More on the Knights renewal quest and process - " leaving no one behind "

To build a better organization selling renewal is a constant necessity

                   ( Fact If you stop growing , you start dying - SH )

 

Think of it this way, you're not simply selling a product or service. You are selling the potential client on making a change. Robert Potter writes, "There are predictable stages that companies go through in order to change. As a salesperson, you need to be aware of these. Companies decide to change in three stages:

Stage 1: Awareness and assessment (Motivation). At this stage the insight they have is this: There's a good reason to abandon our current way of doing things.

Stage 2: Solutions search (Vision). The insight the company or group has: There is a much better way of doing things.

Stage 3: Evaluation and choice (Path to resolution). Insight: There is a safe and reliable way to get there.

As a person, you have to build the case that the old way needs to be abandoned. You need to ask them why they want to look at changing. Then you can move to your solution. See, if they are not committed to change, they'll never buy your solution.

Good questions to ask potential members or customers as they're considering a change include the following:

-- Who will be affected the most by this change?

-- Why are you even considering the change?

-- Who will be the most vocal in opposing this solution?

-- Who can sabotage or undercut this initiative?

-- What happens if you do nothing?

-- When will you decide on whether or not you're even going to make a change?

-- Is there a champion for this?

-- Whom does he or she have to sell internally?

-- What are their likely objections?

-- Who's going to sell the solution to the other stakeholders or participants ?

-- How are you selling it to the stakeholders or participants?

-- Where are you going to need help?

Sales cycles are longer in a complex sale because you are selling change and not just products or services. The change affects more people in the company or urganization than the decision makers, and the decision makers often have to sell the others on their decision so there's buy-in for change. You need to ask questions about the change and not simply about the problem. Then and only then can you sell solutions -short or long term
--

Hollecrest & Associates Inc   -"Turnaround Consultants" http://www.ic.gc.ca/ccc/search/cp?l=eng&e=123456239975 .


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