Performative Structured Selling®
Creating a Lean, Agile Selling Engine
The selling engine sits at the heart of any business,
creating the demand without which the business cannot succeed. That engine
needs to be fit and healthy and Performative Structured Selling ®
provides a
solid foundation from which to start.
Lean because we aim to ensure:
- Your go-to-market effort is focused to reduce wasted time & resource chasing organisations
and contacts who were never going to buy.
- You focus on early recognition of opportunities that are never going to be
won (e.g. over 90% of RFP style contracts are secured by the incumbents, and
they are most commonly only 3rd cheapest).
- You can see the big picture, from both customer and internal
perspectives, and not jump to a solution too early.
- You focus on value and eliminate those activities and features of your solution which don’t
add value for the customer.
- Lean sales processes so more time and effort is spent on value adding activities
leading to shorter tighter sales cycles.
Agile because:
- The sales person develops a close understanding of the customer’s needs,
aspirations and drivers and delivers the right proposition at the right time.
- Your solution design is business focused to prioritise and align development
with the customer’s needs and their company’s goals.
- Opportunity pursuit includes regular reviews of the state of play and
flags issues impeding progress, adapting according to changing circumstances.
- Bid teams are drawn from all stakeholders to produce a balanced
proposal.
- Win/Loss reviews analyse lessons to be learned, for continuous
improvement.
Above all it helps your customers buy from you:
- The sales person develops the proposition around the benefits the
customer can accrue.
- You identify and address the customer's key drivers of risk & value.
- You can then offer a solution to match the customer’s needs and constraints.
- Your proposal is supported by a business case which presents the Return
on Investment or Cost Benefit Analysis.
- You are able to define measurable outcomes against which the customer
can monitor achievement of their objectives.
In
today's tough markets, customers prefer to buy than to be sold to.
They now need the presentation of cost and value based arguments which make it clear to them
what payback they will get and by when.
This comes as standard with Performative Structured Selling ®
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