Sales are no more solutions oriented. It is becoming proactive, beyond solutions and innovation driven.

2. “We have the solution to
TYPCIAL meet your needs. We will
tailor our products and
services so that they fit
SALES your reality precisely. Our
price is reasonable and
we'll provide excellent
PITCH customer service.”

3. “We have the solution to
TYPCIAL meet YOUR needs. We
will tailor our products
and services so that they
SALES fit YOUR reality precisely.
Our price is reasonable
and we'll provide
PITCH excellent customer
service according to
YOUR standards.”

4. REAL INSIGHT
• 60% of a typical purchasing decision is done
before a company even contacts possible
suppliers…in other words, the “Value Add”
supposedly contribute is no longer needed
THE CLIENT IS WAY AHEAD OF YOU!!!

5. COMPLEX
COMPETITION
Things have gotten so complex that most
customers can't even comprehend what their
problems are, let alone distinguish between you
and your competitors!!

6. WHY FAIL ???
• Solutions offered by most companies fail to
deliver real value for a variety of reasons:
• OVER PROMISE UNDER DELIVERY
• CUSTOMER IS UNABLE TO IMPLEMENT IT
• HIS/HER EXPECTATIONS ARE NOT MET

7. SALES SHIFT
• FROM SOLUTION SELLING TO INSIGHT
SELLING
• DON’T JUST SELL SOLUTION BUT BECOME THE
SOLUTION COUNCELLOR

8. TURNING SALES CONVERSATION
INTO FULFILLMENT
CONVERSATION
• Engage customers much earlier, even before
customers understands their own need..
STRIKE THE IRON WHEN
THE IRON IS HOT!!

9. Make them recognize the pain they're
experiencing in the absence of your solution

10. CHANGE YOUR POSITION AT THE
TABLE

11. MOST COMMON DELLUSION
Now you may be thinking…
• “I understand that a solution-focused
approach may not work for all companies. But
it seems to be working fine for mine.
If it isn't broken, why should I fix it ”

12. WHY CHANGE?
Shifting to this new paradigm will not only help
you grow tomorrow but will also enable your
live to see
organization to
tomorrow…

13. KEY FINDINGS
• Top sales rep have abandoned the traditional
sales techniques and adopted three new
strategies
1. AVOID THE TRAP OF ESTABLISHED DEMAND
2. TARGET MOBILIZERS,NOT ADVOCATES
3. COACH THE CUSTOMERS ON HOW TO BUY

14. STRATEGY#1
AVOID THE TRAP OF ESTABLISHED
DEMAND
• Pay more emphasis on customer potential to
change rather than their potential to buy
• Star sales rep uses occasions to reframe the
discussion
• Don’t try to meet the customers existing
demands but REDEFINE them(INSIGHT
SELLING)

15. STRATEGY # 2
TARGET MOBILIZERS,NOT
ADVOCATES
• Traditionally, salespeople look for
an advocate, someone that will meet when
asked, provide inside information, support
them, can influence, have credibility, and
stand to personally gain from a deal. In
practice, these people can be great
talkers, but may have little influence on
getting a deal done
• Talkers

16. • Instead, focus on Mobilizers. These are
people that actively look for and advocate
massive change in the organization. They are
engaged by big, disruptive ideas, not features
and functions of a solution.
• Go getters,teachers and skeptics

18. STRATEGY # 3
COACH THE CUSTOMERS ON HOW
TO BUY to coach them
• Most reps rely on a customer
through a sale but a star rep coach the
customer
• Your overarching strategy is to provide insight
rather than extract it. Coach instead of being
coached

25. THANK YOU