a 30 minute presentation I put together for my Momenta assessment

1. An overview of strategic selling
Simon Barlow
3rd November 2010
1simon barlow 3 november 2010

2. The aims of this 30 minute session are to start to
give you some awareness and flexibility in your
dealings with clients to enable you to modify your
sales approach to the client´s values and to
increase sales.
simon barlow 3 november 2010 2

3. • Understand the main client value categories
• Identify typical client traits
• Identify the correct sales approach for each
category
3simon barlow 3 november 2010

4. The 5 main categories
Achiever – 20% Belonger – 35%
 Leaders, self reliant and hard
working
 Like comfort living, feel
unique/high status level
 Avoid changing the status
quo to maintain lifestyle
 Conventional, traditional
family values.
 Want to belong – i.e. be
similar to important others
 Avoid outside
influences/trends/fashions
4simon barlow 3 november 2010

5. The 5 main categories
Emulator – 9% Socially conscious – 11%
 Strive to reach achiever status
 Ambitious, upwardly mobile
 Look for shortcuts to success
 Lean towards
conservationism,
environmental issues and
fairness
 Intelligent and considered
 High feeling of self worth
5simon barlow 3 november 2010

6. The 5 main categories
Needs driven - 11% and
Undecideds - 12%
 Either on benefits or
essentially living hand to
mouth
 Young adults still identifying
values – can go through
stages of each category before
deciding
6simon barlow 3 november 2010

7. Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger
Emulator
Socially
Conscious
Needs
Driven
7simon barlow 3 november 2010

8. Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime
novels
Ford
focus,
Skoda
For the
family
Emulator
Socially
Conscious
Needs
Driven
8simon barlow 3 november 2010

9. Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F
Socially
Conscious
Needs
Driven
9simon barlow 3 november 2010

10. Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success
books
BMW,
Audi
Socially
Conscious
Needs
Driven
10simon barlow 3 november 2010

11. Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success
books
BMW,
Audi
To impress
Socially
Conscious
Needs
Driven
11simon barlow 3 november 2010

12. Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success books
BMW,
Audi
To impress
Socially
Conscious
30+ Co-op, mail
order
Needs
Driven
12simon barlow 3 november 2010

13. Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success books
BMW,
Audi
To impress
Socially
Conscious
30+ Co-op, mail
order
Michael
Palin
Toyota
Prius
Needs
Driven
13simon barlow 3 november 2010

14. Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success books
BMW,
Audi
To impress
Socially
Conscious
30+ Co-op, mail
order
Michael
Palin
Toyota
Prius
Price
/quality,
fairness
Needs
Driven
14simon barlow 3 november 2010

15. Typical signs
Category Age Clothes shop Favourite
book
Car Buy
Achiever 40+ Armani, Dior A Journey Aston
Martin,
Jaguar
To stand out
Belonger 35+ Marks, Next Romance,
crime novels
Ford
focus,
Skoda
For the family
Emulator 20 -
35
Gap, A and F 7 habits,
success books
BMW,
Audi
To impress
Socially
Conscious
30+ Co-op, mail
order
Michael Palin Toyota
Prius
Price /quality,
fairness
Needs
Driven
20+ Primark The Sun Anything
cheap
For necessity
15simon barlow 3 november 2010

16. Ask questions to verify
What do you do in your spare time?
Where do you like to go on holiday?
Tell me a bit more about your job.
16simon barlow 3 november 2010

17. • Understand the main client value categories
• Identify typical client traits
• Identify the correct sales approach for each
category
17simon barlow 3 november 2010