Copy of Challenger Selling
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PRESENTATION OUTLINE
A global study of B2B customers reveal that sales professionals drive significant customer loyalty
I value sales professionals who..
- Offer unique, valuable perspectives on my market
- Help navigate alternatives
- Help avoid potential risks
- Educate me on new issues and outcomes
Photo by I wish I had a horse's head
TEACH
for Differentiation
Reframe how your customer views their business in a way that inspires them to take action towards your solution
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HOW?
- Share Insight
- Introduce Impact
- Reveal Solution
1) build credibility by reframing the customer's perception of a relevant business issue. Frame it as a threat to the customer's specific business objectives
2) Intensify business consequenceces through quantifying it and humanize the problem
3) Demonstrate the value of taking action and how youre uniquely positioned to support. use your experience. put a human face to it.
2) Intensify business consequenceces through quantifying it and humanize the problem
3) Demonstrate the value of taking action and how youre uniquely positioned to support. use your experience. put a human face to it.
Photo by Jim Belford
TAILOR
for Resonance
Increase customer's attachement and engagement to your message
Photo by Diogo Martins.
WHAT/WHO?
- Industry
- Role
Industry
Headlines- current events, major moves by established and or new players
trends- in customer base, among industry leaders
risks in industry- regulatory changes, supplier/customer power
Role
Speak their language
Procurement- total cost, organisational scale, resource efficiency, impleentaion risk
IT- Resource efficiency, cost, implementation risk, network speed/effiency for end-user
Headlines- current events, major moves by established and or new players
trends- in customer base, among industry leaders
risks in industry- regulatory changes, supplier/customer power
Role
Speak their language
Procurement- total cost, organisational scale, resource efficiency, impleentaion risk
IT- Resource efficiency, cost, implementation risk, network speed/effiency for end-user
Photo by MDGovpics
WHAT/WHO?
- Industry
- Role
Industry
Headlines- current events, major moves by established and or new players
trends- in customer base, among industry leaders
risks in industry- regulatory changes, supplier/customer power
Role- how does it align with strategic goals?
Speak their language
Procurement- total cost, organisational scale, resource efficiency, impleentaion risk
IT- Resource efficiency, cost, implementation risk, network speed/effiency for end-user
Headlines- current events, major moves by established and or new players
trends- in customer base, among industry leaders
risks in industry- regulatory changes, supplier/customer power
Role- how does it align with strategic goals?
Speak their language
Procurement- total cost, organisational scale, resource efficiency, impleentaion risk
IT- Resource efficiency, cost, implementation risk, network speed/effiency for end-user
Photo by MDGovpics
TAKING CONTROL
driving the buying process by asserting the value of the opportunity and managing the customer momentum. Achieve desired business outcome faster.
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Momentum
Going Forward, Faster!
Set and manage deadlines and milestones
Confirm agreement and move forward
Define common goals
Make powerful requests- Why is this important to you, when you want it, whom from, what you want (followed by silence)
Confirm agreement and move forward
Define common goals
Make powerful requests- Why is this important to you, when you want it, whom from, what you want (followed by silence)
Photo by Paco CT
Value
Impact in the Customer's Terms
discuss ROI
Address finances directly
Align company's value to the customer
Express conviction around tailored solution's impact
address objections candidly
address objections candidly
Address finances directly
Align company's value to the customer
Express conviction around tailored solution's impact
address objections candidly
address objections candidly
Photo by spettacolopuro
