The Objective Seller 7.17.2014

What’s in Your Pipeline? www.SellBetter.ca (855) 25-SALES

@TiborShanto @discoverorg#sellbetterdorg

http://bit.ly/TheObjectiveSeller

The Objective SellerTibor ShantoRenbor Sales Solutions Inc.








Commitment to Action




Today’s Focus

FIRST: WHO YOU SELL TO

SECOND: HOW YOU SELL TO THEM




Passively

Looking

20%

Actively Looking10%

70% Status Quo




Status Quo

• Reluctant to Change Closed to alternatives• Happy and not looking• Satisfied




Target Market70% Status Quo

Actively Looking10%

Passively

Looking

20%





Actively Looking10%

Passively

Looking

15%





Actively Looking10%

Passively

Looking

15%

Base







75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.

‘Customer Loyalty Guaranteed’ Bell & Patterson

Old Perception: Happy – Not Looking = Closed to alternatives

Yet to be presented with or perceive a solution to help them achieve their Objectives – and therefore worth pursuing!

Mainstream: Happy/Satisfied – Not Looking = Closed to alternatives




75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.

‘Customer Loyalty Guaranteed’ Bell & Patterson









What’s the one thing the All Have In Common?




Objectives





Yet to be presented with or perceive a means to help them achieve their Objectives – and therefore worth pursuing!




DiscoverOrg:

This would be a good place to highlight the depth of the offering, allowing users to confidently engage a larger segmentTriggersAbility to look for similar scenarios to the ones they just sold




1. A specific result that a person/company sets to achieve within a time frame and with available resources. Objectives are more specific and easier to measure than goals. Objectives are basic tools that underlie all planning and strategic activities. They serve as the basis for creating policy and evaluating performance. Some examples of business objectives include minimizing expenses, expanding internationally, or making a profit.

2. Neutral (bias free), relating to, or based on verifiable evidence or facts instead of on attitude, belief, or opinion. Opposite of subjective.




My 18 Month Objectives

I Increased revenues by 15%I Increased margins by 20%I ran a half marathon in under 1:50I picked up 2 clients in Asia, 1 in Africa, and 1 in IndiaTrained 3 of the top 5 integrators in Ontario




Objectives

• Objectives are the most POWERFUL and POSITIVE FORCE you can harness in delivering VALUE TO YOUR BUYERS AND TO YOUR COMPANY

• Objectives are Much more powerful than Pain, Needs or Solutions

• Every business – business owner – business person, has objectives

• Not all of those same people have or perceive a pain or a need, or recognize they have a problem in search of a solution

• Pain – short lived, people learn to cope; objectives – uplifting, people can’t get enough.




Value

prop·o·si·tion /ˌprɒpəˈzɪʃən/ Show Spelled[prop-uh-zish-uhn] Show IPA noun 1. the act of offering or suggesting something to be considered, accepted, adopted, or done. 2. a plan or scheme proposed. 3. an offer of terms for a transaction, as in business.

Value Proposition

Still A Pitch




Actionable Definition of Value:

Those offerings that remove barriers, obstacles, or helps bridge GAPS between where the buyer is now – and – their objectives!













How Do I Know What Their Objectives Are?







Client Life Cycle







Why People Buy




Why People Buy




Why People Buy













Connector







Increase # of callsSave fuel & Inventory costsAccelerate receivables

1 more call per truck

Tracks Assets & Inventory controlResponse timeOn the spot billing

Shorter collection periods

Increased return on assetsGreen




























Connector





















Connector











Connector




Connector








How Do I Know?

Win – Lose – Draw360o Deal Review




360o Deal Review




Key To Objectives

• How can you directly support their goals?• Can you help resolve their biggest issue?• Can you help them reduce risk?• Can you add value to their services?• Can you enhance their reputation?• Can you reduce their cost of doing business?




Connector







DiscoverOrg







I am curious Henry, how much of your current revenue comes from Existing clients vs. New clients?





About 88% Existing, 12% New.






So Henry, if I looked at your 2014 plan, what did you have there as your goal?







Oh, I had planned 80% existing, 20% new







Oh, I had planned 80% existing, 20% new

GAP




The Follow-Through

Where they are nowHow they measure the situationWhere they had planned or hoped to beEstablish and re-establish the GapQuantify the impact of addressing the GapQuantify the impact of inactionExtrapolate over the course of ownership/benefit

GAP Selling

Not Optional!




Where they are nowHow they measure the situationWhere they had planned or hoped to beEstablish and re-establish the GapQuantify the impact of addressing the

GapQuantify the impact of inactionExtrapolate over the course of

ownership/benefit




Where they are nowHow they measure the situationWhere they had planned or

hoped to beEstablish and re-establish the

GapQuantify the impact of

addressing the GapQuantify the impact of inactionExtrapolate over the course of

ownership/benefit

What do you attribute that to?

Too much time with their base Call reluctanceDependency on marketingDon’t deal/manage objections well

If you were at plan, what would be different?

Bigger market shareReduced cost per saleIncrease in higher margin services related revenuesOver all margins improved

What’s the downside if you continue to miss?What's the cost of not acting?At your objective, what would be the potential return?And the average tenure of your reps?




Building a Better Question

Generic• If we were sitting here a 18 months from now,

and you were telling me that the team had hit a grand slam, What would that look like?

• So Why aren’t we there now?




DiscoverOrg




To Summarize

• Objectives more powerful than Pain, Needs or Solutions

• Objectives Expand your Market and Opportunities• Actionable Definition Of Value• Know Why Things Happen the Way They Happen• The Right Questions are Based on the Right

Answers




Time To Commit

Write Down Three Things You Will Put Into Practice When

1)

2)

3)

[email protected]




DiscoverOrgDiscoverOrg Offer: Get 100 free leads from

DiscoverOrg by emailing [email protected]

Renbor Sales Solutions Offer: Get 15 minutes of free Sales Consulting by emailing [email protected]

mailto:[email protected]

mailto:[email protected]



http://bit.ly/TheObjectiveSeller Tibor Shanto

Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014Top 50 Sales & Marketing Influencers for 2014 – Top Sales WorldTop 25 Sales Influencers for 2014– OpenView LabsGold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards50 Most Influential People in Sales Lead Management in 2013Top 50 Sales & Marketing Influencers for 2013 – Top Sales WorldTop 25 Sales Influencers for 2013– OpenView LabsTop 50 Sales & Marketing Blogs 2012 – Top Sales World25 Influential Leaders In Sales – 2012 Edition – InsideViewTop 50 Sales & Marketing Influencers for 2012 – Top Sales WorldTop 25 Sales Influencers for 2012 – OpenView Labs50 Most Influential People in Sales Lead Management in 20102010 Top 25 Sales Blogs – Top Sales World

http://influencers.smallbiztrends.com/story.php?id=3966

http://www.topsalesworld.com/topBloggers.php

http://topsalesworld.com/topsalesinfluencers/top-50-sales-marketing-influencers-2013/

http://labs.openviewpartners.com/top-sales-influencers-for-2013




Tibor Shanto

• Principal – Renbor Sales Solutions Inc.• Drive numbers by building top sales performers through

process and behavioural change• Execution




Questions?

Tibor ShantoPrincipalRenbor Sales Solution$ Inc.(855) 25-SALESTibor.Shanto@SellBetter.cawww.SellBetter.cawww.SellBetter.ca/blogtwitter.com/TiborShanto

The Objective Seller
