Post on 27-May-2015
transcript
Creating Client Value
Bogdan Popescu
Why ‘Creating Client Value’?
• Buyers have become much more sophisticated in their understanding of the problems they face, their needs and potential solutions
• Direct sales are losing ground to other channels – Internet, telesales, CRM systems
• Customers are pushing back against salespeople who just communicate and carry brochures
• It is increasingly difficult to differentiate on product alone• So, consultative sales professionals need to create even
more value than ever before during the sale itself
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Why ‘Creating Client Value’?
Investmentby Supplier
Investment by Customer
MIDDLE GROUND
CONSULTATIVE
Create newvalue
TRANSACTIONAL
Strip cost
Copy
right
© Im
parta
Lim
ited
2002
- 20
09 A
ll Rig
hts
Rese
rved
.
Why ‘Creating Client Value’?
Investmentby Supplier
Investment by Customer
TRANSACTIONAL
CONSULTATIVE
Many sales forces are here
• too expensive to succeed transactionally
• under-resourced and only partial skill set to succeed
consultatively
Copy
right
© Im
parta
Lim
ited
2002
- 20
09 A
ll Rig
hts
Rese
rved
.
• Based on the latest research by Neil Rackham, author of SPIN® Selling, and John De Vincentis of McKinsey & Co.
• Opportunity planning and management• Aimed at meeting specific business objectives
What is ‘Creating Client Value’?Co
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A customer-centric view of selling
At the heart of the CCV research:Co
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