Its Not What You Sell, Its How You Sell
Customers see little difference in what across suppliers?
Brand, Product, or Service
How many rules of commercial teaching are there?
4
What is the main thing we are trying to do with customers?
Change their perspective/ Teach them
Company or Sales Person Focused? Supplier has widespread support across the organization
Company focused
Provide Information that is so interesting and valuable that the customer should what?
Pay for it
What do we want to ensure when using Commercial Teaching?
That we retain a company's business
The best companies win by having the best ___, not the best ___?
1. Insight
2. Products
Rep offers unique and valuable perspective of the market is an example of what?
Sales person focused insight
What is the highest driver of Customer Loyalty? (from the graphic)
The Sales Experience
When using Commercial Teaching, what are we teaching customers?
Insight we give to customers should allow them to do what?
What is the main goal of providing insight to customers?
Teach, Challenge the customer
(Urgency for them to learn)
The ability to outperform the competition in the sales experience builds what?
Customer Loyalty
Name 2 of the 4 rules of Commercial Teaching
- Lead to Your Unique Strengths
- Challenge Customers Assumptions
- Catalyze Action
- Scale Across Customers
What are two advantages of providing insight to customers?
- Builds trust
- Creates urgency
- Challenges their perspective
- Provides value beyond the productAll 5 of these ___ are for the customer to learn not to buy.
Sales Person focused insight