Path to Effective Business

Development

LEARN. PERFORM. GROW.

TRANSACTIONAL

or

CONSULTATIVE?
Trusted business
advisor
Loyal champion
Resourceful
expert

Needs satisfaction
seller
Content
seller
Price
seller
Professional
visitor

GREAT
DIVIDE

Transactional Sale
LEARN. PERFORM. GROW.

Consultative Sale

What WE want vs. What THEY

want
What customers
want
Sale

Transactional
SALE

Sale

O
N

ative

T
S
E
R
TE
N
I

LEARN. PERFORM. GROW.

Relation

What
we
want

N
IO
T
A
T
A
O
L
P
X
E

Relation
Consult
SALE

What customers

What
we
want

AchieveGlobal research
Themost
most important
important factor
factor for
forthe
the organi
organissaations
tionssucces
succes
The
Excellence in customer relationship

Excellence in customer relationship

Themost
most important
importantobjective
objectivefor
forthe
thesales
sales departament
departament
The
Higher sales revenues

Higher sales revenues

Thebiggest
biggestchallenge
challenge for
foraasales
salesmanager
manager
The
Sales representatives recruitment

Sales representatives recruitment

Whatcustomers
customersappreciate
appreciatemost
mostin
inthe
thecase
caseof
ofaasales
sales
What
representative
representative
Knowledge about the customer business

Knowledge about the customer business

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achieveglobal point of view

Because of the market dynamic, efficience

Because of the market dynamic, efficience

in sales
sales is
is aa TRIP
TRIP and
and nnot
ot aa
in
DESTINATTIION
ON
DESTINA

The real differentiation and success factor

The real differentiation and success factor

in sales
sales is
is the
the RELA
RELATION
TION WITH
WITH C
CUSTOMERS
USTOMERS
in

It is simpler conceptual but, as always,

It is simpler conceptual but, as always,

more dif
diffficul
icul to
to EXECU
EXECUTTEE
more

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The path to efficiency in sales

1.
1.

Define
ine and
and clarify
clarify the
the value
value we
we offer
offer to
to
Def
customers
customers

2.
2.

Identifyy and
and understand
understand customers
customers that
that
Identif
appreciate the
the products
products or
or services
services we
we sell
sell
appreciate

3.
3.

Defne
ne CRP
CRP (Customer
(Customer Relationship
Relationship Process)
Process)
Def
that make
make the
the difference
difference for
for them
them
that

4.
4.

Assure
ssure organizational
organizational efficiency
efficiency that
that sustain
sustain the
the
A
development of
of the
the relation
relation with
with the
the customers
customers
development
Assure individual
individual efficiency
efficiency that
that sustain
sustain the
the
Assure
development of
of the
the relation
relation with
with the
the customers
customers
development

5.
5.

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1. Defne and clarify the value we offer to

customers
Settle
objectives
and
priorities

Identify
options

Evaluate
options

Choose the
best
alternative

Sign
contract

FOCUS on PRODUCT
FOCUS on SOLVING a PROBLEM
FOCUS on TARGETS

VALUE PROPOSITION
VALUE PROPOSITION

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Due to our training

Due to ourwe
training
help
programs,
programs,
we offer
help
programs,
we
you
to develop
the
you
have
the
you
thetobest
quality
skills
of your
desired
impact
/ price
report
employees
on
your clients
GROW.

Implement
and
monitor

2. Identify and understand customers that

appreciate the products or services we sell

Value for seller

High

SUGESTIONS
SUGESTII

SUGESTIONS
SUGESTII

Monitor
Controlai
resursele
res
ources

Invest
Investii
res
resurse
ources
pentru
to
buildathe
construi
relaia
relation

Be
Pregtii-v
prepared de
to
negociere
negoci
ate
Prot
Protejai-v
ect your
proftabilitatea
proftabilit
y

SUGESTIONS
SUGESTII
Do
Nu not
investii
invest
timp or
time
sauother
resurse
n aceti clieni
resources
in
these clients

Low
Value
for
LEARN. PERFORM.
GROW.

Build
Construii
a long
unterm
plan de dezvoltare
development
plan
pe termen
for
each single
lung
pentru fecare
customer
of these
SUGESTII
SUGES
client
nTIONS
parte
Prioriti
Prioritizai
ze these
clienii
clients
Invest
Investii
tim
timp
e and
i
resurse
res
ources
doar
just to
pentru
close
asa soon
ncheia
as
vnzarea the
possible
ct sale
mai
repede

customer

High

3. Defne CRP (Customer Relationship

Process) that make the difference for
Mare
them
Organizational Efciency

Prospecting

Mic

COMODITY
Implement
and
demonstrate
succes

VALUE

Build
credibility

CUSTOMER
RELATIONSHI
P PROCESS

Sign the
PRODU
CT &
contract
PRICE

Needs analisis
PERSONAL

EXPERTIZE

Prezent initial
recommendatio
ns

Individual Efficiency

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Mare

4. Assure organizational efficiency that

sustain the development of the relation
with the customers
Strategy

Culture

X Infrastructur

What to
sell?
To whom
to sell?
How to
sell?
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Values

Processes

Sales
model

Systems

Spirit

Politics
Procedure
s
Tehnologie
s

Organizational
Efciency

5. Assure individual efficiency that sustain

the development of the relation with the
customers
Knowledge
(I KNOW)

Attitude

(I WANT)

Skills
(I CAN)

Market

Motivation

Sales

Industry

Initiative

Products/
Services

Trust in
him/hersel
f

Negotiatio
n

Customer

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Comunicati
on
Presentati
on
Leadership

Individual
Efficiency

The path to efficiency in sales

VALUE
Strategy

Culture

Infrastructur
e

Organization
al

Make
loyal

Get

Develop

Efficiency

Ctig

Dezvolt
Knowledge
(I KNOW)

Attitude
(I WANT)

Skills
(I CAN)

Individual
Efficiency

Pstreaz

Customer Relationship Process...

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consist of a chain of
interactions... each of them containing
defining moments

LEARN. PERFORM. GROW.

Thank you!

Cosmin Jolde,
Senior Consultant
LEARN. PERFORM. GROW.

Copyright 2006 AchieveGlobal , Inc.

cosmin.joldes
@achieveglobal.ro