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2019-11-19 1
@TiborShanto
Closing the Sales Gap: How to become your customers’ emotional favourite
Speakers
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2019-11-19 2 Today’s Program
- Welcome, Introduction
- Presentation
- Q&A
- Evaluation
@TiborShanto
Is It Really The Lead
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Closing the Sales Gap: How to become your customers emotional - - PDF document
Closing the Sales Gap: How to become your customers emotional - - PDF document
2019-11-19 Closing the Sales Gap: How to become your customers emotional favourite @TiborShanto 1 Speakers 2 1 2019-11-19 Todays Program Welcome, Introduction Presentation Q&A Evaluation 3 Is It Really The
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SLIDE 3
2019-11-19 3
@TiborShanto
12 – 18 Months from Purchase
@TiborShanto
Decision
Buyers
6 Months 9 Months 12 Months 18 Months 24 Months 3 Months
Prospects Suspects
5 6
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2019-11-19 4
@TiborShanto
Decision
Buyers
6 Months 9 Months 12 Months 18 Months 24 Months 3 Months
Prospects Suspects Messaging & Tactics
@TiborShanto
- Pain
- Needs
- Solutions
7 8
SLIDE 5
2019-11-19 5
@TiborShanto
Status Quo
- Happy
- Not Looking
- A Reps biggest competitor
- Averseness to changes
- Satisfied
@TiborShanto
Satisfaction Myth
Satisfaction = Loyalty Satisfaction ≠ Loyalty
75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied
- r completely satisfied’ with the vendor they left,
at the time they switched.
‘Customer Loyalty Guaranteed’ Bell & Patterson 9 10
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@TiborShanto
What Do They Have In Common?
Objectives
@TiborShanto
Buyers/Prospects do not set out to buy “Things” They Want To Achieve Results Business Impacts
OBJECTIVES
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2019-11-19 7
@TiborShanto
Objectives
- 1. Specific result
Measurable Strategic activities For example: minimizing expenses by X%, expanding to identified international markets, increase in profit X%.
- 2. Not: bias, based on attitude, belief, or opinion. Opposite
- f subjective.
@TiborShanto
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SLIDE 8
2019-11-19 8
@TiborShanto
Decision
Buyers
6 Months 9 Months 12 Months 18 Months 24 Months 3 Months
Prospects Suspects
@TiborShanto
Objectives: The Value Stack
Risk Avoidance
- Blind spots Unknown To Buyers
Buyers Prospects Suspects
Lack or Awareness Competitive & Market Product
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2019-11-19 9
@TiborShanto
Objectives: The Value Stack
Financial
- More than just revenue and cost take out
Buyers Prospects Suspects
F/X exposure Commodity hedging Credit Terms
@TiborShanto
Objectives: The Value Stack
- Input Outputs
- Redeploy to core capabilities
- Empty calorie word
- Picture is worth 1,000 word
- Tied to Other Objectives
Time Shifting
Buyers Prospects Suspects
Extend Life of Assets Shorter Cycles On Time Deployment
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2019-11-19 10
@TiborShanto
Objectives: The Value Stack
Productivity
Empty Calories
- Input Output
Buyers Prospects Suspects
Long-Term Strategic Near Term Tactical Reinvest
@TiborShanto
12 – 18 Months from Purchase
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SLIDE 11
2019-11-19 11
@TiborShanto
Next Year’s Quota
Emotional Favorite
@TiborShanto
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SLIDE 12
2019-11-19 12
Fawn Annan, ITWC fannan@itwc.ca
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