Delivering  Breakthrough  Growth  

•  Enhance  Business  Acumen      

•  Reengineer  Sales  Processes  

•  Invest  in  CRM    

Napkin  

Sales  Binder  

PowerPoint  

   Conversa:onal  Selling  

•  Ensure  Team  Talent    •  Start  with  the  Customer  •  Orchestrate  Interac:ve  Discussions  –  Listen,  Synthesize,  Steer,  Expand  –  Define  Roles  

•  Create  Value  through  Solu:ons  •  Be  a  Trusted  Advisor  

Sell  /  Get  the  Return  

Conversa:onal  Selling  

•  Consider  Your  Audience    •  Be  Situa:onally  Aware  •  Broaden  the  Discussion  •  Apply  Behavior  Model  

 

Sell  /  Get  the  Return  

•  Ensure  Team  Talent    •  Start  with  the  Customer  •  Orchestrate  Interac:ve        

Discussions  –  Listen,  Synthesize,  Steer,    Expand  

–  Define  Roles  •  Create  Value  through  Solu:ons  •  Be  a  Trusted  Advisor  

5