From: Subject: Why a Good Sales Tool Boosts the Performance of a Good Salesperson (and Why You Really Need Both) Date: Fri, 9 Nov 2007 07:02:49 -0500 MIME-Version: 1.0 Content-Type: multipart/related; type="text/html"; boundary="----=_NextPart_000_0000_01C8229E.89FF82A0" X-MimeOLE: Produced By Microsoft MimeOLE V6.00.2900.3198 This is a multi-part message in MIME format. ------=_NextPart_000_0000_01C8229E.89FF82A0 Content-Type: text/html; charset="Windows-1252" Content-Transfer-Encoding: quoted-printable Content-Location: http://b2bmarketingtrends.com/abstract.asp?id=305&groupid=2 Why a Good Sales Tool Boosts the Performance of a = Good Salesperson (and Why You Really Need Both) =
The rationale for a sales tool rests on three principles = under"=20 name=3Ddescription>
 
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Why=20 a Good Sales Tool Boosts the Performance of a Good = Salesperson=20 (and Why You Really Need Both)
David A. = Fields=20

Whether you are selling pallets or processes, = new=20 machines or new ideas, incremental sales await when = your sales=20 call focuses on the customer=92s experience. And = there=92s no=20 better way to infl uence that experience quickly and = effi=20 ciently than with the right sales tool.

The = rationale=20 for a sales tool rests on three principles underlying = how=20 people buy=97especially in the B2B = marketplace:

Think=20 back to the last time you bought something from a = salesperson.=20 Do you remember what she said? Probably not. Even in=20 successful sales calls, customers rarely remember your = carefully crafted pitch because an ongoing dialogue is = taking=20 place in their mind. The customer=92s internal = dialogue,=20 experiences and feelings make the sale=97not the = salesperson=92s=20 patter. The most successful sales efforts give = customers the=20 opportunity to create an experience for = themselves.

How=20 do you compel someone else=97your prospect=97to have = the=20 experience which results in a successful sales call? = The most=20 effective and consistent approach is to arm your = salespeople=20 with sales tools. These range from complex factory = simulations=20 to the humble product sample. One company which forges = parts=20 for the aerospace industry realized exponential sales = growth=20 while their sales costs plummeted when they replied to = inquiries by mailing out a sample part rather than = having a=20 salesperson follow up.

For many B2B companies, = the=20 offering is too conceptual, too expensive or too = complex to=20 use a product sample as a viable sales aid. In this = situation,=20 many leading edge sales forces turn to custom selling = tools,=20 which encourage the buyer to simulate the conceptual=20 experience. For instance, a leading networking systems = provider employs a very slick tool which allows an IT=20 executive to model the savings he will realize when he = adopts=20 their system. As the prospect uses the tool, he easily = imagines experiencing the results (and rewards) of the = networking system, therefore making his own emotional=20 connection. In essence, he sells himself. Little = wonder the=20 company using this simulation is number one in their=20 marketplace.

1 Understand the = motivating=20 factors that lead to sales in your market. Most B2B = companies=20 focus too much on product, concluding that customers = base=20 buying decisions on price, features, service and = relationship.=20 It=92s rarely that simple. What constitutes a win in = your=20 buyer=92s eyes? Maybe it is increased profi t, but = often there=20 are =93softer=94 motivators. In a segment of the = environmental=20 monitoring industry, we found buyers motivated by = recognition=20 for taking a bold leap and being on the cutting edge = of the=20 industry.

2 Broadly envision all the = paths which=20 connect your offering to the motivating factors. = Success in=20 creating the experience-> emotions->actions = chain=20 directly corresponds to the linkage between your = offering and=20 a signifi cant win.

3 Solidify your = compelling=20 story before developing a sales tool. One paper = manufacturer=20 went to market with a dynamic sales tool, which,=20 unfortunately, made it clear to buyers that they = offered no=20 real point of difference. Oops.

4 Create = an=20 engaging gateway into the experience. You might = initially=20 dismiss a software tool or an unusual or intriguing = device as=20 =93fancy=94 or =93gimmicky,=94 yet when it draws the = buyer in, then it=20 has done its job.

Are salespeople important?=20 Absolutely. In a complex, conceptual sale, the = salesperson=20 shepherds the sales experience, guiding the customer = through=20 use of his sales tools and making sure the experience = achieves=20 the desired outcome. In addition, the salesperson = directly=20 conveys the experience of customer service=97 an = important=20 factor in most B2B sales.

The most successful = B2B=20 selling occurs when excellent salespeople, who = recognize the=20 role of the customer=92s experience in the sale, work = with=20 excellent sales tools.



David A. Fields = is=20 managing director of Ascendant Consulting LLC, a = consulting fi=20 rm dedicated to accelerating companies=92 top-line = growth. This=20 article is excerpted from How to Break Through Sales = Plateaus=20 Using Experiential Selling, a free whitepaper = available at http://www.ascendantconsulting/.=20 com/ExperSell.htm. Contact Fields at http://b2bmarketingtrends.com/David.Fields@ascendantconsulting.com= =20

Copyright =A9 2007 by B2B Marketing=20 Trends

8/1/2007

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Copyright =A9 " + new Date().getYear() + " The Inn = of Chagrin Falls - All Rights Reserved

" document.write(temp) } function Copyright() {=09 temp=3D"" temp+=3D"" document.write(temp) } function Copyright2() {=09 temp=3D"" var now =3D new Date().getYear(); //firefox issue if date is less than 1900 if(now < 1900) { now =3D now + 1900; } =09 temp+=3D"
3D'Penton
Privacy Policy
© " + now + " Penton Media, = Inc.

Contact = Webmaster
Site Use Agreement
" document.write(temp) } function Copyright3() {=09 temp=3D"" temp+=3D"" document.write(temp) } function Navigation() {=09 temp=3D"" temp+=3D"3D'About3D'Lodging'3D'Meeting3D'Promotions'3D'Directions3D'Contact" document.write(temp) } function Address() {=09 temp=3D"" temp+=3D"
The Inn of = Chagrin Falls
87 West Street
Chagrin Falls, Ohio 44022
TEL: = 440.247.1200
FAX: 440.247.2122

" document.write(temp) } function AboutSubNav() {=09 temp=3D"" temp+=3D"
bed & breakfast = history
rose garden suite
princess = ashley suite
courtney's room suite
blue room = suite
testimonials
" document.write(temp) } function DirectionsSubNav() {=09 temp=3D"" temp+=3D"
map
area = attractions
recommended = dining
" document.write(temp) } function FactsSubNav() {=09 temp=3D"" temp+=3D"
f.a.q.'s
gift = certificates
special offers
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