Date post: | 15-Aug-2015 |
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Sales |
Upload: | mhi-global |
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Empowered with research, customers expect sales teams to not only match their expertise and knowledge but to raise it in ways that help them address or even anticipate business imperatives. CSO Insight reports that rising customer expectations were rated as the top issue impacting sales teams:
The salesperson’s ability to help solve business objectives is a major influence on a full 72 percent of decision makers’ buying decision. That’s a weighty responsibility—and a tremendous oppor-tunity. Don’t let it slip out of your grasp.
Make Their Cares Your CaresDiscover what customers care about most to give you the understanding you need to engage in meaningful and relevant conversations.
Business awareness is the foundation that allows sales professionals to provide perspective—one that sets a top performer apart from the rest. Prepare conversations that provide
perspective and which map out the acquired customer knowledge to your
own portfolio and capabilities.
The Rising TideCustomer Demandsof
Customer Expectations:
Increasingnoticeably
Increasingsignificantly
52% 13%
The Right Stuff:
Gettin
g to Perspective
STEP1
STEP2
STEP3
Understand the environmental context and map it to the
specific customer situation to create situational context.
Every selling situation is different. Uncover what the individual concepts are currently. Analyze them, and then synthesize them into a buying vision
that includes the buyers’ desired results and personal wins.
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Then Use It!Gain the Upper Hand
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WHY? WHO?
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PLATFORM
RESULTSREADYTM
Sources:“Optimizing Sales Engagements: Selling At The Speed Of Change,” CSO Insights, 2014
“Winning at Sales in a Buyer-Empowered World,” A Report by Harvard Business Review Analytic Services, May 2014, https://hbr.org/resources/pdfs/tools/SAP_Sales_May2014.pdfMHI Research Institute, “Providing Perspective,” Research Note, Tamara Schenk, 2014 https://www.mhiresearchinstitute.com/research-library/research-notes/2014/providing-prospective
To learn more how you can make the right conversations, visit mhiglobal.com/resultsready
Keeping It Real:Purposeful Customer Conversations
Keeping It Real:Purposeful Customer Conversations