Shortening The Sales Cycle Practical Thoughts For Closing Clients

Transcription

1 Shortening The Sales Cycle The Sales Cycle Practical Thoughts For Closing Clients Thoughts For Closing Clients

2 How By understanding the dynamics of the the dynamics of the Change And Maintain Behavior Curve. And Maintain Behavior Curve.

3 How Low Change And Maintain Behavior Curve And Maintain Behavior Curve Motivation Motivation and Time are the key components and Time are the key components In the Change and Maintain Behavior Curve. the Change and Maintain Behavior Curve. High Early Early Behavior Over Time Late Behavior Over Time Late

4 How Low Change And Maintain Behavior Curve And Maintain Behavior Curve Change and Maintain are the and Maintain are the key areas of behavior over time. areas of behavior over time. Motivation High Early Change Maintain High Change Maintain Early Behavior Over Time Late Behavior Over Time Late

5 How Low Change And Maintain Behavior Curve And Maintain Behavior Curve Motivation Emotions Logic Emotions and Logic are and Logic are the key areas of motivation. key areas of motivation. High Early Early Behavior Over Time Late Behavior Over Time Late

6 How Low Change And Maintain Behavior Curve And Maintain Behavior Curve 1 1 Emotional Impetus Stimulates Impetus Stimulates Consideration Of Behavior Change Of Behavior Change Motivation Emotions Logic High Early Change Maintain High Change Maintain Early Behavior Over Time Late Behavior Over Time Late

7 How Low Change And Maintain Behavior Curve And Maintain Behavior Curve Motivation Emotions Logic 2 2 Logic Translates Emotional Stimulus Translates Emotional Stimulus Into A Decision For Change A Decision For Change High Early Change Maintain High Change Maintain Early Behavior Over Time Late Behavior Over Time Late

8 How Low Change And Maintain Behavior Curve And Maintain Behavior Curve Motivation Emotions Logic 3 3 Decision To Change Made To Change Made (Example: Make Purchase) Make Purchase) High Early Change Maintain High Change Maintain Early Behavior Over Time Late Behavior Over Time Late

9 How Low Change And Maintain Behavior Curve And Maintain Behavior Curve Motivation Emotions Logic Logic Continues To Provide Basis For Continued Change For Continued Change Logic Continues To Provide 4 4 High Early Change Maintain High Change Maintain Early Behavior Over Time Late Behavior Over Time Late

10 How Low Change And Maintain Behavior Curve And Maintain Behavior Curve Additional Emotional Stimulus Can Prevent Change If Logic Not Sufficient Change If Logic Not Sufficient Additional Emotional Stimulus Can 5 5 Motivation Emotions Logic High Early Change Maintain High Change Maintain Early Behavior Over Time Late Behavior Over Time Late

11 How Low Change And Maintain Behavior Curve And Maintain Behavior Curve Emotional Impetus Stimulates Consideration Of Behavior Change Additional Emotional Stimulus Can Can Prevent Change In In Behavior If If Logic No Longer Sufficient Motivation Emotions Logic Logic Translates Emotional Stimulus Into Actual Decision For Change In Behavior Logic Continues To To Provide Basis For Continued Change In Behavior High Change Maintain High Change Maintain Decision To Change Made (Example: Use OneO Service) Early Early Behavior Over Time Late Behavior Over Time Late

12 How many contacts are required to close a deal?* many contacts are required to close a deal?* Typical Number Of Calls To Close A Sale Number Of Calls To Close A Sale 81% 10% 2% 3% 4% 1st Call 2nd 2 Call 3rd Call 4th Call 5th 5 Call Or Later * Levinson, Jay Conrad. Guerilla Marketing. Boston, Houghton Mifflin, 1989.

13 How do customers best receive information?* do customers best receive information?* Reception Of Information - Total Reception By Sense (In Percent) Of Information Total Reception By Sense (In Percent) 82% 12% 6% Eyes Ears Other (Tactile) * Phase I Learning Systems - Selling Skills, New York, NY: Pfizer, Inc

14 How do customers best retain information?* do customers best retain information?* Retention Of Information Over Time (% Information Retained) Of Information Over Time (% Information Retained) After 33 Hours 85% After 33 Days 70% 72% 65% 10% 20% Hear See Hear Hear See Hear Only Only And See Only Only And See * Phase I Learning Systems - Selling Skills, New York, NY: Pfizer, Inc

15 Where are potential customers on are potential customers on the innovation adoption curve?* innovation adoption curve?* Rogers Adoption / Innovation Curve Adoption / Innovation Curve 34% 34% 16% 13.5% 2.5% Early Early Late Innovators Adopters Majority Majority Laggards * Rogers Adoption/Innovation Curve, Everett Rogers, 1995.

16 How do our minds work?* do our minds work?* Mental Activity Overview (% Of Mental Activity) Activity Overview (% Of Mental Activity) 90% 10% Conscious Subconscious * Murphy, Joseph; The Power Of Your Subconscious Mind, 1963; Prentice Hall, Inc.; Englewood, NJ.

17 How does order of entry effect market share?* does order of entry effect market share?* Market Share Percentage By Order Of Entry Share Percentage By Order Of Entry 37% 17% 14% 6% 4% 2% #1 #2 #3 #4 #5 #6 * Adrian Slywotsky, Value Migration; Harvard Business School Press, Boston, MA; 1996.

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