Learn the A to Z of How to Sell in Today's World - 2023 Today’s Market Today's marketplace has changed dramatically. Buyers are more cautious and sophisticated. The environment is competitive, challenging and constantly shifting To grow and compete you need a new set of sales strategies and a new approach to growth. In this high-energy workshop, we discover how to turn uncertainty into your competitive advantage. You will learn how to stay razor-like focused while remaining highly flexible, so you are prepared no matter what this marketplace does. Sales Challenges • Selling On-Line and Face 2 Face • Failing to CLOSE Deals • Inability to communicate VALUE to Buyers • Hearing TIO - ‘think it over’ - all too often when you ask for the business • Handling the Price Objection Sales Modules 1. Understanding this VUCA world 2. Selling Face 2 Face 3. Prospecting & Cold Calling 4. Getting Qualified Appointments 5. Effective Telephone Techniques 6. Engaging the KDMs 7. Control with Questions and Active Listening 8. Open Questions to find the “PAIN” 9. Cross Sell & Up Sell 10. The Objection Handling System 11. Power Closes of a Champion 12. How to Motivate your way out of a Slump 13. Selling On Value and not Price

1. “SCIENCE of
SELLING”

2. SOME PEER TRAINING CLIENTS

3. TOO MANY BUZZ WORDS FLOATING AROUND
AIDA MODEL
Customer Centric – Selling
Solution Selling
SPIN Method
Relationship Selling
BANT Selling
Consultative Selling
“INSIGHT” SELLING
Trusted Advisors
Value Based Selling

4. AIMS
1
Understand the
Sales Process
2
How are Pro
Sellers Selling
Now?
3
Why do Buyer’s
Buy?
4
How to become a
Trusted Advisor?
5
Relationship
Selling
6
What is
“INSIGHT” selling?
7
What is “Blue
Ocean” Selling?
8
How do we
create VALUE?
9
CAPS – Action
Plans - SMART

5. WHY SHOULD I BE DIFFERENT?
THE TRUSTED ADVISOR?
gains customer trust and commitment and
becomes part of the inner circle
THE SOLUTION PROVIDER?
anticipates and meets customer needs beyond
expectations
THE VALUE ADDED SUPPLIER?
identifies customer’s “hidden” needs and adds
value
THE PRODUCT VENDOR?
identifies customers, key contacts, and determines
requirements and expectations

6. HOW DO YOU SELL NOW?
10 Minutes
You receive an Incoming Enquiry
What process or steps do you normally follow?
1. Introduction
2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
5. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
6. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
7. Goodbye - Close

7. 6 COMMON MISTAKES MADE BY SELLERS
1. Experiencing technology problems: 89%
2. Using poor or no visuals during online meetings: 86%
3. Not responsive to my question or concerns: 84%
4. Not prepared: 83%
5. Lacking presentation skills: 80%
6. Sending poorly-written emails: 80%

8. TOP PURCHASE DECISION FACTORS AND
SELLER EFFECTIVENESS

9. THE PURCHASE EXPERIENCE IS # 1
Percentage
of
Contribution
to
Customer
Loyalty
12%
14%
20%
54%
Company
and Brand
impact
Product and
Service
Delivery
Value-to-
Price Ratio
Purchase
Experience
This is YOU
In action
The Purchase Experience…
• Offers unique, valuable
perspectives on the market
• Helps me navigate
alternatives
• Helps me avoid potential land
mines
• Educates me on new issues and
outcomes
• Supplier is easy to buy from
• Supplier has widespread
support across my
organisation

10. DECISIONS TO BUY
FACTORS INFLUENCING CUSTOMERS’ DECISIONS TO BUY
PRICE
QUALITY OF
PRODUCT/SERVICE
OFFERING A TOTAL
SOLUTION
CALIBRE OF THE
PROFESSIONAL
18% 20% 22% 40%

11. EVERYTHING IS THE SAME…
Levels of Service
Product
ROI Business Case
References
Brand
Price & Terms
Product Availability

12. In a world of
commodities
… the only
differentiator
is
YOU!
THE PRODUCT ADVANTAGE HAS ALL BUT
DISAPPEARED…

13. STEPS TO SUMMITING
PROSPECTING
QUALIFYING
PARTNERING
IDENTIFYING/CREATING
PRESENTING
SUMMITING

14. FINDING THE GAPS
1 3
2

15. FINDING THE GAPS
1 3
2

16. Who?
What?
5 WHISKEY’S & 1 HOTEL
When?
Where?
Why?
How?

17. WHAT’S THE STORY
BEHIND THE
PROBLEMS
YOUR CUSTOMERS
ARE FACING?

18. ROLE PLAY
SCENARIO:
You have recently attended a course at a venue that serves delegates
tap water which is carried into the training room by staff. The water
was warm and left a nasty taste.
You have seen an opportunity for your company’s new water
dispenser.
INSTRUCTIONS:
1. Give your company a name
2. Design your product – Water Cooler Dispenser Features, Advantages
and Benefits
3. Discuss your sales strategy -
How are you going to sell this Dispenser?

19. AIMS AND GROUND RULES
1. Your AIM is to identify 3 Customer NEEDS
 3 Pain-points
 3 GAPS
 3 Opportunities
2. You are NOT allowed to present your Water Dispenser until 3 NEEDS are identified
3. You are NOT allowed to ask “Closed Questions”
Preparation Time = 15 min

20. WHERE DO SALESPEOPLE GO WRONG?
1. Tend to TELL
2. Ask CLOSED QUESTIONS
3. Present FAB before finding the
“NEEDS”
4. Lose control of the conversation
5. Want to present too early

21. Disrupt
Balance Advocacy and Inquiry
Comfort Zone
No Fear
Learning Zone
Debilitating Fear
Fear
Paralysis Zone
Buyers most
open
to insight
Buyers resistant
to
change
Buyers shut
down
to everything
Reframe Direct

22. COLLECT THE 10 YESES

23. THINK LIKE A BUYER
“Dear Sales Person,
Stop trying so hard to sell me and focus on helping me solve my problems.
What? You don’t know what my problems are.
Hey, figure it out, because I have figured out what you do.
Regards,
Buyer”
Take a moment and write down 3 ways you’d like to be approached as a Buyer?
_________________________________________________________________________________________________
_________________________________________________________________________________________________
_________________________________________________________________________________________________

24. CUSTOMISE QUESTIONS
Look at Look at
FANQ in your
Workbook
Choose One
Product - Complete
Exercise
Focus on
Developing 3
Brilliant Searching
Questions
Elect a
Spokesperson to
give feedback

25. MEETING AGENDA
Date: Feb 22, 2024 Time: 9:00 am Location:
Problems
Notes and Action Items
Topic 1: Brief Intro to …………
Our Vision & Mission
Topic 2: About You
Topic 3: Discussions
Topic 4: Way Forward
1. Understand your Situation
2. Your Expectations
3. Your “Pain-Points” - Challenges
4. Your desired Outcomes
1. How can we assist you?
2. Our Suggestions and Show Proof
1. Proposed Next Step
2. Where to now?

26. GOOGLE ALERTS
ALEXANDER FORBES
Weekly update: July 17, 2020
NEWS
Alexander Forbes: Premiums will not be
going up
Independent Online
Alexander Forbes Insurance forecasts an
increase in weather-related insurance
claims

27. VALUE AND PRICE?
What creates VALUE?
Solving problems not foreseen by Buyer
Helping prospects achieve personal objectives
Insight, over and above information and expertise
Providing Insights beyond Buyer’s expectations
Proposing disruptive solutions
Clients for Life - Sheth and Sobel

28. VALUE CREATION
 Transactional
 Product or Service
 Vendor
Level – 1

 Experience
 Support or Service
 Supplier
Level – 2
 ROI
 Tangible Business
Outcome
 Preferred Vendor
Level – 3
 Strategic
 Proactive
 Trusted Advisor
Level – 4
RELATIONSHIP VALUE
ECONOMIC VALUE

29. A L L T H I N G S B E I N G E Q U A L ,
Relationships Win,
A L L T H I N G S B E I N G U N E Q U A L ,
Relationships Still Win
Your job in sales is to make all things unequal by creating
a preference for you, your company, and your solution.
How do you do this?

30. THE 3 LEGS OF THE VALUE PROPOSITION STOOL
What happens if you don’t follow all three of the value
proposition rules?
Creates foundation for ...
Premium Fees
Sales Wins
Loyalty
+ +
Resonate
“I Need”
Differentiate
“Best Option”
Substantiate
“I Believe”

31. Weak
Resonance
Difficult to
Substitute
Easy to
Substitute
Able to
Substantiate
Able to
Substantiate
Strong
Resonance
Strong
Resonance
“I don’t
need”
“What’s your
best price?”
Difficult to
Substitute
Not able to
Substantiate
“I can’t risk
it”
Take One Away .... .... Buyers Say

32. IMPACT AND DIFFERENTIATION

33. IMPACT AND DIFFERENTIATION

34. VIRTUAL TOOLS
Use of white board in zoom Write down their ISSUES – do it publicly
Draw up an AGENDA for next Virtual
Meeting
Use Torch Spotlight
Google Alerts

35. 4 PHASES OF “VIRTUAL” MEETINGS
Close
Negotiation
Solutions
Discovery

36. MEETING AGENDA
Date: Feb 22, 2024 Time: 9:00 am Location: ZOOM
Problems
Notes and Action Items
Topic 1: Brief Intro to ………..
Our Vision & Mission
Topic 2: About You
Topic 3: Discussions
Topic 4: Way Forward
1. Your Expectations
2. Current Challenges
3. Your desired Outcomes
1. How can PPS assist you?
2. Our Approach and Suggestions
1. Proposed Next Step
2. Where to now?

37. “ROAD MAP of VIRTUAL MEETINGS”
04
 Any unresolved Problem
Area?
 Documentation
 After Sales Follow Up
01
 Dealing with KDM?
 “Discovery Phase”
 5 W’s & 1 H
 Agree Pain Points
 Schedule Next Virtual
Meeting
02
 Summarise Priority Issues
 Get Agreement
 Propose Solutions
 Get Commitment
 Schedule Next Virtual
Meeting
03
 Resolve Outstanding
Issues
 Plan the Road Ahead
 CLOSE
 Negotiation
 Another Virtual Meeting?

38. 75%
14%
Buyers view 75% of purchases as “strategic opportunities”, meaning the buyer
isn’t required to buy, but is making a purchase as an investment.
Yet, only 14% of buyers report discovering these strategic opportunities from
sellers versus other people and personal research.

39. WHAT SALES WINNERS DO DIFFERENTLY …
Winners demonstrated they
understood the buyer’s
needs
2.5x
more often than the
second-place finishers.

40. THE C L O S E
 Look for Buying Signals
 Summarize The Benefits
 Ask for the Business
SHUT UP!
Ready
Steady
Go!

42. BALANCE SHEET CLOSE
+
Health Issues
Hygiene Headache
Repeat Business Lost
Save Money
-
Price

43. Dear .............
I enjoyed our chat this morning.
Your Priority Requirements
You mentioned these specific requirements:
1. Worried about whether you can afford to
retire.
2. What happens if you are retrenched?
3. Monthly cash flow
What we can do for you ....
1. .........................
2. ……………………..

44. THE ACID TEST
Would you buy
what you are selling?

45. BE YOU

46. THE END FOR
TODAY

47. TOO MANY BUZZ WORDS FLOATING AROUND
AIDA MODEL
Customer Centric – Selling
Solution Selling
SPIN Method
Relationship Selling
BANT Selling
Consultative Selling
“INSIGHT” SELLING
Trusted Advisors
Value Based Selling

48. 6) Close The Sale …
5) Overcome objections
4) Create desire
3) Build value
1) Establish rapport (trust & respect)
“THE ULTIMATE SALES MACHINE”
7 Steps to a Sale: The Decision Making Process
Sales from smart to finish
2) Find need
7) FOLLOW UP
MOST COMPANIES PUT
THE EMPHASIS ON THE
BACK END OF THE SALE

49. WHAT’S YOUR BIGGEST STRUGGLE WITH
WORKING REMOTELY?

50. COURAGEOUS CONVERSATIONS
Describe the situation as they see it
D
Explore their feelings
E
Frame their & your ideas
F
Invite them to participate
I
Name the difficult remaining issues
N
Explore the options together
E
Plot the Road ahead
R

51. WE MUST CONSTANTLY REINVENT
OURSELVES
IN ORDER TO ACHIEVE GROWTH
& DEAL BETTER WITH THE ISSUES
OF THE DAY

52. Being networked, techno-savvy & awake to new
ideas, people, thoughts & behaviours has now
become a prerequisite for success
SMARTEN UP

53. BECOMING BUSINESS PARTNERS
 HOW?
 Put them first…
 Vocab ….. Us, We, Let’s …

54. BECOMING AN INDISPENSIBLE PARTNER
Company brand
and solutions
Your personal
impact &
partnering
skills
Understand the
client’s needs
How you add
unique
significant
value to the
client beyond
expected
Value for
Money

55. LISTEN ACTIVELY …
REPET …
EMPATHY …
CLARIFY …
ACTION …
PERMISSION …

56. See them as opportunities
Find the real reasons
Pre-empt objections
HANDLING OBJECTIONS

57. YOU CAN HAVE IT ALL!
NOW GO AND GET MORE SALES

58. VALUE
Rolls Royce – Aspirational value
“Value” is important and misunderstood
Know your customers
Everything has a value
Value is relative to values of customers
Know what your customers value

59. MASSIVE BENEFIT BEYOND PRICE
Health
Prestige
Functional Rationalizations:
Massive Benefit beyond price
Organic
Fair trade
Natural
Non-GMO
Vegan
No-Trans fats
Gluten free

60. CASE STUDY

61. SELLING VALUE
Since 1928, Belgium
Founded by Master Chocolatier Joseph Draps
Handcrafted packaging
Multi-channel sales strategy
Positioning: Leader in premium confectionary category
“Taste”: Bought as “gift”

62. DECISIONS TO BUY
FACTORS INFLUENCING CUSTOMERS’ DECISIONS TO BUY
PRICE
18%
QUALITY OF
PRODUCT/SERVICE
20%
OFFERING A TOTAL
SOLUTION
22%
CALIBRE OF THE
PROFESSIONAL
40%

63. “WHEN DURING THE BUYING PROCESS DO YOU FEEL
IT MOST USEFUL TO ENGAGE WITH SALES REPS?”
Learning more
about potential
solutions and
solution providers
70%
24
23
24
14
Keeping up with
industry /
technology news
and events
16
Evaluating and
selecting a solution
provider / making
the final decision
Building ongoing
relationship with
solution provider
post-purchase
Identifying a
shortlist of solution
providers
Stage 1
Epiphany
Stage 2
Awareness
Stage 4
Confidence
Stage 5
Loyalty
Stage 3
Interest
Source ITSMA, How B2B Buyers Continue Information Study, 2012

64. WHY SHOULD I BRAND MYSELF?
If you don't brand yourself, others will.
Catherine Kaputa

65. THE ART OF PERSUASION
“Going From GOOD to GREAT”

66. Head
Phones
Additional
Screen
Good
Internet
Good
Lighting
Window
Comfortable
Chair
Additional
Webcam
Additional
Keyboard
Printer Tidy Background
or Green Screen

67. SOME PEER GROUP CLIENTS - 2020

68. VIRTUAL SELLING
High Impact Sales

69. WELCOME
MUTE YOUR MIC
UNLESS
SPEAKING
TURN OFF VIDEO
IF YOU ARE
INTERRUPTED
TAKE NOTES TO
AVOID
INTERRUPTING
OTHERS
IMPROVE
BANDWITH BY
CLOSING EXCESS
WINDOW &
OTHERS

70. DO YOU LIKE VIRTUAL
SELLING?

71. EXERCISE IN BREAKAWAY ROOMS
10 Minutes
01
You will be divided
into Breakaway
Rooms
02
In your group,
select a
spokesperson who
will provide
feedback on the
exercise
03
Remember to
watch the time for
the exercise on the
countdown clock
04
When you return to
the main Virtual
Room, the
spokesperson must
remember to
unmute his/her mic

72. TAKE THE LEAD
Take
the
lead
 Persuade Virtually
 Strengthen Relationship
 Amplify Reputation
 Project Professionalism
 Orchestrate Conversations
 Develop Rapport
 Facilitate Interaction
 Master Technology
 Enable Breakthroughs
 Capture Attention
 Maximize Engagement
 Inspire Visually

73. EXERCISE IN BREAKAWAY ROOMS
01
You will be divided
into Breakaway
Rooms
04
When you return to
the main Virtual
Room, the
spokesperson must
remember to
unmute his/her mic
02
In your group,
select a
spokesperson who
will provide
feedback on the
exercise
03
Remember to
watch the time for
the exercise on the
countdown clock

74. Disrupt
Comfort
Zone
No Fear
Fear
Buyers most open to insight
Buyers resistant to change
Buyers shut down to everything
Reframe Direct
DISRUPT COMFORT
ZONE

75. FEAR CAN’T BE ERASED, BUT IT CAN BE
EASED
If You Don’t want to look bad
DO THE WORK

76. PRACTICE, PRACTICE, PRACTICE
It’s ok to start with notes
NEVER GO ‘LIVE’ WITH NOTES!

77. Do it
again…

78. MAKE IT PERSONAL …
TELL YOUR STORIES

79. EXERCISE IN BREAKAWAY ROOMS
15 Minutes
01
You will be divided
into Breakaway
Rooms
02
In your group,
select a
spokesperson who
will provide
feedback on the
exercise
03
Remember to
watch the time for
the exercise on the
countdown clock
04
When you return to
the main Virtual
Room, the
spokesperson must
remember to
unmute his/her mic

80. EXERCISE IN BREAKAWAY ROOMS
01
You will be divided
into Breakaway
Rooms
02
In your group,
select a
spokesperson who
will provide
feedback on the
exercise
03
Remember to
watch the time for
the exercise on the
countdown clock
04
When you return to
the main Virtual
Room, the
spokesperson must
remember to
unmute his/her mic

81. BREAKOUT
20 Minutes
Make up a Scenario
You have a prospect interested in PPS
Use Open Ended Questions aimed at drilling
down to find 3 GAPS/Pain- Points
Prepare to share with your Colleagues
3 Pain Points and 3 Brilliant Questions
1 2

82. THE NEW BUYER’S JOURNEY
Problem/
Need
Google
Engage
Evaluate
Negotiate
CLOSE
Problem
Solved
Ready
Steady
Go!

83. ROLE PLAY IN BREAKAWAY ROOMS
15 Minutes
01
You will be divided
into Breakaway
Rooms
02
In your group,
select a
spokesperson who
will provide
feedback on the
exercise
03
Remember to
watch the time for
the exercise on the
countdown clock
04
When you return to
the main Virtual
Room, the
spokesperson must
remember to
unmute his/her mic

85. PLUG THE GAP

86. GROUND RULES – Virtual Role Play
PLEASE REMEMBER TO DO ROLE PLAYS in your breakaway Rooms
1. Give everyone a chance to practice
2. Your AIM is to identify 3 Prospect’s NEEDS
 3 pain points
 3 GAPS
 3 opportunities
3. You are NOT allowed to present your Product/Services until 3 NEEDS are identified
4. You are NOT allowed to ask “Closed Questions”

87. ROLE PLAY IN LARGE GROUP
30 Minutes
1. REFER to GROUND RULES
2. Randomly Select People
3. Audience to raise hand when a
ground rule is broken

88. THINK LIKE A BUYER
“Dear Sales Person,
Stop trying so hard to sell me and focus on helping me solve my problems.
What? You don’t know what my problems are.
Hey, figure it out, because I have figured out what you do.
Regards,
Buyer”
Take a moment and write down 3 ways you’d like to be approached as a Buyer?
_________________________________________________________________________________________________
_________________________________________________________________________________________________
_________________________________________________________________________________________________

89. BECOMING A TRUSTED ADVISOR

90. Sellers
Value
PROCESS
PEOPLE
SALE
OUTCOME

91. Preferably under 10 words
Be succinct and to the point
It must contain:
THINK OF A STORY …
RELIGION SEX MYSTERY

92. Good God,
I’m pregnant.
I wonder who did
it?

93. PONDER 1
What is your major take-away?

94. BREAKOUT
15 Minutes
The 7 Sales Stepping Stones
In your group agree on
how to describe the
Proper Sales Steps Model
Appoint a Spokesperson to
share with the room
1 2
Check Your Sales Steps –
what would you change
and why?
3

95. YOU CAN HAVE IT ALL!
NOW GO AND GET MORE SALES

96. “ROAD MAP of VIRTUAL MEETINGS”
In short, buyers pick
sellers with strong core consultative selling skills
Demonstrate overall value they offer is superior to others
What did buyers say second-place finishers should have done
differently to win their business?
Craft a compelling solution
Understand buyers’ needs

97. YOUR EXPECTATIONS
What Do YOU want to Achieve
during this Program?
(3 minutes)