B2B “Sales” is Lost
We have lost the client and our approach is broken and tangled.
The GUIDE Selling System ™ is a buyer-centric approach to increase sales and buyer satisfaction
Culture + Systems = Growth™
INTRODUCING THE Guide Selling System™
B2B has lost it’s way. Buyers say salespeople don’t add value and they don’t want to work with sales reps. They would rather go it alone.
However, going it alone is dangerous. They often make the wrong decision. 91.5% of all large project fail to deliver in buget, time or scope.
Imagine the costs.
It’s time for a new approach and a new map. The GUIDE Selling System is the first to blend Archetype, Method and Process into a buyer centric system designed to increase revenue and customer loyalty.
It’s a brand new map.
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T he GUIDE Selling System™ solves problems and sets a new course for improved conversations and outcomes for your customers—and more margin for you. You’ll shorten your sales cycle, stop chasing deals, and gain more of the customers you want because crucial customer conversations improve. Your team will gain trust sooner and stop chasing deals that aren’t a good fit.
The Secret is in the M.A.P.
What if you possessed a map that led to a secret, undiscovered treasure—one that showed you the fastest and safest route to riches? The GUIDE Selling System™ is that map. It is the route to riches by winning more deals and gaining loyal customers. Now, this is no get-rich-quick program. You’ll still have to do the work, but it is a different approach that pays dividends long into the future because it moves you to the new sales journey.
There are three key elements to this map:
Method: This is how your team interacts with your customers
Attitude: The new belief state for interacting with your customers that drives positive behaviors within your sales team
Process: The combination of methods and activities that helps your customers decide to do business with you. It is the daily workflow for creating revenue
In essence, untangling sales knots requires two major changes.
First, the pursuit and approach to new business must be customer-centric and directed toward helping uncover and solve the problems plaguing their business. This may mean your sales team shows up in a markedly different posture and approach than anything before. The intention is to add value right from the start.
Second, your business development efforts must be trans- formed into a system. A systematized approach improves effectiveness with your new and existing clients. It also pro- vides powerful data and feedback to help you understand and manage your revenue function.
In the coming chapters, I will lay out exactly how this works. For now, The GUIDE Selling System™ is the first business development system to integrate method, attitude, and process into one unified, customer-centric approach.
Guide SELLING SYSTEM SOLVES THREE FUNDAMENTAL PROBLEMS:
Lack of a customized milestone-driven sales process
Wasted or no sales training (Ebinhaus effect)
No sales coaching
The GUIDE Selling System combines process and methodology to improve adoption. It is easy to understand and uses conversational language to remove traditional barriers. The sales process is customizable to your business, and the methodology is yours. This innovation solves two of the most significant issues facing sales teams.
Sales coaching is more accessible because the methodology and process are combined. Your deal coaching becomes sales coaching, increasing the effectiveness.
The steps are intuitive and evident by the process names.
THE FIVE STEPS ARE:
GREET
It's time to rehumanize the sales conversation. Modern buyers want value from the interaction – so we should meet them as humans—equal business stature and transparent and clear communication. No tricks or gimmicks. A business conversation between two people to determine if there is sufficient reason to solve a problem together. It is personal and social.
UNDERSTAND
Buyers want to be heard and seen. It is a personal experience. The who, what, and why of their situation. What is at stake? Where do they want to go? What do they want to do? What is their current position? Why do they need to change? What happens if they don't?
IMPACT
Help the client understand the impact of their obstacle or problem plaguing them. There are financial, emotional, and technical costs associated with every issue. What is the cost of doing nothing?
DECIDE
How do they make decisions? The who, what, where, when, and why of how they move forward? We are guiding them; to do so, we need to understand how their organization makes decisions.
ELEVATE
We should eliminate close from the sales language. Do you start a new relationship by closing the door? New client relationships open with a decision to work together; they don't close. It's time to elevate the customer and bring them over the problem.
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Imagine a future where your sales process runs seamlessly, bringing in consistent revenue and happy clients. With the right strategy, coaching, and team in place, this future can be yours.
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