what great salespeople do - the channel company...#wgbd | © 2017 denise lee yohn, inc. |...

#WGBD | © 2017 Denise Lee Yohn, Inc. | @deniseleeyohn

Denise Lee Yohn@deniseleeyohn | #WGBD

WHATGREAT

SALESPEOPLE DO


SALES = the exchange

of goods, services, or

property for money


“process of persuasion to get

a prospect to take action”

“finding a need and filling that need”

“relationship building”

“consultative process”

“hustling”

“helping your prospects”


AMBASSADOR


SALESDIGITAL

DISINTER-MEDIATION MARKETING

CUSTOMEREXPERIENCE


SALES IS GETTING LOST

IN THE CONVERSATION

- Tiffani Bova, Salesforce Global Customer

Growth and Innovation Evangelist

@Tiffani_Bova


Brand Evangelist


THE BEST SALESPEOPLE

DO WHAT THE BEST

BRANDS DO@deniseleeyohn


WHATGREAT

BRANDSDO

start inside

avoid selling

products

ignore

trends

don’t chase

customers

sweat the

small stuff

never have to

‘give back’

commit & stay

committed

1

2

3

45

6

7


GREAT BRANDSSTART INSIDE

1


GREAT SALESPEOPLESELL INSIDE FIRST

1


WHATGREAT

SALESPEOPLEDO

sell inside

first

innovate,

don’t

imitate

attract the

best

customers

deliver real

value

commit & stay

committed

1

2

3

45

6

7

create

extraordinary

experiences

cultivate

emotional

connections


GREAT BRANDSAVOID SELLING

PRODUCTS

2


GREAT SALESPEOPLECULTIVATE EMOTIONAL

CONNECTIONS

2


INFORMATIONINSPIRATIONIMAGINATION

INSIGHTINFLUENCE


@deniseleeyohn

WHAT BUSINESSARE YOUREALLY

IN?


sell inside

first

innovate,

don’t

imitate

attract the

best

customers

deliver real

value

commit & stay

committed

1

2

3

45

6

7

create

extraordinary

experiences

cultivate

emotional

connections

WHATGREAT

SALESPEOPLEDO


GREAT BRANDSIGNORE TRENDS

3


GREAT SALESPEOPLEINNOVATE; THEY DON’T IMITATE

3


ASKGIVE


sell inside

first

innovate,

don’t

imitate

attract the

best

customers

deliver real

value

commit & stay

committed

1

2

3

45

6

7

create

extraordinary

experiences

cultivate

emotional

connections

WHATGREAT

SALESPEOPLEDO


GREAT BRANDSDON’T CHASE CUSTOMERS

4


GREAT SALESPEOPLEATTRACT THE

RIGHT CUSTOMERS

4


sell inside

first

innovate,

don’t

imitate

attract the

right

customers

deliver real

value

commit & stay

committed

1

2

3

45

6

7

create

extraordinary

experiences

cultivate

emotional

connections

WHATGREAT

SALESPEOPLEDO


GREAT BRANDSSWEAT THE

SMALL STUFF

5


GREAT SALESPEOPLECREATE

EXTRAORDINARY EXPERIENCES

5


YOUARE THEBRAND

@deniseleeyohn


sell inside

first

innovate,

don’t

imitate

attract the

right

customers

deliver real

value

commit & stay

committed

1

2

3

45

6

7

create

extraordinary

experiences

cultivate

emotional

connections

WHATGREAT

SALESPEOPLEDO


GREAT BRANDSNEVER HAVE

TO ‘GIVE BACK’

6


GREAT SALESPEOPLEDELIVER REAL

VALUE

6


Resource Allocation

Role

Modeling

Coaching

INNOVATION

16%

27%

28%

29%

IMPACT ON SALES MANAGER EXCELLENCE

Source: The Challenger Sale


sell inside

first

innovate,

don’t

imitate

attract the

right

customers

deliver real

value

commit & stay

committed

1

2

3

45

6

7

create

extraordinary

experiences

cultivate

emotional

connections

WHATGREAT

SALESPEOPLEDO


GREAT BRANDSCOMMIT AND STAY

COMMITTED

7


GREAT SALESPEOPLECOMMIT AND STAY

COMMITTED

7


WHATGREAT

SALESPEOPLEDO

sell inside

first

innovate,

don’t

imitate

attract the

right

customers

deliver real

value

commit & stay

committed

1

2

3

45

6

7

create

extraordinary

experiences

cultivate

emotional

connections


WHATBRAND

EVANGELISTSDO

sell inside

first

innovate,

don’t

imitate

attract the

right

customers

deliver real

value

commit & stay

committed

1

2

3

45

6

7

create

extraordinary

experiences

cultivate

emotional

connections


http://deniseleeyohn.com/XChange


1. Be genuine.2. Show, don’t tell.3. Look and listen.


YOU


DENISE LEE YOHNhttp://deniseleeyohn.com

what great salespeople do - the channel company...#wgbd | © 2017 denise lee yohn, inc. |...

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