You Dont Sell What You Think You Sell

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    02-Jul-2015

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If the focus of your sales efforts is on what you do or your products/services you will be commoditized - and that means life in quicksand. Here's how to get out.

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<ul><li> 1. You Dont SellWhat You ThinkYou Sell 2010 Imagine Business Consulting, LLC. All Rights Reserved 410.544.7878 info@imaginellc.com` </li></ul> <p> 2. The Price/Value EquationLeft-Side ValueRight-Side Value The Commodity Value The Intelligence/o 5 Drivers Enterprise Value Distribution costs o Unlimited Drivers Supply constraints What matters &amp; makes Demand level you different? Quality Whats the What someone else is consequence of notwilling to sell it for buying from you? 2010 Imagine Business Consulting, LLC. All Rights Reserved 410.544.7878 info@imaginellc.com` 3. Two Types of BuyersLeft-Side BuyerRight-Side Buyer Buys a commodity Buys a resulto Product, service oro A driver of success for experiencethem. The Focus: The Focus:Whats It Cost?Whats It Worth? 2010 Imagine Business Consulting, LLC. All Rights Reserved410.544.7878 info@imaginellc.com` 4. The Implication The result of the economic drought is amovement to the extreme. More and more:o Your customer is either a left-side buyer or a right- side buyer You are in one of two conversations:o The Whats It Cost? Conversation, oro The Whats It Worth? Conversation 2010 Imagine Business Consulting, LLC. All Rights Reserved 410.544.7878 info@imaginellc.com` 5. Two FocusesWhats It Cost Whats It Worth About The Commodity About The Result High Price Pressure Moves Beyond Price The focus of the sale is The focus of the sale ison the product orNOT on your productservice you provide. or service. Instead, the sale is on your PROMISE, and HOW you create success. 2010 Imagine Business Consulting, LLC. All Rights Reserved410.544.7878 info@imaginellc.com` 6. So, Its not the product or service your customersbuy from you. Its the promise you make, and the processyou provide that they buy. 2010 Imagine Business Consulting, LLC. All Rights Reserved 410.544.7878 info@imaginellc.com` 7. Its the Promise, Not the Product/Service So, ask yourself:What is the consequence of not buying fromyou? Take your answer and start selling that. 2010 Imagine Business Consulting, LLC. All Rights Reserved 410.544.7878 info@imaginellc.com` 8. Stop Selling What You Do Start SellingThe Result Your Customers Get When They Let You Do WhatYou Do 2010 Imagine Business Consulting, LLC. All Rights Reserved 410.544.7878 info@imaginellc.com` </p>