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"Good things happen when our people are exposed to Beveridge Think."
- Ameritech
Sales
- 100% commissioned salespeople are the poorest performing salespeople.
- There are three unique characteristics of the best salespeople:
- They don't sell or discuss product on the initial client contact.
- They do not ask the prospect to pick what they want. They tell them what they need.
- And, they do not measure their performance by how much they earn.
- Price and specification type proposals are passé because they force buying decisions based on price and/or specification.
- Only 40% of a buyer's decision relates to product. 60% is relative to what you do for the customer beyond the product.
- A competitive salesperson are perceived to be an unpaid staff member in the customer's employ.
- In the 90's the posturing in sales was to be perceived as a "problem solver". In the year 2000, the positioning of the salesperson must be as a "problem preventer".
- The objective of the initial sales contact is to identify the customer's needs from the customer's point of view, nothing more!
- Superior salespeople under-promise and consistently over-deliver.
- Today's sales representative's job description: "To identify and then satisfy the customer's needs... profitably."
- It is impossible to sustain a competitive advantage in product or price.
- Overpaid salespeople don't sell more. Overpaid salespeople sell less.
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