Transcription
What isChallengerSale?(or don’t forget to packyour toothbrush)The path tohigher sales1
@mgsalesperform2
@mgsalesperform3
3.25 13.30 2.99 0.25@mgsalesperform4
If price and product were really tightly linked,then no one would ever buy.It’s all about the brand andthat different things areimportant to differentpeople@mgsalesperform5
Is Janina worth 300% more than Colgate?Emotional Needs@mgsalesperform6
Understanding igh@mgsalesperform7
The world and buyers have changed.75%57%B2B purchaserBuying decisionsinfluenced by social made before salesmanager involvedCorporate Executive Board 201297%Of the time coldcalls do not work@mgsalesperform8
Sales Landscape in 201373% of decision makers won’t accept an inbound callMarket TransformationsIn 2010 it took41calls to reach a decision maker (only 4 calls in 2005)Hot to Trot Marketing@mgsalesperform9
Who are CEB?What research.?2009 and continuing6,000 sales professionalsAcross 90 companies globally44 attributes5 distinct groups@mgsalesperform10
Relationship BuilderHard WorkerChallengerLone WolfProblem Solver@mgsalesperform11
Teach for DifferentiationHave insight and understanding of the customers businessand can teach them something they didn’t know.Tailor for ResonanceBecause of their insight they can tailor the right messagealigned to the buying motives of the right person.Take ControlComfortable discussing money and pressing thecustomer for commitment.@mgsalesperform12
Challengers are made NOT bornIt’s the combination that mattersIt’s not just about individual skillIts a journey not an overnight stay@mgsalesperform13
Teachfor differentiationChallengers have a deep understanding of the customer’s business anduse that understanding to push the customer’s thinking and teach themsomething new about how their company can save money, reduce risk,compete more effectively.They win not by understanding their customers’ world as well as thecustomers know it themselves, but by actually knowing their customers’world better than their customers know it themselves, teaching themwhat they don’t know but should.@mgsalesperform14
Tailorfor resonanceKnowledge of customer’s business prioritiesOutcomes the customer’s value mostResults that customer is under pressure to deliverBooker – convenience and problem free bookingBooker's manager – speed, less time on the booking processHBA/TMC – demonstrating value to their clientTravel Manager – traveller welfare, traveller satisfaction and complianceProcurement Manager – risk, staff retention, and best value@mgsalesperform15
Take Controlof the saleNot about the hard sell – being aggressive or annoyingBeing comfortable with standing your groundInvolving others in making decisionsManaging expectations on priceFocusing on value and NOT priceAssert control over the conversation about pricing and moneyChallenge customer’s thinkingPressure the customer’s decision making cycle – indecision inertia@mgsalesperform16
Stand out not by the quality of your product butthe value of your insightWin business not by “discovering” whatcustomers already know they need, but byteaching them a new way of thinking altogether.Great questions are not enough YOU have gotto have great insights @mgsalesperform17
How do you differentiate your product whento the customer it all looks the same?Why should the customer buy your product and notthe competition?It’s NOT what you’re selling but HOW you sell it@mgsalesperform18
The benefits of achievingoutstanding sales performance“High performers in sales roles generate 67% more revenue thantheir peers.”McKinsey’s War for Talent survey“The Challenger Sale approach increases customer satisfaction by72%”Corporate Executive Board@mgsalesperform19
13. @mgsalesperform. Teach. for differentiation. Challengers have a deep understanding of the customer’s business and use that understanding to push the customer’s thinking and teach them something new about how their company can save money, reduce risk, compete more effectively. They win not by understanding their customers’ world as well as the .
