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  • Dharmender Sharma
    Dharmender Sharma
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    July 2009 Newsletter of Communication Consulting - "Innovative selling skills"
    Dear Friends,

    “When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” - Dale Carnegie

    Many, if not all, of your customers are currently tightening their belts and appear less willing to spend. Orders are being delayed, reduced, or even cancelled. These are just some of the many challenges facing organizations globally in 2009.

    Truth is, in a downturn, when people worry about their job and their company’s viability – it is really tough to convince them to try new things, especially if your product or service is perceived as expensive or unfamiliar. In times of uncertainty, people cling to the comfortable and the familiar.

    The global market place is changing constantly, and as the competitive environment continues to evolve, sales strategies must evolve along with it. Innovative selling is the ability to look creatively at your products, services and sales strategy as a whole, and find ways to attract and build mutually beneficial partnerships with your customers.

    Isn’t Innovative Selling Just Another Sales Training?

    Innovative selling will enable you to align your company selling approach with the buyer's preferred buying strategy and communication style. This innovative approach to sales will enable you to build longer and more lasting relationships with customers and at the same time provide you with a greater opportunity to add more long term value to every dollar your customer spends. Something that’s vital in today’s financial climate.

    There are many innovative approaches your sales team can do to:

    1. Lower the risk – make it is easy to try your product/service.
    2. Focus on returns that customers will see quickly
    3. Offer turnkey solutions or pilots
    4. Provide tools for the buyer to sell internally
    5. Use authoritative sources to validate your solution
    6. Create case studies

    Innovative Selling

    Objectives:

    1. Understand the way people make purchasing decisions and how we can use this knowledge to add value to each customer relationship
    2. Find new and innovative ways to communicate and deliver value to customers by thinking more creatively about their products/services, and the problems they can solve for customers
    3. Be able to more easily identify various customer communication styles, motivators and preferences; and know how to adjust their own style accordingly
    4. Know how to streamline later negotiations but providing excellent service and value throughout the entire buying cycle
    5. Be able to build a strong political map of key accounts; identifying various contact points – from decision makers and influencers, to informers and insight points.
    6. Know how to use the political map, combined with innovative time management solutions to help build stronger relationships, increase knowledge, uncover hidden opportunities and deliver more customer specific value
    7. Create a sales strategy that that synchronizes with the customer buying cycle though an enhanced understanding of large and small customer buying behavior and processes
    8. How to apply the consultative problem-solving sales approach and presentation to ensure you spend enough time understanding the true customer needs, problems and future goals and how your products or services help them address these needs
    9. Techniques to sell value depending on the needs and priorities of the customer and how to use these techniques to steer away from price focus and negotiations

    Benefits

    1. Participants are able to better understand where their time is being wasted, opportunities are being missed and enhancements can be made.
    2. Generate higher quality leads; expand client base; learn more about the customer;
    3. Form stronger relationships; gain a greater insight into goals, problems and challenges; and be in a stronger position when the ‘sale’ arises.
    4. Find new ways to make contact with potential (and existing) clients beyond the standard ‘decision maker, gate keeper’ avenues.
    5. Use knowledge of the Customer Buying Cycle
    6. Strengthen and enhance participant’s communication skills
    7. Provide REAL value to customers by having participants explore what this means and then design questioning techniques that uncovers those needs.
    8. Learn how to sell in the product in way that incorporates the customer’s language, situations, goals, challenges.
    9. Be able to demonstrate the true value their product provides and works towards shifting the focus away from price and on to value.

    WE ARE PLANNING TO ORGANIZE OPEN SEMINARS ON "INNOVATIVE SELLING SKILLS" IN INDIA, CHINA, MIDDLE EAST AND IRAN FROM AUGUST 2009. DO LET US KNOW IF YOU ARE INTERESTED.

    Dharmender
    General Manager
    Communication Consulting
    5th Floor, Technopolis Tower,
    Golf Course Road, Sector - 54,
    Gurgaon-122002
    +91-9818598122
    +91-124-4626089
    dharam.sharma@comcon.com.cn
    • 29 Jul 2009, 06:04 am