Buyer focused Selling
Research points to a strong trend amongst Global sales leaders that although much in the world of sales is changing rapidly, sales results are not keeping pace.
As long as people, continue to buy from people, sellers will remain relevant. With the caveat that they will need to work smarter, differentiate their offerings and provide perspective beyond what AI can posibally provide.
Use Analytics, use AI but do what the human mind does best- provide insights and perspective tailored to the customer’s pain areas.
Feature- benefit type of in - person selling is now a chapter in history!
In the words of Daniel Pink- author of 'To sell is Human',
“To sell well is to convince someone else to part with resources—not to deprive that person, but to leave him better off in the end.”
When we look at Sales through this lens, we understand that it must be buyer_focused, not seller_focused.
Sales Essentials is about buyer-focused selling and ideally suited to customers who are digitally connected to react to ever-changing situations rapidly and those that are looking for solutions to:
1. Enhance opportunity win rate
2. Strategic Account Management
3. Customer Interaction plans
4. The art & science of asking great questions and conversing about client issues
5. Provide perspective in every interaction with key stakeholders
Sales Essentials’ modular framework that can have plug-in modules blended to its core (Business knowledge, Customer Insight & Opportunity Management). Modules such as
- Customer Interaction Plan
- Listening, questioning & conversation skills.
- Strategic Account Management
- Pitching to Senior Executives
