business development clinic 07.07.09
DESCRIPTION
Smartbreakfast® Series: Business Development Clinic. 3 key ideas: 1) Referral Marketing (Recommendation selling) 2) The buyer's journey 3) Selling to the Emotional BrainTRANSCRIPT
ClinicBusiness Development
Smartbreakfast® SeriesParis, Tuesday, July 7th 2009
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1 2 33 things to remember
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1. Referral Marketing
2. The Buyer’s Journey
3. Selling to the Emotional Brain
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Referral Marketing
1
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Is Cold Calling effective?
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Typical Sales Conversion Rates
1. Cold calling:
2. External Recommendation:Your company should use Rob Smith. He is a highly knowledgeable expert in your field.
3. Internal RecommendationWe should use Rob Smith. He is a highly knowledgeable expert in our field.
Between 1-5%
44%
88%
10 X cold calling
20 X cold calling
2 X External
recommendation
< 4%
6
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Find ways to get recommended
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The buyer’s journey
2
8
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1. The Sales Cycle is dead
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2. Birth of buyer-centric thinking
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A journey into the unknown?
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Show them the way forward
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The Buyer’s Decision Process
1. Person
2. Company
3. Product
4. Price (Value)
5. Why Now?
13
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Set realistic expectations
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Avoid this…..
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and this.....
16
17
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Create a sense of urgency
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Sell to the Emotional Brain
3
19
20
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Because people make emotional
decisions that they justify with logic
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Get to the emotional
heart of the matter
23
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By asking questions that uncover:
24
1. Facts
2. Opinions
3. Feelings
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1 2 33 things to remember
SalesChannel Europe ©2009 All rights reserved
1. Referral Marketing
2. The Buyer’s Journey
3. Selling to the Emotional Brain
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Rather important
to get them right!
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SalesChannel Europe ©2009 All rights reserved 30Acceleration 2.0
Sales
David R EdniePresident & CEOSalesChannel Europe SARLPh: +33 676 600 925Email: [email protected]: www.saleschannel-europe.comBlog: http://saleschannel.blogspot.com