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The aspiration

In Sales, Nothing You Say Matters! IK Ě VIS tm (Insights and Knowledge through Experiential Visualization). The aspiration. What if your sales pitch was more persuasive and your sales force was more effective ?. The reality.

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The aspiration

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  1. In Sales, Nothing You Say Matters!IKĚVIStm(Insights and Knowledge through Experiential Visualization)

  2. The aspiration What if your sales pitch was more persuasive and your sales force was more effective?

  3. The reality You have data to support your point, but potential customers don’t seem to listen, understand, or care enough to act on your recommendations.

  4. The reason People believe what they help create and no amount of our talking and explaining takes the place of letting them create the realizations themselves. In other words, nothing you say matters! Customers need to have “aha!” moments to see the insights in your data and act on your recommendations.

  5. The solution But if nothing you say matters, how do you use data to create “aha!” moments and increase sales? The solution is IKĚVIS. Insights and Knowledge from Experiential data Visualization

  6. IKĚVIS was developed by David Fields, of Ascendant Consulting, LLC • Carnegie Mellon University B.S. and M.S.I.A. • 20+ years sales experience • 8+ years building compelling sales tools for clients • Blue-chip corporate experience • Sales • Marketing research • Brand management/marketing • Senior level marketing executive • Senior level consultant with leading CPG consulting firm

  7. What is IKĚVIS IKĚVIS is a highly effective sales tool custom-built for each individual client situation. It is based on buyers’ need for “aha!” moments rather than data and explanations. • Every IKĚVIS tool is unique– based on the situation, data, story, and optimal path to closing a sale. • IKĚVIS tools are flexible and interactive.

  8. Have we said too much? Try this. • The IKĚVIS tool in this presentation uses PowerPoint macros. • If the tool is unresponsive, please: • Open PowerPoint • Click on Tools, Macro, Security… • Set security to Medium • Close this presentation then re-open it • When given the choice, choose to Enable macros • Thank You!

  9. 6. What percent of the prospects you present to do you actually close? % 1. What are your revenues (in millions)? $ million 4. What percentage of the order size value do you capture? (i.e. what percent of the quantities you recommend do your customers actually purchase?) 2. What is your gross margin (margin on incremental sales)? % % 3. What percentage of the mix value do you capture? (i.e., what are your sales versus what they would be if your customers purchased the actual products you recommend?) 5. What percentage of the frequency value do you capture? (i.e. what percentage of your recommended purchase frequency do your customers actually purchase?) % % Have we said too much? Try this: Our rationale is compelling but customers don't seem to "get it." - 7. How would you characterize your missed opportunities in terms of content vs. execution? Our rationale (story) is not compelling Call Ascendant Consulting now! 1-203-493-0165 1-88-88-2 Ascend (1-888-822-7236) • Do you want an IKĚVIS tool which could: • Boost your sales by approximately • Increase your profits by approximately

  10. What can IKĚVIS do? IKĚVIS tools have been used to: • Sell in new items • Reduce new-item fees • Secure wider distribution • Increase close rates • Accelerate the sales cycle Call Ascendant Consulting now! 1-203-493-0165 1-88-88-2 Ascend (1-888-822-7236)

  11. IKĚVIS in action Our client was trying to win more space on retailers’ shelves and they had a fact-based presentation. Yet the story was hard to defend without diving into a lot of data… at which point the buyer’s patience waned and the sale was lost. IKĚVIS solution: an interactive tool which was easy to use, easy to understand and closed the sale. Buyers literally sold themselves while “playing” with the sales presentation. Screen capture

  12. IKĚVIS in action Our client was trying to retain customers by showing they provided important services. Yet there were so many different services, different customers and different situations that a generic presentation was not compelling to any individual customer. And the client could not rely on every sales person to customize the results correctly and with quality. IKĚVIS solution: an interactive tool which could be customized on the fly to match any customer’s situation. Screen capture

  13. IKĚVIS in action Our client had many sales veterans with 15, 20, and even 25 years experience in the industry. Unfortunately, these valuable sales people had trouble adopting a new way of segmenting and selling to customers. In this case our client needed an internal success: get their salespeople to have the “aha” moment which would re-orient their sales approach. IKĚVIS solution: an interactive tool which was easy to use and easy to understand. Sales people convinced themselves of the new way to look at their customers. Screen capture

  14. Say less. Increase sales. Call us today. Ascendant Consulting, LLC (203) 493-0165 1-88-88-2 Ascend (1-888-822-7236) info@ascendantconsulting.com www.ascendantconsulting.com

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