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Transforming Your Selling Experience Frank Rock , M ED,FSII Director

Partnering with. Transforming Your Selling Experience Frank Rock , M ED,FSII Director. The majority . Most Intelligent. On the way to the top ruthless but not very bright. Highly creative but slightly mad. obsessed with drink sex. Examples of Harvest’s Client Work.

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Transforming Your Selling Experience Frank Rock , M ED,FSII Director

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  1. Partnering with Transforming Your Selling ExperienceFrank Rock , M ED,FSIIDirector

  2. The majority Most Intelligent On the way to the top ruthless but not very bright Highly creative but slightly mad obsessed with drink sex

  3. Examples of Harvest’s Client Work

  4. So who are Harvest? Harvest the “People Development Specialists”: We partner with organisations to develop the skills, behaviours and mindsets required to achieve your business objectives. • Creating high Performance Cultures • Management & Leadership Development • Vision & Strategy Development • Talent Development

  5. Background music • Bankruptcies • Tighter credit and budgets • Fewer prospects • Cautious buyers • Increased unemployment Can we survive ? Need More sales!!!

  6. What can you do to transform your selling experienceinto a competitive advantage ?

  7. Success in establishing a competitive advantage is the direct result of your sales team’s ability to create value for your customers

  8. How can you insure that your sales team consistently outperforms your competition?

  9. High Performance….. Edge Energy Values Ideas Ideas

  10. Competitive advantage • Understand your value • How you assess and manage performance drivers - Right people on the bus - Value based selling model - Management support through coaching - Reward the right behaviours

  11. Competitive advantage The Right People (Talents & Traits) The Right Process (Skills and Tools) VALUE The Right Support ( Leadership and Coaching) The Right Commitment ( Attitude , Beliefs & Values)

  12. Ask yourself is your sales team focused on selling products Or solving problems?

  13. Value Segmentation HIGH High Business impact but substitutable ADVISER High Business impact and differentiated PARTNER Business Impact Substitutable and low business impact SUPPLIER Differentiated but Low business impact VALUE ADD HIGH Product / Service Differentiation LOW

  14. Competitive advantage The Right People (Talents & Traits) The Right Process (Skills and Tools) VALUE The Right Support ( Leadership and Coaching) The Right Commitment ( Attitude , Beliefs & Values)

  15. The Right People Need a success profile that helps you recruit people that will create value for customers • Goal clarity • Achievement drive • Emotional IQ • People skills • Coach-ability View of selling View of abilities Perceived competence Build relationships Open to change

  16. Competitive advantage The Right People (Talents & Traits) The Right Process (Skills and Tools) VALUE The Right Support ( Leadership and Coaching) The Right Commitment ( Attitude , Beliefs & Values)

  17. The Right Process Sales process that : • Creates trust / rapport • Uncovers needs / wants • Builds credibility • Explores for value and measures expectations • Differentiate value of solutions • Overcomes value gap • Gets the decision

  18. Competitive advantage The Right People (Talents & Traits) The Right Process (Skills and Tools) VALUE The Right Support ( Leadership and Coaching) The Right Commitment ( Attitude , Beliefs & Values)

  19. Managers capable of developing competence and confidence in creating value for customers the key is COACHING

  20. What stops coaching? Managing v coaching ( mixed messages) Competing agendas (time & focus) Overcoming relationship issues ( low trust) Focusing on under performers ( issues management) Perception of manager / coach ( value proposition)

  21. Competitive advantage The Right People (Talents & Traits) The Right Process (Skills and Tools) VALUE The Right Support ( Leadership and Coaching) The Right Commitment ( Attitude Beliefs & Values)

  22. The Right Commitment Leadership Alignment Performance Engagement Development opportunities

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