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Transforming Your Selling Experience
Frank Rock , M ED,FSIIDirector
Partnering with
Most Intelligent
On the way to the top
ruthless but notvery bright
Highly creative
but slightly mad
The majority obsessedwith drink
sex
Examples of Harvest’s Client Work
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So who are Harvest?Harvest the “People Development Specialists”: We partner with
organisations to develop the skills, behaviours and mindsets required to achieve your business objectives.
Creating high Performance Cultures
Management & Leadership Development
Vision & Strategy Development
Talent Development
Background music
• Bankruptcies• Tighter credit and budgets• Fewer prospects• Cautious buyers• Increased unemployment
Can we survive ? Need More sales!!!
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What can you do to transform your
selling experience
into a
competitive advantage ?
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Success in establishing acompetitive advantage
is the direct result of yoursales team’s ability
to create valuefor your customers
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How can you insure that your sales
team consistently outperforms
your competition?
EnergyEdge
Ideas
Values
Ideas
High Performance…..
Competitive advantage
• Understand your value• How you assess and manage performance drivers - Right people on the bus - Value based selling model - Management support through coaching - Reward the right behaviours
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Competitive advantage
The Right People(Talents & Traits)
The Right Process
(Skills and Tools)
The Right Support
( Leadership and Coaching)
The Right Commitment
( Attitude , Beliefs & Values)
VALUE
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Ask yourself is your sales team
focused
on selling products
Or
solving problems?
Value Segmentation
High Business impact
but substitutableADVISER
High Business impact and differentiated PARTNER
Substitutable and low business impact SUPPLIER
Differentiated but Low business impact VALUE ADD
Bus
ines
s Im
pact
Product / Service Differentiation
HIGH
LOWHIGH
Competitive advantage
The Right People
(Talents & Traits)
The Right Process
(Skills and Tools)
The Right Support
( Leadership and Coaching)
The Right Commitment
( Attitude , Beliefs & Values)
VALUE
The Right People
• Goal clarity• Achievement drive• Emotional IQ• People skills• Coach-ability
View of sellingView of abilitiesPerceived competenceBuild relationshipsOpen to change
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Need a success profile that helps you recruit people that will create value for customers
Competitive advantage
The Right People(Talents & Traits)
The Right Process
(Skills and Tools)
The Right Support
( Leadership and Coaching)
The Right Commitment
( Attitude , Beliefs & Values)
VALUE
The Right Process
Sales process that :• Creates trust / rapport• Uncovers needs / wants• Builds credibility• Explores for value and measures expectations• Differentiate value of solutions• Overcomes value gap• Gets the decision
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Competitive advantage
The Right People(Talents & Traits)
The Right Process
(Skills and Tools)
The Right Support
( Leadership and Coaching)
The Right Commitment
( Attitude , Beliefs & Values)
VALUE
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Managers capable of developingcompetence and confidence
in creating valuefor customers
the key is COACHING
What stops coaching?
• Managing v coaching ( mixed messages)• Competing agendas (time & focus)• Overcoming relationship issues ( low trust)• Focusing on under performers ( issues management)• Perception of manager / coach ( value proposition)
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Competitive advantage
The Right People(Talents & Traits)
The Right Process
(Skills and Tools)
The Right Support
( Leadership and Coaching)
The Right Commitment
( Attitude Beliefs & Values)
VALUE
The Right Commitment
• Leadership• Alignment• Performance• Engagement• Development opportunities
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