victor antonio

76 Pages·2013·15.04 MB·English

by  Victor Antonio

VICTOR
 ANTONIO
In
  Greek
  mythology,
  Atlas
  carried
  the

weight
 of
 the
 heavens
 on
 his
 shoulders.

In
 business,
 salespeople
 carry
 the

weight
 of
 their
 company's
 success
 on

their
 shoulders.
•  How
 Buying
 &
 Selling
 has
 Changed

•  Easy-­‐to-­‐use
 Value
 Models

•  Demonstrate
 how
 to
 QuanMfy
 Value

•  PresentaMon
 strategy
•  Pessimist

•  “This
 won’t
 work
 for
 me
 (or
 my
 business)!”

•  OpMmist

•  “How
 can
 I
 use
 this
 for
 me
 (or
 my
 business)?”

1920s
 Rise
 of
 the
 Sales

1850s
 Rise
 of
  Approach
  1990
 Rise
 of

Product
  E.K.Strong
 “The
 Psychology
  RelaBonship
 Selling
 &

Centrism
  of
 Selling
 Life
  Value-­‐Add

Emerson
 “Build
  Insurance”
 (1922):
 Features-­‐ 1970s
 Rise
 of
  Customer
 InMmacy

a
 beVer
  Benefits,
 Open-­‐Closed
  ConsultaBve
  and
 Key
 Account
  Rise
 of
 industry

mousetrap,

  quesMons,
 Role
 playing
  Selling
  Planning,
 Crajing
  Experts

and
 the
 world
  (scripMng),
 Buyer
 Impulses
  Mack
 Hanan’s
  Value
 ProposiMons

  Understand
 the
 client’s

will
 beat
 a
 path
  (moMvaMon),
 Use
 of
 Sales
  ConsultaMve
  Tom
 Reily,
 Value-­‐ business
 and
 industry

to
 your
 door.”

  Strategy
 &
 TacMcs
  Selling
 (1970)
  Added
 Selling
 (1989)
  Providing
 Insight

1900s
 Rise
 of
  1950s
 Rise
 of
 Sales
  1980
 Rise
 of
 Complex
  2000
 Rise
 of
 PosiBoning
 &

Division
 of
 Labor
  MoBvaBon
  Sale
 and
 Need
 Analysis
  Market
 SegmentaBon

Moved
 from
 a
 hunter
  Frank
 BeVger,
 How
 I
  StandardizaMon
 of
 the
  CoopeMMon,
 Partnering

only
 model,
 to
 a
  Raised
 Myself
 from
  selling
 process:
 Strategic
  and
 Trusted
 advisor.

 Selling

hunter
 (provider)
 –
  Failure
 to
 Success
 in
  Selling
 by
 Miller-­‐Heilman
  at
 C-­‐Suite,
 Qualify
 target

farmer
 (collector)
  Selling
 (1949).

 Norman
  (1988).

 Neil
 Rackham’s
  clients;
 focus
 on
 high-­‐
model
 to
 free
 up
  Vincent
 Peale,
 The
  Xerox
 study
 (
 10,000
  probability,
 high-­‐margin

salespeople
 to
 sell
  Power
 of
 PosiMve
  salespeople)
 &
 Rise
 of
 the
  sales.

Need
 Analysis
 movement

more
  Thinking
 (1952)

(1988)
Itemized
 Billing

•  Plumbing
 Services

________________________________

 Total

 $500

www.SalesInfluence.com
Itemized
 Billing

Tools

•  Tapping
 with
 a
 Hammer

 $1

Insight

•  Knowing
 where
 to
 tap

 $499

 ________________________________

 Total

 $500

www.SalesInfluence.com
“I
 don’t
 need
 more
 informaMon.

 I

need
 more
 insight!”
Source:
 Forum
 CorporaMon