THE FUTURE OF SALES CONVERSATIONS
Sales & Conversation Trainings
MASTERING THE 21st CENTURY BUYING ENVIRONMENT
Selling and winning in a buyer-driven digitalized world
New conversation models, tools and communication styles tailored to the new generation of modern Buyers 4.0 and their new mindset as well as their motified way how to take decisions and drive business today. Mastering the 21st century buying environment by proceeding dynamic sales processes along modern hybrid Buyer Journeys.
... most sellers got stuck.
The Truh Is ... !
Today, salespeople fail to meet the MINDSET of modern decision-makers through their typical conversation and presentation formats. They do not deliver what decision-makers and buyers expect today. In consequence they lose attractiveness and limit their performance. At the same time the potential of their company is not leveraged and opportunities remain uncaptured.
How to Get There ?
The Future of Sales Conversations
[Scott Santucci, Analyst at Forrester Research]
New World. New Approach.
The New Direction.
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.
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
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
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.