Fearless telling beats selling slim

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Information about Fearless telling beats selling slim
Business & Mgmt

Published on February 21, 2014

Author: PeterUrey1

Source: slideshare.net


Advice on sales breakthrough workshops

Fearless Solution telling beats solution selling

Researchers asked: How after the 2008 crisis did some people actually grow sales?

Research: 6000 Interviews with sales staff, managers, buyers, CEOs, consultants and customers Research by CEB - members only Sales Advisory firm – authors of The Challenger Sale

Key findings Stars lead with authentic insight Tell beats sell

Clients have become immune to solution selling

Solutions fatigue Repetitive questions Sceptical of impact

Clients often offer best guesses when asked about needs

Clients exploit cosy information sharing relationship model

Customers prefer to be told based on genuine insight

Clients want: Unique perspectives Well constructed arguments Insight into their value drivers Grasp of all dynamic market forces Translate ideas into quantifiable value Willingness to press for action

Fearless Selling Set the agenda Control the outcome

Emphasis shifts to figuring out client’s best path first

Top Performers project ability to see wood for trees

Work ON the client’s business rather than trying to work IN it

ON versus IN Account Plans • • • • • • • IN Thinking Structured Predictable Time constrained Non-threatening Deductive Clear boundaries • • • • • • • ON Thinking Freeform Unpredictable Intuitive revelation Induces anxiety Inductive Crosses functions

Breakthrough Coaching & Workshops

Where are you? Where are you going? How to get there?

If you don’t know where you are going it doesn’t matter which direction you take

Account plan with marketing, finance, IT, PR and analysts

Converge strategic market insights & sales proposals

Cross functional Rich in data Vision to Action

Where are you? SWOT, PEST, GAP 5 Forces, GE Grid ++

Understand market dynamics better than the client

Understand market dynamics better than the client

Understand market dynamics better than the client

Understand market dynamics better than the client

Where you going? Options generation Commercial acumen

Facilitated Options Generation

Facilitated Options Generation

How to get there: 5 question test of best client option

Our proposal must: Sell more or cut costs Win widespread support Be supported by data Easy to implement Tough for competition to copy

Without a pre-prepared strategic breakthrough and the fearless attitude to lead with it the conversation takes place on the client’s terms

Pilot your first Breakthrough Workshop

Release potential Creative connections Competitive edge

1 & 2 day sessions Ongoing coaching Pitch rehearsal

Fun Fast Effective

Contact peter.urey@fearlessconsulting.co.uk 07920 004953 00 44 (0) 208 255 1160 www.fearlessway.com

Acknowledgements and primary research sources

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