Sales Philosophy in Todays Market

How are you selling today?

How do we sell todayEMSI’s sales approach is simple:

• Bless the Customer• Bless the Employee

• Bless the Shareholder

• This is a CORE fundamental approach

How do we sell today

• Web leads?• Cold Calls?

• E-mails?• Mailings?

• Basic Outbound Activity

How do we sell today• Strategic Selling?

• SPIN Selling?• Major Account Selling?

• VITO Selling?• KISS?

• Literally 1000’s of sales strategies out there!

What if I asked you to….

Stop Selling

And to…

Start Giving

How do we NEED to sell today (VALUE) -You can lead a horse to water…

Value Based Selling

• Solve the Problem• Become a partner/advisor• Value does not mean subscription price!• You only get one shot at this! – Make the

conversation count!

• More Value=More Revenue

Stop Selling/Start Giving

• Give them data• Give them access• Give them reports• Give them information

• Give them a reason to engage EMSI

Stop Selling/Start Giving

• Philosophical change• We do not want to sound like we are selling

anything– We want to lead them into our process

• We want to help and bless the customer - PERIOD• What are we GIVING the customer?

– ANYTHING?

Stop Selling/Start Giving

• Remember what Chris Aberle said?

“You are sent to who you sound like”

Sound compellingSound like a consultantSound like you have the most important news to tell

them

Stop Selling/Start Giving

• So how do we do it?– What current issues are pressing with community

colleges?• Enrollment?• Economic Impact?

• GIVE THEM RELEVANT INFORMATION– Pull a report then follow up– Do a webinar – invite people– Differentiate yourself from the pack– Show passion/get excited

Stop Selling/Start Giving

• Start with…

– I wanted to share … an Article a Report a Story of Best Practices Information

Stop Selling/Start Giving

• Do results come overnight?– No (at least not in this market)

• Is it the right thing to do?– Yes

• Does this really work??– Yes

Stop Selling/Start Giving

Stop Selling!Start Giving!