On May 28th, Jill Konrath joined Base in an online seminar about her brand new book, Agile Selling. The above slides were used to pull out the important takeaways from the seminar. The full 30 minute seminar is now available on demand at resources.getbase.com/agile-selling-with-jill-konrath
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Base Seminar: Agile Selling with Jill Konrath
1. P R E S E N T E D BY B A S E C R M
Agile Selling with Jill Konrath
How to become an overnight sales expert in today’s ever-changing sales world
!
Date: May 28, 2014
3. Salespeople are busy people
Craig Wortmann
!
Always on their list to learn:
• The product
• The industry
• The buyer
• New sales technology
• The economy
!
A salesperson always needs to bring new ideas,
new insights and new information to the table.
4. The Agile Seller
Craig Wortmann!
• An agile seller is somebody who can quickly
learn new tasks so they can be productive.
!
• Learning agility is one of the key indicators of
success in any career.
5. Important factors in the
purchase decision
Craig Wortmann
Most important factors according to salespeople:
• Pricing
• Brand
• Product
!
Most important factors according to buyers:
• Interaction with the salesperson
6. Getting-better goals >
performance-based goals
Craig WortmannPerformance-based goals
• Discouraging
• Too much of a stretch
!
Getting-better goals
• Achievable
• Move you towards your end goal
7. Understanding WHO you are
selling vs WHAT you are selling
Craig Wortmann
• The need to understand the buyer and
situation is more important than the benefits or
features of the product
!
• If you don’t understand how a buyer is
handling their problem you have nothing to
compare your product to.
8. You are probably using
LinkedIn the wrong way
Craig Wortmann• Don’t build your profile for your future HR
manager. (Unless you need a new job)
!
• Write your profile so that your prospective
customer will look at you as a valuable
potential resource.