Delivering Breakthrough Growth
UPS - How Sales Lives the Story
May 10, 2015
UPS has recognized that their salespeople, with their lips moving, are the final link in the sales process. Kate will share how UPS’ salespeople developed conversation skills to improve customer dialogue in a way that expanded the perceived value of the UPS offering, helped create differentiation in a very competitive market, and protected their desired pricing while avoiding unnecessary discounting.
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Transcript
Delivering Breakthrough Growth
• Enhance Business Acumen
• Reengineer Sales Processes
• Invest in CRM
Napkin
Sales Binder
PowerPoint
Conversa:onal Selling
• Ensure Team Talent • Start with the Customer • Orchestrate Interac:ve Discussions – Listen, Synthesize, Steer, Expand – Define Roles
• Create Value through Solu:ons • Be a Trusted Advisor
Sell / Get the Return
Conversa:onal Selling
• Consider Your Audience • Be Situa:onally Aware • Broaden the Discussion • Apply Behavior Model
Sell / Get the Return
• Ensure Team Talent • Start with the Customer • Orchestrate Interac:ve
Discussions – Listen, Synthesize, Steer, Expand
– Define Roles • Create Value through Solu:ons • Be a Trusted Advisor
5
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