Download - Melissa Galvin University of St. Thomas May 20, 2003 From transactional to relationship selling
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Melissa Galvin
University of St. Thomas
May 20, 2003
From transactional to relationship selling
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• Difficult economic situations,
• Fierce competition,•More knowledgeable and demanding customers.
Challenges
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• In the past selling was sole objective
• Now, customers expect:
• Solutions
• Relationships
• Information
Customers want value!
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•Offer value
• Ask penetrating questions
• Listen to customers
• Talk about long-term benefits
• Plan strategies to meet the demands
Beyond transactional selling
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Training can help!
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• Research
• Communication
• Presentation
IMPAX Three-step process
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• Understanding the customer’s business
• Developing credibility
• Gaining information
Step 1: Research
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Leveraging the research to gain access to true decision makers who can really buy the value that is offered.
Step 2: Communication
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Delivering the kind of presentation the decision maker won’t see from any of their competitors.
Step 3: Presentation
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“Do individuals trained to use the three-step, sales enhancement process perceive it to be an important tool to obtain sales goals?”
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Objectives
• Quantify the return on investment.
• Drive home any key findings and speak to the value of the IMPAX process.
• Position themselves as a leader within the sales industry.
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Who I asked
• 300 past clients surveyed
• 18 questions
• 63 surveys returned
• 21% response rate
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Respondents fell into the following industry categories
•Computer Technology
•Education
• Financial
•Health Care
• Insurance
•Marketing
•Telecommunication
•Transportation
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The IMPAX process of research, communication and presentation has made a positive impact in my job.
Percent
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The IMPAX process has given me new skills that have helped me to close sales.
Percent
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As a result of training, I’ve been able to capture repeat business with existing clients.
Percent
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Of the three components, choose the one that has had the most significant impact on your ability to meet sales objectives.
Percent
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Have you incorporated what you’ve learned from IMPAX into your daily routine?
Percent
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The IMPAX process has made it easier to sell my product and/or services during the current economic downturn.
Percent
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The IMPAX process has helped me to make successful presentations to top-level executives.
Percent
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I would recommend IMPAX training to other individuals.
Percent
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“Do individuals trained to use the three-step, sales enhancement process perceive it to be an important tool to obtain sales goals?”
YES!
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Recommendations
• Follow-up with clients.
• Gain a better understanding of each industry before training.
• Communicate findings with clients.
• Conduct additional research.
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Questions?