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Selling with Maximum Value

Strategies That Maximize The Value And Power of Your Sales To Drive Fast And Favorable Purchase Decisions

Andy Paul

Founder, Zero-Time Selling, Inc.

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How Do You Differentiate &Rise Above The Competition?

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AMP Up Your Sales

1. Accelerate Responsiveness

1. Maximize Value

2. Practice Simplicity

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What is Buying?

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Gathering the Information to Make Good Decisions Quickly

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“Getting information pushes at the two constraints everyone faces: it takes time and costs money. Making sound decisions fast and at a low cost is a competitive advantage everywhere.”

Geoffrey Colvin, Talent is Overrated

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Research: Customers Want To Make Decisions 40% Faster

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BuyingQuickly Gathering Information to MakeInformed Purchase Decisions at aLow Cost

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What is Selling?

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“We don’t make money when we sell things; we make money when we help customers make purchase decisions.”

Jeff Bezos, CEO, Amazon, Inc.

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Are you selling things?

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Are you helping customers make

purchase decisions?

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SalesHelping Customers MakeFast and FavorablePurchase Decisions at a Low Cost

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AMP Up Your Sales

1. Accelerate Responsiveness

1. Maximize Value

2. Practice Simplicity

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1 Accelerate Responsiveness

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Responsiveness =Information + Speed

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Responsiveness Strategy #1: Sell Faster

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Two Pre-Requisites to Sell Faster

1. Well-defined and documented sales processes

1. Speed metrics for all customer-facing activities

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75%75% of companies have not documented their sales process

Zero-Time Selling; Sales Process Assessment

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Map Your Sales Process

1. Show all Steps

1. Show Duration of Steps

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75%75 % of companies have not established metrics for responsiveness or the speed of their sales processZero-Time Selling; Sales Process Assessment

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To Accelerate Responsiveness You Must Measure What Matters

• Lead follow-up• Responsiveness to all customer

questions• Clean Inbox Standard• Voice mail response• Customer Support response• Quote/Proposal Development

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Document your sales process in detail

Define time metrics for responsiveness

Weekly: Review metric data

Quarterly: Refine your sales process

Train to the process

Action Steps: Sell Faster

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Responsiveness Strategy #2: Sell With Experts Who Can Help The Customer Buy

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Who Should Sell Your Product?

Generalists

Specialists

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Customer Preference: Knowledge & Expertise

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Customers Don’t Buy You:They Buy What You Can Do For Them

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Rate Your Sales Team & New Hires

1. Which Quadrant Matches Your Customers?

1. Does Your Sales Team Align With Your Customers’ Needs?

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Write a Job Description Based on Your Buyers’ Needs

Rate Your Sales Team Based on Their Attributes

Find Experts Internally

Action Steps

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2 Maximize Value

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Value Strategy #1: Plan and execute every sales touch to provide the maximum value in the least time

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Customers Exchange Their Time for Value

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Information That Moves The Prospect At LeastOne Step Forward In Their Buying Process

What is “Value” in Selling?

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Examples of Value

• Product Data• Features & Benefits• Value Proposition

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Types of Value

Questions: • Defining the Problem• Shaping the Buying Vision

Context:• White papers• Industry & Market reports

Insights:• Case studies/Sales Stories• Testimonials• Independent Experts

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An Essential Source of Value:Your Responsiveness

• First seller with the answers wins• Makes it Easier for the Customer to Decide• Compressing the Buying Process• Responsiveness Creates Tangible Value

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Establish Goals for Each Sales Touch

Define Desired Outcomes

Don’t Waste Time: Theirs or Yours

Prepare, Practice, Rehearse

Planning Guide for Value & Impact

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Stop! Every sales touch must have a value plan. If it doesn’t: just don’t do it.

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Value Strategy #2 : Treat Each Sales Touch With Equal Importance

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Peak-End Selling: Peak Experience and Last Contact

Customer Remembers Two Factors At Decision Time

Initial Contact

Decision Ongoing

DiscoveryPresentation

Proposal

PeakLast

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Every Step of Your Process Can Be The Peak

Each Sales Interaction is Equally Important

Initial Contact

Order Ongoing

DiscoveryPresentation

Proposal

Peak

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Treat Every Sales Interaction with Equal Importance

Achieve Your Goal(s) and Outcomes For Every Touch

Focus on Peak Events and Last Touch

Be Completely Responsive

Action Steps to Maximize Value

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3 Practice Simplicity

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Simplicity Strategy #1: The Daily Question

Question to Ask About Every Qualified Prospect Every Day:

“What information does the prospect need from us today to move at least one step closer to making a decision?”

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Simplicity Strategy #2: Start Small Reduce risk to increase win rate and compress decision cycles.

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1 Fear!!

2 Risk that you can’t perform

3 Risk that they customer can’t perform

4 Risk that the wrong decision would be career limiting.

Biggest Barriers to a Decision

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Start with the smallest (least risky) relationship possible

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Risk Assessment Quadrant

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Qualify every sales opportunity with RAQ grid

Integrate risk reduction into every account plan

Introduce “Start Small” early in the buying process

Action Steps to Reduce Risk:

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Simplicity Strategy #3: Be 1% better

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How much did you win your last deal by?

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Your Internal Advocates are looking for Tiebreakers

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Justifiers are NOT About Price

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1 Respond to a lead within 30 minutes vs. 4 hours

2 Answer a customer question in 15 minutes vs. 24 hours

3 Maximize the Value to compress the buying cycle

4 Provide extra value that has minimal costs (i.e., extended warranty, pay

shipping both ways on returns)

5 Make it easy to do business with you (have phone answered by a live

person vs. an auto-attendant; prompt customer service response)

Possible Justifiers

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Well documented & measurable sales process

Relevant experience & expertise in sales team

Defined goals and outcomes for every sales touch

Create peak experiences at each step of your sales process

Keep your selling simple

Start small to reduce risk and increase win percentage

Be 1% better

AMP Up Your Sales Checklist:

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QUESTIONS ?

Author, Speaker, Sales Expert

Contact:andy@zerotimeselling.com619-980-4002

@AndyPaulSales@ZeroTimeSelling

AndyPaul