October webinar How to Win more Sales by Overcoming Buyer Percieved Risks
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October Webinar, by Tim Foster from The TAS Group.
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October webinar How to Win more Sales by Overcoming Buyer Percieved Risks
- 1. How To Win More Sales By Overcoming Buyer Perceived Risks Tim Foster,AVP Sales -The TAS Group
- 2. © The TAS Group 2015 Before We Begin 1 You will receive a link to the recording of today’s webinar. Watch for it in email. 2 The recording will be available on our website thetasgroup.com, in the Resources section. 3 Enter your questions in the Questions Box or tweet to @thetasgroup. 4 Join the conversation on Twitter: #SalesRisks
- 3. © The TAS Group 2015 Tim Foster AVP Sales EMEA
- 4. How To Win More Sales By Overcoming Buyer Perceived Risks Tim Foster,AVP Sales -The TAS Group
- 5. © The TAS Group 2015 Agenda 1. Where to Start ? 2. Gathering Facts 3. Customer Risk Factors 4. Trust 5. Elements of the Business Case 6. Summary
- 6. © The TAS Group 2015 Poll Question What is the most important influence on buyer decision making? A: Emotion B: Knowledge C: Risk D: Something Else
- 7. © The TAS Group 2015 Which Comes First? Knowledge or Emotion
- 8. © The TAS Group 2015 Start with the Problem • Evidence • Goals, Pressures, Initiatives, Obstacles • Personal Goals as well as Corporate Goals • Balance Selling Process vs Buying process • Widen Your Scope 5.7 buyers involved in major buying decisions according to Linked in
- 9. © The TAS Group 2015 What Stops a Purchase? anxiety and stress
- 10. © The TAS Group 2015 Risk ContextsRisk Factors
- 11. © The TAS Group 2015 Walking in Your Customer’s Shoes Balancing Risk vs. Return
- 12. © The TAS Group 2015 Why Personal Value Matters Likely Purchase Outcomes Buyers Who Do Versus Don’t See Personal Value 71.0% 68.8% 22.6% 8.5% See personal value Don’t see personal value Will Purchase Will Pay a higher Price
- 13. © The TAS Group 2015 Trust Equation Credibility Self Orientation = Trustworthiness + Reliability + Intimacy
- 14. © The TAS Group 2015 Builders & Killers of Trust Builders Killers Credibility • Accuracy and Expertise • Completeness • Expression – Eye Contact, Energy • Overstate Your Knowledge • Exaggerate Reliability • Connection between Promise & Action • Actions done the Way the Customer Wants • Missed Commitments or Deadlines • Inconsistency in your Dealings Intimacy • Courage & Candor • Make the First Move • Emotional Closeness • Artificiality • Independence • Not Taking Risks Self-Orientation • Listening vs. Talking • Focus Centered on the Customer • In the Here & Now • In it Only for the Money • Win at all Costs • Need to be Right
- 15. © The TAS Group 2015 Elements of a Business Case
- 16. © The TAS Group 2015 Focus Orientation Repertoire Finance Relationships Pick the Right Level Event Product/Service Technology Price Operations Process Business System Cost Management Outcome Political Solution Value Executive Level 1 Level 2 Level 3 Tactical Strategic Competitive
- 17. © The TAS Group 2015 4 Key Attributes of Influence Influence Inner Circle Political Structure Business Value Define goals, objectives and strategies Execute objectives and strategies “Make it Happen” Initiate / sponsor new projects Implement new projects Controls Outcomes Track Record Recognize as consistently successful in the past Recent successful performance Sought out by others for advice Receive new highly visible projects to manage Partisans & Allies Center of the informal communications network End of informal communication network Surround themselves with people they trust Collect and provide information to Inner Circle Able to reach down into the organization for advice Philosophy & Policy Define the organization’s cultures, values and policies Understand and assimilate into the organizations culture Able to change or circumvent established policies and procedures View policies and procedures more like rules
- 18. © The TAS Group 2015 Most Influential Types of Content
- 19. © The TAS Group 2015 The Need for Consistent Messaging • Buyers control the buying process through Multiple Channels • Wrong message, Wrong Time, Wrong Person • Emphasize your Strength and UBV • Single Message
- 20. © The TAS Group 2015 Roadmap to Success Problem Risk EvidenceTrust
- 21. © The TAS Group 2015 Our Next Webinar How To Use The ‘Right’ Data & Insights To Supercharge Sales Performance Thursday, November 12th at 11am EST / 8am PST / 4pm GMT
- 23. How To Win More Sales By Overcoming Buyer Perceived Risks Tim Foster,AVP Sales -The TAS Group
Editor's Notes
- Suzanne