4 sales lessons from evolution. what are the implications on sales of changes that happened by a natural process over a very long time. Learn more at professionalcapital.nl.

1. 4 SALES LESSONS
FROM EVOLUTION.

2. BUT…

3. THE BEGINNING OF WISDOM IS
THE DEFINITION OF TERMS.

4. DEFINE: EVOLUTION

6. ‘’Evolution is defined as the changes
that happened by a natural process
over a very long time’’.

7. 4 SALES LESSONS
FROM EVOLUTION.

8. 4 SALES LESSONS FROM EVOLUTION.
1. People make collective choices.
2. Food influences your decision making.
3. Small actions, big results.
4. Good appearance, positive perception.!
•

9. LESSON 1:
COLLECTIVE CHOICES

11. Implications of collective choices
What does this mean for sales professionals?
1.
Bring references, references and more references!!
2.
Introduce business cases and describe the challenge, your solution and
foremost, show the results. Money talks…
3.
Create sponsors at your client why will influence the buying center!

12. LESSON 2: FOOD
INFLUENCES CHOICE

14. Implications of food influences.
What does this mean for sales professionals?
1.
You are what you eat so don’t get wasted the night before your meeting.
2.
Don’t deal over lunch! Dining is used to probe positions without any
formal commitment.
3.
A little hunger keeps you sharp. You are more goal oriented during the
meeting.

15. LESSON 3: SMALL
ACTIONS, BIG RESULTS

17. Implications of interaction.
What does this mean for you sales professionals?
1.
Be pro-active, leading, and take control. Direct people.
2.
Touching affects community building as it fits the local culture.
3.
Clients grant you business for other reasons then rational business
requirements only.

18. LESSON 4: APPEARANCE
INFLUENCES CHOICE

20. Implications of appearance.
What does this mean for sales professionals?
1.
Dress appropriate, match yourself to your client.
2.
But, always look after your personal brand, keep your identity.
3.
Perception is leading! But you are not the decision maker…
4.
So, also check your perceptions on the client, they could be wrong
assumptions!

21. ABOUT:
WILLEM VERBEKE

23. Prof. Dr. Willem Verbeke
Prof. Dr. Willem Verbeke is professor in the field of Sales and
Account Management at the Erasmus University Rotterdam. His
specialty is neuroscience in the commercial field. Willem
Verbeke is a popular speaker both in the Netherlands and
abroad and is renowned for his insightful and new perspectives
in the field of strategic sales management within professional
and knowledge-intensive organizations. Willem Verbeke studied
Philosophy at the University of Ghent (Belgium) and earned his
PhD in Educational Psychology at the University of Pennsylvania.
He has published eight books and has received many national
and international awards.