Sales Tips & Thoughts
Successful selling is all about UNDERSTANDING what we are trying to achieve. This page will be updated on a regular basis with both sales tips and sales perspectives. The sales perspectives are essentially "white papers" discussing a sales concept.
DCA International believes that complex selling* is a three dimensional intellectual process and not a two dimensional methodology process. The DCA International approach takes traditional product and solution selling and positions to win the sale by intellectual analysis. In essence the salesperson determines WHY the prospect is going to buy in that particular sales situation. This is then transformed into a sales strategy in which it is difficult for the competition to win. This approach can be used successfully to sell against cheaper alternatives, sell old-against-new or new against-old technology, sell with no reference sites, indeed this approach can be used to WIN in most situations. (An integral part of the process is to know when to qualify out.)
*COMPLEX SELLING is a sales situation where there are multiple recommenders and influencers. (I do not include decision makers for a multitude of reasons.) DCA International positions the salesperson as the decision maker working within complex decision processes. The salesperson influences the decision process and influences the people who can influence the motivations of the people involved in the decision process.
KILLER SALES TIPS
2. THE 3 STAGES OF THE TELEPHONE CALL
Telephone cold calling is an interesting experience but a job that most
salespeople dislike. They dislike it because most salespeople are
unsuccessful at it. The key to success is to understand what is
happening and therefore how to operate during the call to achieve the
objectives. This Sales Tip gives a brief overview of the call and
looks at the fundamental difference between the conversation with the
target manager and the conversation with the secretary.
also a 1 day workshop that can be tailored to YOUR specific needs.
For a Session Outline:
1. SETTING A MANTRAP FOR THE COMPETITION
Beating the competition is NOT about understanding in detail the competition's functionality. It is about having a strategy that ensures that the prospect buys from you. The sales strategy is designed to make it difficult for the competition to win. This Sales Tip outlines a technique for taking something fundamental about the competition and by positioning a different perspective change it from a perceived strength to a perceived weakness. A classic example was from the software world. Company "A" believed that customisation was their greatest strength. By shifting the perspective of "what it could do" to focus on "the commercial implications of how it did it"; turned a major strength to a weakness with sufficient impact that it could be used to win a sale. Why this is a ManTrap is because the competitive salesperson will continue to sell the point as a strength. If in the meantime we have positioned this in the mind of the prospect as a weakness then the salesperson is selling against him/herself.
SALES THOUGHTS & PERSPECTIVES
There are many aspects of philosophy, psychology and physics that can be brought into play to strengthen our sales capabilities.
1. NEWTON'S 3rd LAW OF MOTION AND THE HUMBLE BENEFIT
Features and benefits one of the cornerstones of selling. In this particular "white paper" we consider the wider implications of benefits. We often find that if we follow a benefit through the organisation both positive and negative effects will be encountered. As Newton put it, "For every action there is an equal and opposite re-action".
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