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How to increase your market share,
achieve your business target and train
a whole sales force to do the same.
A practical ...
Introduction
Increase Market share for existing
products and services
By using a 5 Step Session our
company can filter the...
1.
Differentiator
The First step is to make a list of Services or Products where you
clearly differentiate from the compet...
4. Tangible
Value
Make the delta, related to your customers P&L, tangible. E.g.: if your
differentiating feature is decrea...
Practical Tips:
Most suitable group size is depending on your estimation of the number of differentiating features.
Ideall...
After you have facilitated the Workshop you now have a number of differentiators that give
additional value to your custom...
1
Flevy (www.flevy.com) is the marketplace
for premium documents. These
documents can range from Business
Frameworks to Fi...
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The 5 Step Session Approach: Strategic Selling

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BENEFITS OF DOCUMENT

1. Increasing your Sales Force Efficiency

2. Increasing your success ratio in selling to new customers

3. Increasing your company profitability by selling more on Value and charging for it

DOCUMENT DESCRIPTION

How to increase your market share, achieve your business target and train a whole sales force to do the same.

A practical way to make and implement your (new) sales strategy:
The 5 Step Session approach

Veröffentlicht in: Business
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The 5 Step Session Approach: Strategic Selling

  1. 1. How to increase your market share, achieve your business target and train a whole sales force to do the same. A practical way to make and implement your (new) sales strategy: The 5 Step Session approach 1
  2. 2. Introduction Increase Market share for existing products and services By using a 5 Step Session our company can filter the customer segments where we will be more likely to be successful in increasing our sales. When allocating your limited resources to strategically chosen segments you can increase our market share, more likely to obtain our sales targets and build a long lasting profitable business model. This document is a partial preview. Full document download can be found on Flevy: http://flevy.com/browse/document/the-5-step-session-approach-strategic-selling-1667
  3. 3. 1. Differentiator The First step is to make a list of Services or Products where you clearly differentiate from the competition. Don’t limit yourself to the whole Product or Service, 1 feature of a service of product can be a differentiator as well. Tip: In case of discussion let the differentiator stay on the list. Don’t forget your customer interviews! Maybe their answers can trigger a discussion within your group. This document is a partial preview. Full document download can be found on Flevy: http://flevy.com/browse/document/the-5-step-session-approach-strategic-selling-1667
  4. 4. 4. Tangible Value Make the delta, related to your customers P&L, tangible. E.g.: if your differentiating feature is decreasing Admin time, and thus Admin Costs, for your customer, try to calculate that Reduction. (Time Saved in hours x Cost/hour = Total Savings for your customers). If possible make ranges (e.g. Between 3% to 6% reduction) Delta’s you can’t make tangible are useless, therefore also your feature can’t be used. Strikethrough this feature to make this clear to everybody. Tip: If you have a hard time finding the cost of your customer try to think with Cost Pools from your own company. E.g. Ask your HR department what the average cost per hour is for an Admin worker. This document is a partial preview. Full document download can be found on Flevy: http://flevy.com/browse/document/the-5-step-session-approach-strategic-selling-1667
  5. 5. Practical Tips: Most suitable group size is depending on your estimation of the number of differentiating features. Ideally is that you can split the group so 1 group can work on 1 differentiator (E.g. if 3 differentiator split the group into 3 with +/- 4 people per group. The overall number of participants shouldn’t exceed 20). Let people stand when working in groups, use post-its and different colors when you go to the next step. Day planning: 9:00 – 9:15: Introduction of the day by a Senior Manager or Director 9:15 – 10:00: Introduction by yourself as a 5 Step Session Workshop organizer (Purpose; Goal; Theory of the 5 Step Session, Customer interview results (optional); Why are you here?; Q&A) 10:00 – 10:45: Group task I: Break up product into features, which feature is a differentiator? 10:45 – 11:00: Coffee break 11:00 – 12:30: Investigating the DELTA (1 group/Differentiating) 12:30 – 13:00: Lunch 13:00 – 13:30: Linking each Differentiator to a P&L Statement 13:30 – 14:30: Calculating the Value for each delta. Use all available resources to come up with a value. 14:30 – 14:45: Coffee Break 14:45 – 15:15: Defining Customer Characteristics 15:15 – 15:45: Checking the Sales Portfolio; List potential customers 15:45 – 16:00 END (Closing the day and thanking everyone for their participation) This document is a partial preview. Full document download can be found on Flevy: http://flevy.com/browse/document/the-5-step-session-approach-strategic-selling-1667
  6. 6. After you have facilitated the Workshop you now have a number of differentiators that give additional value to your customers. Train all of your account managers in how you came up with this added value and what added value your product or service can bring to the customers. Make a sales story to guide them during their sales call or sales meeting so they are not selling on price but on Value! Your sales product or service marketing materials should at least consist of the following chapters: 1. Introduction (very limited information about your company) 2. Needs of the sector of your customer (based on the interviews and customer characteristics) => do this in order to create connection with your customer. Let her/him know you understand what she/he needs. 3. Show the basis functions of your products / What is your service 4. Show the added value (step 4) and explain what feature give this benefit (step 1) 5. Example: show them an example where you have given added value to another (anonymous) customer. Go out selling the added value to the customer that have the same type of characteristics GOOD LUCK !! This document is a partial preview. Full document download can be found on Flevy: http://flevy.com/browse/document/the-5-step-session-approach-strategic-selling-1667
  7. 7. 1 Flevy (www.flevy.com) is the marketplace for premium documents. These documents can range from Business Frameworks to Financial Models to PowerPoint Templates. Flevy was founded under the principle that companies waste a lot of time and money recreating the same foundational business documents. Our vision is for Flevy to become a comprehensive knowledge base of business documents. All organizations, from startups to large enterprises, can use Flevy— whether it's to jumpstart projects, to find reference or comparison materials, or just to learn. Contact Us Please contact us with any questions you may have about our company. • General Inquiries support@flevy.com • Media/PR press@flevy.com • Billing billing@flevy.com

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