An analytical, process-based approach to selling that focuses on understanding the specifics of customer behavior and then uses that knowledge to leverage future activity.

1. Pyrametrics
Innovative Selling - Unparalleled Success
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2. Pyrametrics
"An analytical, process-based approach to
selling that focuses on understanding the
specifics of customer behavior and then
uses that knowledge to leverage future
activity."
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3. Pyrametrics
"What is past is prologue." William Shakespeare
Understanding why a
customer purchases
is infinitely more
valuable than simply
knowing that he has
purchased.
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4. Pyrametrics
Understanding Pyrametrics begins with recognition
of the following:
 People buy from those they know, like and trust.
 Establishing a favorable relationship with the customer is
the foundation for all future success within that account.
 The actions of the sales representative determine what
type of relationship eventually evolves within the
account.
 Optimal sales representative performance (knowing how
to build relationships) is therefore critical for success.
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5. Pyrametrics
People buy from those they know, like and trust...
• Building the foundation starts BEFORE the first
sales call.
• CONFIDENCE is gained by taking the time to
learn about the customer in advance of the first
meeting.
• RESPECT is shown by aligning your interests
with those of your customers.
• TRUST is earned through keeping your word.
• FRIENDSHIP is attained by doing all the above.
• Sales success is a BYPRODUCT of strong
relationships.
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6. Pyrametrics
Relationship Building
• Relationships begin with finding COMMON
Ground
• C-H-E-W your way in...
– Children
– Hobbies
– Education
– Wife (spouse/S.O.)
• Starting points for most new relationships
• DIFFERENTIATION results from shared
experiences
• Success is built on favorable differentiation
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7. Pyrametrics
Optimal sales rep performance is critical to success
• The Sales Representative is the FIRST exposure most customers have to
the company/products. Therefore...
• The Sales Representative MUST:
– Truly care about forming relationships
– Be persistent
– Thrive on challenges
– Exude confidence
– Relish interaction & dialogue and advance them
– Get a charge from winning
– Demonstrate independence
– Command & demonstrate respect
– Know their customers well
– Exhibit honesty & integrity in all things
• Metrics MUST be in place to insure all the above.
• A lack of any of the above will invite failure.
• Management is compelled to foster and retain these skills in their sales
force.
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8. Pyrametrics & The SALEs Process
• The SALEs Process
– SURVEY
– ALIGN
– LEVERAGE
– EXTEND
• A simple mnemonic that packs a punch
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9. Pyrametrics & The SALEs Process
• Survey
– Extensive pre-call preparation
– Due diligence
– Learn as much as possible BEFORE the initial
meeting
– Never make an "Introductory Call - waste of time
– Each call should have an objective that is pre-
determined
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10. Pyrametrics & The SALEs Process
• ALIGN
– Establish the foundation for the future relationship
– It begins with homework (SURVEY)
– Then - formulate the initial impression
– Then - find common ground (CHEW)
– Next - construct customer profile
– Finally - Align message to person
– Advance to product phase (LEVERAGE)
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11. Pyrametrics & The SALEs Process
• LEVERAGE
– Position products/services to advance the relationship
– The customer has problems - offer solutions
– Use all resources available to reinforce message
• Collaterals
• Management team
• Factory support
• Experts & consultants
• Thought leaders
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12. Pyrametrics & The SALEs Process
The effective use of collaterals
• Data from political campaigns show that voters
require 13 contacts (on average) to recall a
candidate.
• As with politics, sales too, is a message-
dependent activity.
• An aggressive collateral program is essential for
success and should be implemented.
• Various methods - email, calls, data sheets,
webinars, personal visits, white papers, etc.
• A successful collateral campaign requires
creative & frequent use of all modalities.
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13. Pyrametrics & The SALEs Process
• EXTEND
– Ask for the order
– Advance the process to the next level
– Obtain a commitment
– Further the agenda
– New business referrals
– Testimonials
– Start anew and apply the SALEs Process again
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14. Applied Pyrametrics
Direct Demand
Understanding Pyrametrics begins with the pyramid.
Level 3
Level 2
Level 1
Level 1 - Differentiating yourself
Level 2 - Differentiating your company
Level 3 - Differentiating your product
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15. Applied Pyrametrics
• Once differentiation
has occurred at the
individual level the
relationship can then
be leveraged to
differentiate the
company and finally
the product/service.
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