Sales teams are dynamic. Reps leave. New managers are installed. New products are introduced. Amid this turbulence, the sales quota increases year over year. And finally, COVID has forced many to sell virtually.
THEN
Reps could build rapport with the office gatekeeper
Detailing a customer was done face-to-face
Trust and rapport were built through direct interaction
It was relatively easy to build a customer relationship
Consultative selling and building the customer’s practice was a topic of regular discussion
NOW
Reps are forced to call or email the gatekeeper who may continually “ghost” them
Reps now use Zoom to deliver their sales detail
Trust is inferred based on the recommendations of peers within a network
Now, it’s very hard to find and book time with current or potential customers
The business building has been superseded by keeping the pipeline of current products and services flowing – reps have been relegated to being order takers
Target Audience:
Sales managers, intact sales teams, or any team desiring to go from worst to first, or from good to great
The Problem:
It is a tough environment to sell in. Especially when organizations are switching their employee practices every other week. One time, people are going to be back in the office. The following week, everyone is staying remote or going to be in a hybrid configuration. Where do you find your clients? How do you stay connected to them and try to build a more meaningful relationship? The answers to those questions continually shift.
Our Solution:
Participants Will learn to…
Identify the four hidden switches that are universal for every sale
Likability – befriending your customer
Trust – being seen as an authority
Solution – demonstrating how your solution is the answer to their pain points
Evidence–sharing results from similar customer solutions
Deploy actions for each switch
Being liked in a virtual world
Leveraging the recommendations of others
Employing a narrative map of your solution
Gathering and presenting proof your solution will be effective evidence that your solution will be effective
Creating a customizing game plan for your specific customer situation, whether it be a:
New customer sales pitch (Customer acquisition)
Current customer presentation (Customer development)
Course Outline:
Session 1 – Overview and Likability
Welcome and workshop objectives
Identify a customer to build a custom game plan for
Building likability and relationships in a virtual world
What still works, what doesn’t
Build a personalized communication strategy
Email, and social media tactics
Session 2 – Trust
Legitimizing yourself as a subject matter expert
Build a set of credentials
Personal experience, third party endorsements
Publications and associations
Session 3 – The Solution
Craft a solution, not a product/service
Target your customer’s excitement
Build a compelling solution narrative map
Narrative template and iPhone video best practices
Session 4 – Evidence
How to substantiate the solution’s effectiveness
Tailoring it to the customer’s behavioral style
Collect and prep your customer’s specific evidence
Logic, case studies, SME’s, testimonials
Workshop Outcomes:
An agile selling mindset
A tactical tool kit for selling in any environment
Confidence in one’s ability to build meaningful relationships
The ability to engender trust
Effective presentation tactics that lead to closing more sales