From Selling to Co-Creating Dr. Rgis Lemmens Current and Future - PowerPoint PPT Presentation

From Selling to Co-Creating Dr. Régis Lemmens

Current and Future Trends From Selling to Co-Creating

The Co-Creator Sales Trends Analysis Market Sales Management (Targets and Rewards) Knowledge and Competencies Customer Behaviour Sales Process Value Proposition Sales Organisation

The Co-Creator Sales trends Analysis What are the major changes that happened in your market? Market Sales Management (Targets and Rewards) What are the major changes that happened with the buying behaviour of Knowledge and Competencies your customers? Customer Behaviour What are the major changes that happened with your value proposition? Sales Process How does that affect your sales force? Value Proposition Sales Organisation

#1 #2 GLOBALISATION INTERNET Current Trends #4 #3 GOVERNANCE EFFICIENCY & ETHICS

#1 #2 VALUE ECO-SYSTEMS CO-CREATION Future Trends #4 #3 PRODUCT SOCIAL MEDIA AS A SERVICE

Implications From Selling to Co-Creating

The sales person of the future is a Business Consultant

… because the sales process is changing COSTOMER’S STRATEGY ROADMAP PROBLEM SOLUTION SUPPLIER PURCHASE USE BUYING PROCESS 2020 2020 2010 2000 BUSINESS BUSINESS CONSULTATIVE SELLING CONSULTING CONSULTING SELLING

Customers will have to pay for the sales effort.

Conclusions Product Value Value Based Selling Based Selling Co-Creation Customer has a … Need Problem Goals They are looking for … Product or Service Solution Vision The process is about … Matching between Positive business Complementarity features and case between requirements capabilities Value is expressed as … Cost of the Return on Experience product Investment Customer trusts …. Product People Organisation

Examples From Selling to Co-Creating

COSTOMER’S STRATEGY ROADMAP PROBLEM SOLUTION SUPPLIER PURCHASE USE BUYING PROCESS Redesign Redesign of the of the hamburger dish menu

“People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!” , Theodor Levitt