Success in sales means selling the way tomorrow's customers want to buy. Necessary, but not sufficient. You must provoke your customers out of their comfort zones and their status quo using your business insights that will challenge their thinking and move them to take positive action.

2. 57% - that's how far the
average B2B buyer is through
the purchase decision before
engaging a supplier sales rep.*
12% - that's how much of your
customer's total mindshare
you as a supplier have across
the entire B2B purchase path.*
57%
12% *CEB study of 1,900 B2B Decision Makers
Did you know?

3. Problem?
What is the

4. Sales are drying up?

5. www.flickr.com/photos/mwichary/3690887427
Come to a sudden stop?

6. Do you feel like this?

7. or this?

8. Solution?
What is the

9. erent
f
dif
think

10. “All failure is failure to
adapt, all success is
successful adaptation.”
- Max McKeown, Adaptability: The Art of
Winning In An Age of Uncertainty

11. See the world through new eyes

12. Mindset Shift*
Fixed Mindset Growth Mindset
Intelligence is static Intelligence can be developed
Leads to a desire to look smart and
therefore a tendency to
Leads to a desire to learn and therefore a
tendency to
avoid challenges embrace challenges
give up easily due to obstacles persist despite obstacles
see effort as fruitless see effort as path to mastery
ignore useful feedback learn from criticism
be threatened by others'success be inspired by others' success
*source: Carol S. Dweck, Ph.D

13. www.flickr.com/photos/winemegup/3641912321
Get it right

14. Party all night

15. www.flickr.com/photos/roome/3390682853
Get it wrong

16. www.flickr.com/photos/12023825@N04/2898021822
What is your Sales
Improvement Plan?

17. Prisoners of the past

18. Overcoming barriers to change

19. Competingfor
Relevance

20. The old Golden Rule in Sales was:
Find out what your customers
want, and give it to them.

21. Necessary, but not sufficient

22. Give your customers the ability
to do what they can’t currently
do but would want to if they only
knew it was possible.
The new Golden Rule in Sales is:

23. Sell to their right-brains

24. 24
Decision
Drivers

25. Develop a Winner’s Mindset1
Always be Prospecting2
Challenge the Status Quo3

26. What are the personal
characteristics of
Top Sales Performers?
Question 1:

27. Rank in order of importance:
• Creativity
• Tenacity
• Integrity
• Curiosity
• Passion
• Empathy

28. 1. Empathy
2. Integrity
3. Passion
4. Creativity
5. Tenacity
6. Curiosity
…to build rapport
…to build trust
…to build interest
…to build the right solution
…to close the deal
…to build understanding
Research found:

29. You can’t teach an old dog new tricks

30. Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951

31. The hard way

32. AND Thinking

33. AND Thinking

34. AND Thinking

35. Constraint-based thinking

36. Constraint-based thinking

37. Collective constraint-based thinking

38. “Attitude is a choice, and its
available to all.”
Sales Attitude
- Seth Godin
“What actually separates
winners from losers isn’t
talent, its attitude.”

39. Sharpen your sales attitude

40. Necessary, but not sufficient

41. Get
(Make A Difference)

42. Resilient Thinking

43. Develop a Winner’s Mindset1
Always be Prospecting2
Challenge the Status Quo3

44. What single attribute
determines long term,
sustainable over-
achievement in sales?
Question 2:

45. ABC of selling

46. Your personal commitment to….

47. Always be Prospecting

48. Building your opportunity pipeline

49. Knocking on every door

51. The Sales Cycle
Prospects Conversion Rate
Prospection Qualification Proposal CloseNegotiation
Time

52. P CRx SALES=
P = Number of prospects
CR = Conversion Rate

53. P CR SALES=
10 33% (Typically 25%-50%)
Example 1
S = 3
x

54. P CR SALES=
10 40%
Example 2
S = 4
*Requires considerable effort. Not easily sustainable
*
x

55. P CR SALES=
33%
Example 3
S = 6
*Requires less effort. Is sustainable
20 *
x

56. “Eighty percent
of success is
showing up.”
- Woody Allen

57. Necessary, but not sufficient

58. Develop a Winner’s Mindset1
Always be Prospecting2
Challenge the Status Quo3

59. What is the single most
important thing that top
sales performers do?
Question 3:

60. They . . .

61. Guide customers to the right solution

62. What is your Customer’s #1 Challenge?

63. “If I had asked people what
they wanted, they would
have said faster horses.”
- Henry Ford
1863 - 1947

64. They Educate

65. White Questions
Green Questions
Black Questions
Red Questions
Current situation
Facts, data & information
white snow: pure, cold hard facts
Desired situation
Future state
Grass, trees, growth, can become
Obstacles
Important, powerful
Dark, night time, can’t see in the dark. Turn on the light to see what
stands between current situation and desired situation.
Feelings
Fire, explosive color, highly emotional
-ve Red: “If Stan doesn’t do something he won’t make his quota. He really needs
some help. Stan needs to talk to you.”
+ve Red: “If Stan overachieves this year, he will probably be promoted to VP
Sales
Asking Questions in Colour

66. Insight-based selling

67. Then, they create a sense of urgency

68. They Inspire

69. Give your customers the ability to
do what they can’t currently do but
would want to if they only knew it
was possible.
They systematically practice
the new Golden Rule in Sales:

70. source: www.corporatevisions.com
They lead their customers through the Buyer’s Journey

71. source: www.corporatevisions.com
1 32
They lead their customers through the Buyer’s Journey
• Challenge them
• Destabilise them
• Challenge the status quo
• Get them out of comfort zone
• Take them to the negative future
• Sell your insights
• Provide evidence
• Cost justify
• Lead them through the
process
• Take them to the beach
• Sell your insights
• Sell your experience
• Take them to the negative
future
• Create a sense of urgency
• Monetise the cost of delay
• Take them to the beach
• Guide them to take action
• Take the order

72. Recommended reading

73. What did sales winners do differently?*
1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded me we would achieve results
4. Listened to me
5. Understood my needs
6. Helped me avoid potential pitfalls
7. Crafted a compelling solution
8. Depicted purchasing process accurately
9. Connected with me personally
10.Overall value from the company is superior to others*What Sales Winners Do Differently, RAIN Group, 2013

74. 1. Success in sales is simple, but not easy
2. Closing skills => Prospecting skills
3. Sales mindset => Collaborative mindset

75. Necessary, but not sufficient

76. What is the single most
important thing that top
sales performers do?

77. 1. Challenge their clients
2. Inspire and educate
3. Sharing their insights

78. www.flickr.com/photos/winemegup/3641912321
Get it right

79. www.flickr.com/photos/horacio/3781750
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com