sales with love

04/12/2023 www.carehrm.com 1


The Circles of Attraction

Building VALUE CREATION selling to avoid commoditization the

prize war

The challengesThe challenges

More than 50% of sales people are not achieving their sales quotas.

At least 90% of sales opportunities don’t close as forecasted.

More than 75% of product launches fail to meet initial expectations.

52% sales professionals agree they don’t identify and reach key decision makers in the sales.

67% sales leaders agree that buyers are finding it increasingly difficult to differentiate the value of

the products and services they purchases.

Only 37% sales leaders believes their organizations currently capture accurate and comprehensive

customer data.

Most B-to-B sales organizations claim to have a consultative sales approach; however 75% of sales

presentations are basically product pitches.

25% of sales and marketing and sales resources are routinely wasted.

70 to 80% of leads generated by marketing are never followed up.

Only 29% of a salesperson’s time is actually spent selling.

80 % of sales support experts are regularly used inappropriately.

75% of solutions selling initiatives are failed generate any ROI.

65% of companies are spending more on pre sales support than they had previously.

75% or sales and marketing people are unable to consistently and accurately

articulate their value prepositions.

80 to 90% of sales people do not understand what the roles or the key business issues

are of the people they are calling on.

The other challengesThe other challenges

75% to 85% of companies today take an inside-out. “here is my product or service look at all

the neat things it has. Now let’s see if you need it” approach to selling rather than an Outside In:

“ let me understand your business and your specific issues and needs, so we can both figure out whether or not my company can

help”, approach to selling.

85% of “C” level executives felt that their marketing and sales

organizations did not adequately understand the implications of their

customer’s business challenges and the specific values that their products

and services provided to all the different stakeholders they sell to.

85% of “C” level executives felt that their marketing and sales

organizations did not adequately understand the implications of their

customer’s business challenges and the specific values that their products

and services provided to all the different stakeholders they sell to.

According to a 2002 study my McKinsey & Co. 75% of the companies that attempt to implement a

solution- selling methodology fail to return the cost of their investment! The main reason given was that

most sales training companies assumed their clients’ sales and marketing people fully understood

both their customers and stakeholders’ business issues and problems. Without an in-depth

understanding of the customer and stakeholders needs, it is virtually impossible to sell solutions.

According to a 2002 study my McKinsey & Co. 75% of the companies that attempt to implement a

solution- selling methodology fail to return the cost of their investment! The main reason given was that

most sales training companies assumed their clients’ sales and marketing people fully understood

both their customers and stakeholders’ business issues and problems. Without an in-depth

understanding of the customer and stakeholders needs, it is virtually impossible to sell solutions.

Business is simple.

Management’s job is to take care of employees[sales persons]. The

employees job is to take care of customers. Happy customers take

of the shareholders.

It’s a virtuous circle.

John Mackey founder and CEO.

Whole foods market.

“……. Take care of business literally means taking care of relationships…. They believe that to develop that company, they must constantly invest in

these relationships.”

Jody Hoffer Gittel, Author“The southwest Airlines way”


Climb the relationship pyramid

People who value a relationship with me.

People who respect me.

People who are friendly with me.

People who like me.

People who know me by name.

People who don’t know me by name.

Where you want To be with key

Business contacts

The circle of attraction The circle of attraction

CUSTOMER

SALES PERSON

SHARE HOLDERS

C

SALES SHARE

IS ABOUT HOW TO BUILD POSITIVE, PRODUCTIVE BUSINESS RELATIONSHIPS


THE ACCELERANTS

THE ACCELERANTS CUSTOMER

HUMOUR

SHARE HOLDERS

ATTITUDE

SALES PERSON

ACTION

THE POWER OF LOVE

YOUR LIFE IS ALL ABOUT LOVE


WHAT MASTER CLOSERS ARE MADE OF:WHAT MASTER CLOSERS ARE MADE OF:

51%

• ENTHUSIASM

25%

• EMPATHY & UNDERSTANDING

10%

• MANNERS AND CHARM

7%

• FUN

7%

• PRODUCT KNOWLEDGE

Enthusiasm is love in action04/12/2023 www.carehrm.com 15

What? What?


VALUE CREATIONVALUE CREATION

JOB

• CREATES

• MOTIVATION

CAREER

CALLING

• CREATES

• LOYALTY

• CREATES

• INSPIRATION

SALES PERSON


Value creation sellingValue creation selling

SURVIVAL

• Creates

• Satisfaction

SUCCESS

TRANSFOR

MATION

• Creates

• Commitment

• Creates

• Evangelism

Customer


Value creation sellingValue creation selling

SURVIVAL

• Creates

• Trust

SUCCESS

TRANSFOR

MATION

• Creates

• Confidence

• Creates

• Ownership

Share holders


How?How?

Power BoostersPower Boosters

Know who you are

Believe you can be better

Make sure you’re credible

Be unique

Build a high degree of trust

Focus on serving

Think like GM or CEO

POWER OF

REPUTATION

INVEST IN YOUR IDENTITY

ACTION



Opening the relationships

Commit to relational banking

Deepen your relationships

Reach out & everybody

Cover all the bases

Team up to win

Collaborative partnering

POWER OF

RELATIONSHIP

CONVERT CLIENTS INTO COLLABORATIVE

PARTNERS

HUMOR



Positive

Creative

Affability

Conceptualizing problems

and solutions

Leadership

Tenacity

Business acumen

POWER OF

REAL PASSION

ENTER THE SUPERCHARGED SELLING

STATE

ATTITUDE


REASULT

ACTION

HUMOUR

ATTITUDE


Leadership Differentiation

Creativity

Love

Customer

Share holders

Sales person

Mind of a marketer Heart to a seller

The spirit of the Business

GoodTo

GREAT

Customer

Share holders

Sales person

Putting it all TOGETHERPutting it all TOGETHER

THE NEWSALES PROFESSIONAL


THE 8 RULES OF ATTRACTION FOR BECOMING

You must develop and utilize a comprehensive value account plan



You must devote your time and energy to learn about customer’s

business in great detail



You must use capabilities and tools that you’re never used

before to understand how your customers do business and how you can help them improve that

business



You must solve customers problem



You must be innovative in responding to customer’s needs



You must comes up with new customized offerings



You must help your customer improve margins, drive revenue

growth, and make price much less of an issue



You must be personally accountable for customer desired

results.



All the rules of attraction for becoming the

NEW SALES PROFESSIONALmeans:

All the rules of attraction for becoming the

NEW SALES PROFESSIONALmeans:

Transform yourself from a transactional salesperson to one

that creates value for the customer, and help your company to change the way they think and operates

WHY WORRY?WHY WORRY?

Start your journey,

And don’t turn back!

The good news is that the jouney is difficult and requires

persistence and tenacity.

sales with love

Business

sales people

clients sales

sales leaders

sales presentations

sales resources

sales professionals

sales quotas

inspiration sales person