THE FUTURE OF SALES CONVERSATIONS
It's all about CUSTOMER EXPERIENCE in hybrid sales!
The generic masculine is used to make the texts easier to read. The personal designations used refer to all genders.
NEW WORLD. NEW BUYER. NEW SKILLS.
Modern DECISION-MAKERS think, act, and make decisions differently today. The mindset of today’s Buyers and their expectations and criteria towards salespeople have shifted dramatically in the recent years. As a result, traditional SELLING – simply presenting and promoting products and features in a one-size-fits-all model – is no longer relevant and proves to be largely ineffective in today’s Buyer 4.0 world.
Forrester Research
70% of salespeople are still in the classic “product selling mode” using traditional conversation techniques. (CSO Insights)
72% of sellers also feel overwhelmed by the number of required skills to excel in their role. (Gartner)
The New Magic and Sellers' Blue Ocean.
FROM PRODUCT TO VALUE
Our business;
Creating personalized CUSTOMER EXPERIENCES in a buyer-driven, digitalized
world to master both face-to-face and online meetings.
How to Get There ?
The Future of Sales Conversations
The Design Points of CODE I 21 follow the six CUSTOMER EXPERIENCE EXCELLENCE criteria defined by KPMG
Customer Expectations I Personalisation I Empathy I Integrity I Solution Competence I Time & Effort
- Basically reflecting Buyer’s new mindset and expectations regarding business value and financial aspects.
- Precisely aligned to Decision-Maker’s position in their Buying Journey to build Touch-point sensitive Customer Interactions.
- Set up in a strictly designed structure to address the way how Buyers take mental steps to evaluate buying decisions.
- Using different Storyboards to reflect exactly the different Buyer states and adapt corresponding content.
- Initiating meetings by exploring the Why and specific reasons for each persona and job title.
- Defining the essential financial impacts and benefits together with the buying team in a joint process.
- Presenting solutions along the Value-Chain in the style of story telling.
- Creating value-based Buying Visions to follow up and drive the deals.
- Finally verifying a Evaluation Plan to shape further steps in order to close the deal.
- Providing different Conversation Models to mange the most prominent sales situations sellers are facing.
The architecture of the CODE I 21 Sales Conversation talk the CEE-principles and systematically the New World of Buyers.
T
CUSTOMER CONVERSATION
is the Core Design Point of 21st Century Selling Systems.
[Scott Santucci, Analyst at Forrester Research]
NEW WORLD. New Approach.
The New Direction
In contrast to traditional sales methods, new 21st-century SALES SYSTEMS place the Customer Conversation at the center of modern sales roles. They use new dialogue models, new tools, and new communication formats, framing this approach as the primary management and conversational leadership tool in sales.
NEW BUYER. New Mindset.
Today's Modern Buyer
FROM PRODUCT TO VALUE is the new motto – because 90% of decision-makers won’t make a change unless they clearly see a financial benefit.
NEW SKILLS. New Designs.
Using the 4-sector conversation model, they are able to create Touchpoint-sensitive Business Talks according to the specific sales situation, taking into account:
- The Buyer´s individual position in his BUYING JOURNEY,
- The arguments along the company-specific VALUE CHAIN©
- Financial impacts and economical benefits,
- Storyboards and different conversational tools provided by the CODE I 21 DIALOG FRAMEWORK,
CODE I 21 provides four different dialogue models by default:
- The DIAGNOSTIC CONVERSATION
- The INNOVATION CONVERSATION
- The STRATEGY CONVERSATION
- The COMPETITION CONVERSATION,
NEW TRANISITION. New Routines.
Multi-stage Transition Framework
For this purpose, we have developed a blended Multi-stage Transition Framework consisting of three key components inspired by Toyota’s KATA Model:
A LEADERSHIP & COACHING MODEL
A DIGITAL LEARNING PLATFORM
- A SALES ENABLEMENT STRATEGY
This framework, in combination with the ONLINE-SALES-ACADEMY, enables management to drive a fast and long-lasting TRANSITION of the new skills and concepts – ensuring sustained performance improvements and generating a significant market response.
CODE | 21
Multi-stage Transition Framework
From Knowing to Practicsing
MASTER TRAINING
CORPORATE TRAINING
