pyrametrics: innovative selling, unparalleled success

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Pyrametrics

Innovative Selling - Unparalleled Success


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Pyrametrics

"An analytical, process-based approach to selling that focuses on understanding the specifics of customer behavior and then uses that knowledge to leverage future

activity."


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Pyrametrics"What is past is prologue." William Shakespeare

Understanding why a customer purchases is infinitely more valuable than simply knowing that he has purchased.


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Pyrametrics

Understanding Pyrametrics begins with recognition of the following:

People buy from those they know, like and trust. Establishing a favorable relationship with the customer is

the foundation for all future success within that account. The actions of the sales representative determine what

type of relationship eventually evolves within the account.

Optimal sales representative performance (knowing how to build relationships) is therefore critical for success.


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PyrametricsPeople buy from those they know, like and trust...

• Building the foundation starts BEFORE the first sales call.

• CONFIDENCE is gained by taking the time to learn about the customer in advance of the first meeting.

• RESPECT is shown by aligning your interests with those of your customers.

• TRUST is earned through keeping your word.• FRIENDSHIP is attained by doing all the above.• Sales success is a BYPRODUCT of strong

relationships.


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PyrametricsRelationship Building

• Relationships begin with finding COMMON Ground

• C-H-E-W your way in...– Children– Hobbies– Education– Wife (spouse/S.O.)

• Starting points for most new relationships• DIFFERENTIATION results from shared

experiences• Success is built on favorable differentiation


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PyrametricsOptimal sales rep performance is critical to success

• The Sales Representative is the FIRST exposure most customers have to the company/products. Therefore...

• The Sales Representative MUST:– Truly care about forming relationships

– Be persistent

– Thrive on challenges

– Exude confidence

– Relish interaction & dialogue and advance them

– Get a charge from winning

– Demonstrate independence

– Command & demonstrate respect

– Know their customers well

– Exhibit honesty & integrity in all things

• Metrics MUST be in place to insure all the above.

• A lack of any of the above will invite failure.

• Management is compelled to foster and retain these skills in their sales force.


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Pyrametrics & The SALEs Process

• The SALEs Process– SURVEY – ALIGN– LEVERAGE– EXTEND

• A simple mnemonic that packs a punch


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• Survey – Extensive pre-call preparation– Due diligence– Learn as much as possible BEFORE the initial

meeting– Never make an "Introductory Call - waste of time– Each call should have an objective that is pre-

determined


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• ALIGN– Establish the foundation for the future relationship– It begins with homework (SURVEY)– Then - formulate the initial impression– Then - find common ground (CHEW)– Next - construct customer profile– Finally - Align message to person– Advance to product phase (LEVERAGE)


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• LEVERAGE– Position products/services to advance the relationship– The customer has problems - offer solutions– Use all resources available to reinforce message

• Collaterals• Management team• Factory support• Experts & consultants• Thought leaders


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Pyrametrics & The SALEs ProcessThe effective use of collaterals

• Data from political campaigns show that voters require 13 contacts (on average) to recall a candidate.

• As with politics, sales too, is a message-dependent activity.

• An aggressive collateral program is essential for success and should be implemented.

• Various methods - email, calls, data sheets, webinars, personal visits, white papers, etc.

• A successful collateral campaign requires creative & frequent use of all modalities.


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• EXTEND– Ask for the order– Advance the process to the next level– Obtain a commitment– Further the agenda– New business referrals– Testimonials– Start anew and apply the SALEs Process again


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Applied Pyrametrics Direct Demand

Understanding Pyrametrics begins with the pyramid.

Level 3

Level 2

Level 1

Level 1 - Differentiating yourself

Level 2 - Differentiating your company

Level 3 - Differentiating your product


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Applied Pyrametrics

• Once differentiation has occurred at the individual level the relationship can then be leveraged to differentiate the company and finally the product/service.

pyrametrics: innovative selling, unparalleled success

Business

sales success

pyrametrics relationship

future success

future relationship

processbased approach

customer purchases

favorable relationship

customer isthe foundation