stop talking about your products and services
TRANSCRIPT
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Do you need more clients, customers and new business?
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There is a new and better wayto win and retain business
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We need a new way to sellbecause we’re all buying differently
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Here’s how it works…
We become aware of a potential need
A few minutes with a browser and we’re on our way to becoming sufficiently well informed
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Next step: we speak with somebody in sales because we have more questions about
our short-listed products or services
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And most people in
sales roles are happy to answer our questions
They believe that this is their role
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Everybodyexpects sales people to talk
about the products and services that
they’re selling
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There isa much betterrole for sales
people
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The betterrole is for the sales person to COACH
their customer
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Sales people should use their specialist knowledge to help
customers to understand their own needs better
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And then work with these customers to CO-CREATE
the best way to meetthese more clearly
defined needs
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Then it’s time to CONCLUDEwho is going to do what by when so
that these needs are met
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COACHCO-CREATECONCLUDE
We call it
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This is a new and better way to sell
and your customers are
going to love it!
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What’s thebig difference?
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Currently, most sales people are
trained to communicate
value
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But now that buyers can access such
a HUGE amount of
information online…
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It’s the job of our colleagues in marketing to communicate
value
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The best role for sales people is NOTto communicate value
but to actually create value within their sales processes
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Even better, not just create value,
we shouldco-create value
in genuine collaboration
with our customers
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And that’s why we say…
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Want to learn how to COACH, CO-CREATEand CONCLUDE to win more business?
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FREE online training course coming late
November 2015 Click here for more information
Interested?