Troy Harrison and Associates

www.TroyHarrison.com

913-645-3603

The Purpose Driven Sales

Call Succeed in Today’s Value Driven Sales

Environment

Troy Harrison

Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 1

The Purpose Driven Sales Call

Build Stronger Relationships and Have Meaningful Sales Calls

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Slide 2

• Help you understand and adapt to the changing needs of your customers

• Add value to every customer conversation

• Build better, stronger relationships

The Point of This Program

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Slide 3

WHERE WILL YOU BE…

When You Get Where You’re Going?

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Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 4

“I brought some donuts, can I have this week’s order?”

The Old Selling Model

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Slide 5

• We are caught between the Old, the Now, and the New!

• The Old – old methods of providing value to company and customers

• The Now – confused – looking for a path

• The New – redefining our purpose to customer and company

Our Dilemma

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Slide 6

• Primary conduit for orders

• Primary repository of product knowledge

• Roll Out new products

• Provide customer service

• “Route Sales” model

• And of course….donuts.

How Salespeople Used to Add Value (the Old)

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Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 7

• The Internet!

• Customer Service via cheaper call centers

• No need for route sales

• Customers willing to buy their own donuts…or go on diets.

That Value Has Been Replaced! (The Now)

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Slide 8

• Create a Game Plan for Each Call

• How Can You Give Value on Every Call?

• Moving the Relationship Forward

We Need a New Sales Model! (The New)

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Slide 9

• If your customer asks you, “Why are we having this meeting,” how will you answer?

• “To get an order” or “To sell you more stuff” isn’t an acceptable answer

• Today’s sales calls need a purpose for being!

“Sell Like You Mean It!”

Why are You There?

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Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 10 The Purpose Driven Sales Call

• You must have a REASON for your call!

• Gain knowledge about your customer

• Find ways you can help your customer grow their business

• Find ways to solve problems

• Find ways to save time

• Present something important and TARGETED

“Sell Like You Mean It!”

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Slide 11

• Information you GET (questions to ask)

• Information you GIVE (Presentation or other conveying of info)

• Next step (concrete action to advance the relationship)

Three Elements of Every Sales Call

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Slide 12

• Think About the Objectives for your next 3 appointments. What are you doing and why?

• Do you HAVE objectives?

Define Call Objectives

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Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 13

• How will you move the relationship forward (your perspective)

• Make a sale

• Advance a selling process

• Referral/Testimonial

Call Objectives for YOU:

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Slide 14

• Find a way for your customers to WIN on every sales call! Potential WINS:

• Customer learns something of value

• You learn something of value that helps you better serve them

• You refer business to your customer

• Customers that WIN when they see you are never reluctant to see you or buy from you!

Call Objectives for the CUSTOMER

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Slide 15

• Gain Customer Knowledge (contacts, goals, etc.)

• Impart Business Knowledge (product or service optimization)

• Introduce New Product

• Gain Referral/Testimonial

• MOVE THE RELATIONSHIP FORWARD ON EACH CALL

• QUESTIONS should be part of each call

“Sell Like You Mean It!”

Creating a Call Objective

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Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 16

• Analyze current status – how well do we know the customer (info to GET)

• What do we know that we need the customer to know? (info to GIVE)

• Are there current sales processes active? (Moving the relationship forward)

Building a Call Objective – Step 1

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Slide 17

• Who are the major players?

• What are their competitive advantages?

• Why do their customers buy from them?

• What are their plans for the future?

• How well do we serve their needs?

• Who are our major competitors?

“Sell Like You Mean It!”

How Well Do You Know Your Customers?

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Slide 18

• New products/info

• New Knowledge on Industry/Market

• Referrals to GIVE

What Do We Know That We Need Them to Know?

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Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 19

• Are we in the sales mode (we should be)

• Referrals/Testimonials to GET

What Open Sales Processes Are There?

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Slide 20

• Define Knowledge to Get

• Define Knowledge to Give

• Set a Next Step

Step 2: Define Desired Result

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Slide 21

• List Questions to Ask on Sales Call (fill gaps in Customer Knowledge)

• Define Additional Research to be done if necessary (i.e. employee survey, plant tour, etc.)

Knowledge to Get

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Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 22

• Prepare what you CAN but be flexible! No canned presentations.

• Articles or new knowledge to bring

• Sellsheets if necessary

• Contact info for any new introductions

Knowledge to Give

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Slide 23

• Desired next step in Open Sales Processes

• Initiate/Qualify for New Sales Process (start a cross-sell)

• Referral/Testimonial Request

• What action will THEY take?

• Set next meeting/agenda

Next Step

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Slide 24

• ENTHUSIASM and PASSION!

• All good things in selling come from enthusiasm. If you can’t get excited, how can your customer?

• Find something to get excited and interested in –activity, customers, product, etc.

• Don’t settle for the ‘flat’ sales call.

• You have most of your life to be boring!

The Key Ingredient

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Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 25

• What you need to know – questions to ask

• What your customer needs to know –statements to make

• How you can advance the relationship

• The best way to achieve your Call Purpose:

• WRITE IT DOWN! Check it through the call

“Sell Like You Mean It!”

Achieving Your Call Purpose

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Slide 26

“Sell Like You Mean It!”

The biggest obstacle• There is one huge obstacle to effective

Purpose Driven Selling!

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Slide 27

“Sell Like You Mean It!”

FEAR

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Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 28

“Sell Like You Mean It!”

Fear takes over

• Fear of offending the customer

• Fear of “rocking the boat” – i.e. introducing a new decision process

• Fear of rejection

• Also – laziness, complacency

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Slide 29

“Sell Like You Mean It!”

NOT selling has consequences!

• Customers want to feel valued

• If you don’t ask the tough questions, your competitors will!

• Don’t give in to FEAR

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Slide 30

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Troy “The Sales Navigator” Harrison 913-645-3603 www.TroyHarrison.com

Slide 31 Want More?

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“Sell Like You Mean It!”

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