2019-11-19 Closing the Sales Gap: How to become your customers’ emotional favourite @TiborShanto 1 Speakers 2 1
2019-11-19 Today’s Program • Welcome, Introduction • Presentation • Q&A • Evaluation 3 Is It Really The Lead @TiborShanto 4 2
2019-11-19 12 – 18 Months from Purchase @TiborShanto 5 Decision Suspects Prospects Buyers 24 Months 18 Months 12 Months 9 Months 6 Months 3 Months @TiborShanto 6 3
2019-11-19 Decision Suspects Messaging & Tactics Prospects Buyers 24 Months 12 Months 3 Months 18 Months 9 Months 6 Months @TiborShanto 7 • Pain • Needs • Solutions @TiborShanto 8 4
2019-11-19 • Happy Status • Not Looking • A Reps biggest competitor Quo • Averseness to changes • Satisfied @TiborShanto 9 Satisfaction Myth 75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied Satisfaction ≠ Loyalty Satisfaction = Loyalty or completely satisfied’ with the vendor they left, at the time they switched. ‘Customer Loyalty Guaranteed’ Bell & Patterson @TiborShanto 10 5
2019-11-19 Objectives What Do They Have In Common? @TiborShanto 11 Buyers/Prospects do not set out to buy “Things” They Want To Achieve Results Business Impacts OBJECTIVES @TiborShanto 12 6
2019-11-19 Objectives 1. Specific result Measurable Strategic activities For example: minimizing expenses by X%, expanding to identified international markets, increase in profit X%. 2. Not: bias, based on attitude, belief, or opinion. Opposite of subjective . @TiborShanto 13 @TiborShanto 14 7
2019-11-19 Decision Suspects Prospects Buyers 24 Months 12 Months 3 Months 18 Months 9 Months 6 Months @TiborShanto 15 Objectives: The Value Stack Risk Avoidance • Blind spots Unknown To Buyers Lack or Awareness Competitive & Market Product Suspects Prospects Buyers @TiborShanto 16 8
2019-11-19 Objectives: The Value Stack Financial • More than just revenue and cost take out F/X exposure Credit Terms Commodity hedging Suspects Prospects Buyers @TiborShanto 17 Objectives: The Value Stack Time Shifting • Input Outputs • Redeploy to core capabilities • Empty calorie word • Picture is worth 1,000 word • Tied to Other Objectives Extend Life of Assets Shorter Cycles On Time Deployment Suspects Prospects Buyers @TiborShanto 18 9
2019-11-19 Objectives: The Value Stack Empty Calories Productivity • Input Output Long-Term Strategic Reinvest Near Term Tactical Suspects Prospects Buyers @TiborShanto 19 12 – 18 Months from Purchase @TiborShanto 20 10
2019-11-19 Next Year’s Quota Emotional Favorite @TiborShanto 21 @TiborShanto 22 11
2019-11-19 Fawn Annan, ITWC fannan@itwc.ca 23 12
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