The Successful Salesperson
of the Future:

It Ain’t Like The Old Days!

Death of A Salesman?

Salespeople Are Adaptable To Change!



The Successful Salesperson of the Future: Master of Consultative Selling
By:  Richard G. McNeill, Ed.D., CHME
928/523/1713 – Richard.McNeill@nau.edu

 New England Chapter HSMAI-Boston, MA - 11/14/02
Outline


I. The World of Change –
History of Transformations

I A.  “Been There – Done That!”
Centuries of Sales Transformations

I B. The New World of Selling:
A “Mega-Transformation”

II. Effects – Of The Current                          “Mega-Transformation”


II A. The New World of Buyer
Perceived Value: Changed By The “Mega-Transformation.”
And, Customers “Call the Shots” Today

II B. Three Evolved Types of “Value” Buyers


II C.  Organizations Are Seeking Selling/Marketing
Efficiencies and Effectiveness


II C.  Organizations Are Seeking Selling/Marketing
Efficiencies and Effectiveness
(Continued)

III. Efficiency - “Go-to-Market” Systems

III A. What Is A “Go-To-Market” System?

III B. What Is The Purpose of A
“Go-To-Market” System?

III C.  Basic “Go-To-Market” System:
Multiple Channels

III D. Efficiency  vs. Effectiveness
for
“Go-to-Market” Participant Choices

III E.  Efficiency Bottom-Line:
Multiple Channels

IV. Effectiveness - Three Evolved Selling Roles

IV A. Effectiveness - Three Evolved Selling Roles

IV B. Effectiveness: Three Selling Roles & Relationship Intensity

V.  Practical Tips - Becoming a Successful Salesperson of The Future

V A.  Practical Tip: Become A Consultative Salesperson

V B. Practical Tip: After-Sale Service- Implementation

 The Confidence Collapse Model

V C. Practical Tip: After-Sale Service- Maintenance and Development

V C.  Practical Tips (Cont.):
Account Maintenance

V C.  Practical Tips (Cont.):
Account Development

V D. Sources: Educate Yourself!

Make A Commitment Tonight!

The Successful Salesperson
of the Future: