales Blogs – Top Sales World
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Tibor Shanto • Principal – Renbor Sales Solutions Inc. • Drive numbers by building top sales performers through process and behavioural change • Execution
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The Objective Seller Questions? http://XXXXXXXXXXXXXXX Tibor Shanto Principal Renbor Sales Solution$ Inc. (855) 25-SALES
[email protected] www.SellBetter.ca www.SellBetter.ca/blog twitter.com/TiborShanto What’s in Your Pipeline?
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