We’ve all heard the term: ‘putting the customer first’ but how many organisations translate this into their sales approach? As the key driver for Salespunch Selling™ and SISTEM™ account planning, Salespunch’s mind-mapping process really does put the customer first when it comes to defining your sales propositions. The process starts by mapping out typical customer business drivers and key issues (sometimes by market segment) and then, built around these, we establish how your offering addresses these issues with a focus on your competitive strengths and differentiators. Typically, working with a task force of selected players with both customer knowledge and product expertise, this ‘inside out’ methodology produces easy-to-use proposition mind-maps for the sales team to use for account planning and pre-call plans which identify who needs covering in the decision making process and what questions need to be asked to focus the customer on the key issues to uncover needs and wants for your solution. The mind-maps also effectively accommodate notes and attachments explaining product detail as well as identifying suitable collateral with hyper-links into intranet based technical details etc. Contact your Salespunch™ coach for more information. |