SALES CONVERSATIONS Matching Today's Modern BUYER
The generic masculine is used to make the texts easier to read. The personal designations used refer to all genders.
Our Business:
MASTERING THE 21st CENTURY BUYING ENVIRONMENT
Selling and winning in a buyer-driven digitalized world
Selling in the 21st century has become more complex and ambitious and follows different rules. The modern DECISION-MAKER thinks, acts and takes decisions differently today. The new Buyer has a new personality and a mindset that has changed significantly. As a result, their expectations of salespeople have shifted fundamentally.
FACTS
Forrester Research
According to CSO Insights, more than 70% of salespeople are still in the classic “product selling mode” and use traditional conversation methods and techniques that limit sellers and their companies. (CSO Insights)
Today's Reality
90% of decision-makers only make a change if they can see the financial benefits (IDC). This is the driver for modern buyers and the demand facing professional salespeople to address and highlight precisely these values.
Commercial impacts and financial benefits are currently the BIG POINTS for decision-makers and buyers. They do not expect traditional product pitches, but BUISINESS TALKS with dedicated content that specifically reflects their agenda and their situation. At the center of interest is the implied BUSINESS VALUE – how they can benefit and the company will profit financially. The economical performance and impacts are the trigger for decisions.
CODE I 21’s CUSTOMER CONVERSATIONS featuring newly developed design points are entirely unique and form the core leadership tool for sales representatives to master and successfully manage dynamic sales processes in a buyer-dominated world.
FROM PRODUCT TO VALUE
How to Get There ?
Next Level Sales Conversations
New conversation models based on tools and concepts tailored to the modern Buyer 4.0 and their new mindset are essential today. The architecture of the conversations and the content addressed reflects the new code of business – how modern Buyers make their decisions and which mental steps they take when doing a purchase. The storyboards of the dialogues depend on the individual position of the decision-maker in their BUYER JOURNEY and ends with a quantified BUYING VISION.
New World
DEMANDS and expectations of modern buyers on sales conversations and salespeople have changed substantially.
New Buyer
Today's buyers think, act and decide differently. Their MINDSET and their way of dealing and taking decisions follow new codes.
New Skills
Conversational skills and new communication formats are the TRIGGER for more excellence and performance in sales of the 21st century.
New Transition
A consistent IMPLEMENTATION of the new skills and tools into the daily business and a structured rollout are essential for the pay-off of the investment..
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 SALES SYSTEMS tailored to the 21st century put the Customer Conversation at the center of modern sales roles using new dialogue models, new tools and new communication formats and make this approach the top management and conversational leadership tool in selling.
In times of digital information overload, simple product pitching is no longer effective and useful. Product sellers therefore struggle to create preferences for themselves and their brand through old-world argumentations and traditional conversation methods.
According to CSO Insights, more than 70% of salespeople are still trapped in the classic “Product Selling Mode” and only 10% are able to master value selling skills.
New Buyer. New Mindset.
Today's Modern Buyer 4.0.
Today’s decision-makers think, act and decide differently. They follow new patterns and usually are in the driving seat. The Buying Journey is the dominant element in the sales cycle and the Buyer has the power to control whether, when or how salespeople are involved in the evaluation process.
The Buyer is looking for conversations that focus on economical impacts and financial benefits. He is looking for BUSINESS TALKS that reveal new perspectives and options on how he and the company will benefit from improved performance effects. His agenda and concerns that are relevant to him including customized data and analysis are at the focus of his attention.
FROM PRODUCT TO VALUE is the new motto. Because 90% of decision makers don’t make a change if they don’t see a financial benefit.
New Skills. New Style.
Buyer 4.0 Frontline Sales Conversations
Managers use a the newly designed CONVERSATION MODELING SYSTEM © to equip their sales teams with a single tool to create customer-specific sales conversations depending on the particular sales scenario, the role of the salesperson, the specific sales and business model as well as the individual buying state of the decision-maker in order to precisely address the new mindset of todays Buyer 4.0 and his expectations.
This is a 4-sector conversation model that exactly follows the new behavioural code of modern decision-makers how they act and take decisions today. Four mental steps to take a decision, and therefore consequently four segments to shape and structure the conversation. A specific STORYBOARD in association with the corresponding conversation tools selected from the dialogue framework enables sellers to accurately design any sales-specific scenario given.
CODE I 21 provides four different dialogue models by default:
- The cybernetic DIAGNOSTIC CONVERSATION for exploring discussions
- The consultative INNOVATION CONVERSATION to sell true innovations and for selling products in commodity-driven markets
- The STRATEGY CONVERSATION used on executive level and for key accounts
- The COMPETITION CONVERSATION, when contacts already exist and a buying vision was build by third parties or an external advisor, and this vision needs to be reshaped.
New Transition. New Procedures.
The KATA Leadership & Transition Framework
The effective use of the new tools and techniques in daily business is essential in order to achieve a real increase in performance. According to experts, sales training represents at best 30% of the overall success of the transformation. Therefore, the follow-up improvement process is the real challenge in the change process.
For this purpose, we created an built-in LEADERSHIP AND TRANSITION FRAMEWORK existing of three components based on the KATA Model of Toyota:
A LEADERSHIP & COACHING MODEL
A DIGITAL LEARNING PLATFORM
- A SALES ENABLEMENT STRATEGY
This framework in combination with the ONLINE-SALES-ACADEMY enables the management to organize a fast and long-lasting TRANSFORMATION of the new skills in order to achieve sustained performance impacts and to generate significant response on the market.
CODE | 21
Change Management
From Knowing to Practicsing
MASTER TRAINING
CORPORATE TRAINING
