Melissa Galvin University of St. Thomas May 20, 2003 From transactional to relationship selling.
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Transcript of Melissa Galvin University of St. Thomas May 20, 2003 From transactional to relationship selling.
Melissa Galvin
University of St. Thomas
May 20, 2003
From transactional to relationship selling
• Difficult economic situations,
• Fierce competition,•More knowledgeable and demanding customers.
Challenges
• In the past selling was sole objective
• Now, customers expect:
• Solutions
• Relationships
• Information
Customers want value!
•Offer value
• Ask penetrating questions
• Listen to customers
• Talk about long-term benefits
• Plan strategies to meet the demands
Beyond transactional selling
Training can help!
• Research
• Communication
• Presentation
IMPAX Three-step process
• Understanding the customer’s business
• Developing credibility
• Gaining information
Step 1: Research
Leveraging the research to gain access to true decision makers who can really buy the value that is offered.
Step 2: Communication
Delivering the kind of presentation the decision maker won’t see from any of their competitors.
Step 3: Presentation
“Do individuals trained to use the three-step, sales enhancement process perceive it to be an important tool to obtain sales goals?”
Objectives
• Quantify the return on investment.
• Drive home any key findings and speak to the value of the IMPAX process.
• Position themselves as a leader within the sales industry.
Who I asked
• 300 past clients surveyed
• 18 questions
• 63 surveys returned
• 21% response rate
Respondents fell into the following industry categories
•Computer Technology
•Education
• Financial
•Health Care
• Insurance
•Marketing
•Telecommunication
•Transportation
The IMPAX process of research, communication and presentation has made a positive impact in my job.
Percent
The IMPAX process has given me new skills that have helped me to close sales.
Percent
As a result of training, I’ve been able to capture repeat business with existing clients.
Percent
Of the three components, choose the one that has had the most significant impact on your ability to meet sales objectives.
Percent
Have you incorporated what you’ve learned from IMPAX into your daily routine?
Percent
The IMPAX process has made it easier to sell my product and/or services during the current economic downturn.
Percent
The IMPAX process has helped me to make successful presentations to top-level executives.
Percent
I would recommend IMPAX training to other individuals.
Percent
“Do individuals trained to use the three-step, sales enhancement process perceive it to be an important tool to obtain sales goals?”
YES!
Recommendations
• Follow-up with clients.
• Gain a better understanding of each industry before training.
• Communicate findings with clients.
• Conduct additional research.
Questions?