This is a webinar I delivered as part of Sales Hacker's "Army of Sales Reps" virtual event on 8/23/2017. You can watch a recording at https://www.brainshark.com/mikekunkle/AdaptiveSalesMethodology082017

1. Get Off The “Results Roller Coaster”
With An Adaptive Sales Methodology
Mike Kunkle
Founder, Transforming Sales Results, LLC
VP of Sales Transformation Services, Fast Lane / Digital Transformation Inc.

2. mike.kunkle@fastlaneus.com
mike@mikekunkle.com
(214) 494-9950
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Mike Kunkle is a widely-recognized sales transformation
architect and sales training / sales enablement leader.
He’s spent 22 years as a corporate leader or consultant, helping companies drive
dramatic revenue growth through best-in-class learning strategies and his proven-
effective sales transformation methodologies. Today, Mike is the VP of Sales
Transformation Services for Digital Transformation Inc. (a division of Fast Lane
Consulting & Education Services) and founder of Transforming Sales Results, LLC.
He consults, advises, writes, speaks, leads webinars, designs sales learning systems
that get results, and guides clients through all aspects of their sales transformation.
Mike Kunkle
VP, Sales Transformation Services
Founder | Sales Transformation Architect
Your Presenter

3. If you’re feeling social…
Hashtag
• #ArmyOfSalesReps
Presenter
• @Mike_Kunkle
Organizer
• @SalesHacker
Social Slide

4. Our Plan for Today
Get Off the Results Roller Coaster with an
Adaptive Sales Methodology
• Why do we need a different approach?
• What is an Adaptive Sales Methodology?
• What are The Four Customer States?
• What are The Four Sales Approaches?
• How do Sales Judgment, a Consultative Mindset, and
Outcome Selling support Adaptive Selling?
• What nuances should we consider?
4Mike Kunkle Adaptive Sales Methodology

5. Why do we need a
different approach to selling?

6. Why We Need a Different Approach to Selling
“All failure is failure to adapt, all success is successful adaptation.”
~ Max McKeown, author of “Adaptability: The Art of Winning in an Age of Uncertainty”
• B2B selling is more complex than ever
• A VUCA business environment with adaptive problems
• Quota achievement is trending downward
• Buyers’ expectations of sellers are increasing
• One size does not fit all
• AI, Bots, & Machine Learning may replace transactional
selling
• Adaptive models have been proven in leadership
• Adaptive models have been tried (differently) in selling
• The quote about insanity (misattributed to Einstein)
6Mike Kunkle Adaptive Sales Methodology

7. What is an
Adaptive Sales Methodology?

8. A flexible approach to selling
that utilizes sales judgment
to adjust the sales approach
to fit the buyers’ situation.
An Adaptive Sales Methodology is…
Why?
Outside-In
More buyer-centric
Generate more leads
Win more opportunities
Competitive differentiation
8Mike Kunkle Adaptive Sales Methodology

9. What are
The 4 Customer States?

10. The Customer States
10
Needs
Problems
Objectives
Opportunities
The 4 Customer States
Mike Kunkle Adaptive Sales Methodology

11. The Customer States
11
• They know they need to change
something, and may or may not
know what to do.
Needs
Problems
Objectives
Opportunities
The 4 Customer States
Mike Kunkle Adaptive Sales Methodology

12. The Customer States
12
• Something isn’t right but they’re not
sure about the root cause or what
to do, if anything.
Needs
Problems
Objectives
Opportunities
The 4 Customer States
Mike Kunkle Adaptive Sales Methodology

13. The Customer States
13
• They have clear ideas in mind
about initiatives that they need to
support.
Needs
Problems
Objectives
Opportunities
The 4 Customer States
Mike Kunkle Adaptive Sales Methodology

14. The Customer States
14
• We see opportunity for
improvement that they may not yet
see.
Needs
Problems
Objectives
Opportunities
The 4 Customer States
Mike Kunkle Adaptive Sales Methodology

15. What are
The 4 Sales Approaches?

16. The Four Sales Approaches
16
Needs Needs-Based Selling
Problems Solution Selling
Objectives Objective-Based Selling
Opportunities Insight Selling
The 4 Customer States The 4 Sales Approaches
Mike Kunkle Adaptive Sales Methodology

17. The Four Sales Approaches
Sales Approach:
• Uncover their needs – understanding the What,
Why, When, and Where, and the priority of their
needs
• Select the right solution to meet the needs
• Present the solution in context of the needs
• Resolve any concerns
• Negotiate
• Close the sale
Needs-Based Selling
Solution Selling
Objective-Based Selling
Insight Selling
The 4 Sales Approaches
Customer State: They know they need to change
something, and may or may not know what to do.
17Mike Kunkle Adaptive Sales Methodology

18. The Four Sales Approaches
Needs-Based Selling
Solution Selling
Objective-Based Selling
Insight Selling
The 4 Sales Approaches
Sales Approach:
• Understand the problem
• Validate it’s worth solving
• Diagnose root causes
• Problem-solve with the client
• Select or build an appropriate solution
Customer State: Something isn’t right but they’re
not sure about the root cause or what to do, if
anything.
18Mike Kunkle Adaptive Sales Methodology

19. The Four Sales Approaches
Needs-Based Selling
Solution Selling
Objective-Based Selling
Insight Selling
The 4 Sales Approaches
Sales Approach:
• Understand their goals and objectives
• Understand their capabilities and plans relative
to achieving those objectives
• Position yourself as an expert resource who can
help them achieve those objectives
Customer State: They have clear ideas in mind
about initiatives that they need to support.
19Mike Kunkle Adaptive Sales Methodology

20. The Four Sales Approaches
Needs-Based Selling
Solution Selling
Objective-Based Selling
Insight Selling
The 4 Sales Approaches
Sales Approach:
• Present data and insights
• Interpret situations
• Share thought leadership and expertise
In order to…
• Seed new ideas
• Foster an Aha Moment
• Shift current thinking to view things in a new
way.
Customer State: We see opportunity for
improvement that they may not yet see.
20Mike Kunkle Adaptive Sales Methodology

21. How do…
• Sales Judgment
• Consultative Mindset
• Outcome Selling
… all support Adaptive Selling?

22. Sales Judgment | Consultative Mindset | Outcome Selling
22
Needs Needs-Based Selling
Problems Solution Selling
Objectives Objective-Based Selling
Opportunities Insight Selling
Outcome Selling Foundation
The 4 Customer States The 4 Sales Approaches
ConsultativeMindset
SalesJudgment
Mike Kunkle Adaptive Sales Methodology

23. Sales Judgment
http://www.mikekunkle.com/2013/03/24/adaptive-buying-and-selling-alignment/
23Mike Kunkle Adaptive Sales Methodology
Sales Utility Belt Concept
• Like Batman’s utility belt
• Load up with tools you need
• Grab the right tool at the right
time

24. Sales Judgment
• With training and practice, reps
can use judgment to…
- Listen
- Interpret
- Decide
- Respond
• …purposefully, in the moment,
with the right methodology, to
move the sale forward.
What Does Judgment Do For Sales Pros?
24Mike Kunkle Adaptive Sales Methodology

25. The Consultative Mindset
• Consultative selling is helping buyers solve problems, enable opportunities, and/or reduce risks
to achieve their desired outcomes, in a way that delivers value to them, as they perceive it.
Value = Outcomes > Solution TERM + POC
(Time, Effort, Resources, Money + Pain of Change)
• “You get what you want when you help enough other people get what they want.” ~ Zig Ziglar
• “Seek first to understand, then be understood.” ~ Stephen Covey
• Take a problem-focused approach to prospecting, not a product-based approach.
• Ask the difficult and authentic questions (and learn the skills to do it).
• Learn how to present insights, float ideas, and disagree with ideas, without challenging people.
• Present solutions to help buyers’ achieve their stated desired outcomes, not unrelated product
and company “pitches.” Better yet, co-create solutions with your buyers and have a dialogue.
• Stop “overcoming objections” and start “resolving concerns.”
25Mike Kunkle Adaptive Sales Methodology

26. Outcome Selling: The Situation Assessment Framework
Future State Factor Analysis
Plans and Initiatives
• Related past initiatives & outcomes
• Current initiatives & status (Current State)
• Future planned initiatives & status
• Compelling event | Critical business need
Analysis
• Desired outcomes
• Problems to avoid
• Opportunities to maximize
• Risks | Threats to initiative success
Impacts (Positive)
• Revenue | Costs | Cash Flow | Profit
• Other financial metrics
• Other operational metrics
• Strategic objectives
• Mission | Vision
• Reputation | Image
Needs Validation
• Improve | Accomplish | Avoid
Current State Factor Analysis
Overview
• Strategic objectives
• Tactical plans | Current initiatives
• Business performance
• Metrics that matter
Analysis
• Current successes
• Current problems
• Perceived opportunities
• Risks | Threats of status quo
Impacts (Negative)
• Revenue | Costs | Cash Flow | Profit
• Other financial metrics
• Other operational metrics
• Strategic objectives
• Mission | Vision
• Reputation | Image
Needs Hypothesis
• Improve | Accomplish | Avoid
Qualification Methodology
Uncover and validate:
• Decision Makers: Types of buyers and
buyer roles
• Decision Criteria: Buying process with
decision/exit criteria
• Urgency: Compelling event (if exists) and/or
critical business need *
• Outcomes: The outcomes, achievements,
and/or Metrics that Matter Most* to the
Decision Makers
• Economics: Initiative is funded, or
budget/funding available
• Options: Who are you competing with
(including status quo and DIY)?
* Included in Factor Analyses
26Mike Kunkle Adaptive Sales Methodology

27. Outcome Selling: The Situation Assessment Framework
Future State Factor Analysis
Plans and Initiatives
• Related past initiatives & outcomes
• Current initiatives & status (Current State)
• Future planned initiatives & status
• Compelling event | Critical business need
Analysis
• Desired outcomes
• Problems to avoid
• Opportunities to maximize
• Risks | Threats to initiative success
Impacts (Positive)
• Revenue | Costs | Cash Flow | Profit
• Other financial metrics
• Other operational metrics
• Strategic objectives
• Mission | Vision
• Reputation | Image
Needs Validation
• Improve | Accomplish | Avoid
Current State Factor Analysis
Overview
• Strategic objectives
• Tactical plans | Current initiatives
• Business performance
• Metrics that matter
Analysis
• Current successes
• Current problems
• Perceived opportunities
• Risks | Threats of status quo
Impacts (Negative)
• Revenue | Costs | Cash Flow | Profit
• Other financial metrics
• Other operational metrics
• Strategic objectives
• Mission | Vision
• Reputation | Image
Needs Hypothesis
• Improve | Accomplish | Avoid
Qualification Methodology
Uncover and validate:
• Decision Makers: Types of buyers and
buyer roles
• Decision Criteria: Buying process with
decision/exit criteria
• Urgency: Compelling event (if exists) and/or
critical business need *
• Outcomes: The outcomes, achievements,
and/or Metrics that Matter Most* to the
Decision Makers
• Economics: Initiative is funded, or
budget/funding available
• Options: Who are you competing with
(including status quo and DIY)?
* Included in Factor Analyses
GAP ANALYSIS
IMPACT ANALYSIS
POINT A – What Is POINT B – What Should Be
27Mike Kunkle Adaptive Sales Methodology

28. Needs Needs-Based Selling
Problems Solution Selling
Objectives Objective-Based Selling
Opportunities Insight Selling
Outcome Selling Foundation
The 4 Customer States The 4 Sales Approaches
ConsultativeMindset
SalesJudgment
The Adaptive Selling Framework
28Mike Kunkle Adaptive Sales Methodology

29. What nuances
should we consider?

30. Nuances of Adaptive Selling
• Is there a buyer’s journey in progress? If so, where are you entering?
- Generating an opportunity
- Influencing current thinking
- Reacting to an inbound inquiry
• Be prepared to adapt your adaptive approach (shift gears and move
between methods).
• Let each decision-makers’ Buying Process Exit Criteria be a guide.
30Mike Kunkle Adaptive Sales Methodology

31. Needs Needs-Based Selling
Problems Solution Selling
Objectives Objective-Based Selling
Opportunities Insight Selling
Outcome Selling Foundation
The 4 Customer States The 4 Sales Approaches
ConsultativeMindset
SalesJudgment
The Adaptive Selling Framework
31Mike Kunkle Adaptive Sales Methodology

32. Next Steps
• Review the Customer States and Four Sales Approaches
• Research and Listen for Needs, Problems, Objectives, or Opportunities
• Adapt your approach accordingly
• In all cases, focus on outcomes
• Stay the course to master the approaches
32Mike Kunkle Adaptive Sales Methodology

33. THANKS for your time and attention!
For more information or guidance:
Contact Mike: www.linkedin.com/in/mikekunkle
www.mikekunkle.com/connect