Customer

  

Customer Success 360

 

Sales Success

 

Sales Integration

  

Systems Selling

  

By: Michael Hammer

 
 

Systems Approach To Marketing and Selling

Selling, in the old days, was largely and act of personal heroism. The key to successful selling was knowing the products and the customers. The effective sales rep would present his or her product or service in the best possible light, forge a bond with the buyer, and triumph over the competition.

  

Selling

Customer Insight

Sell Benefits

Selling by Asking Questions

Selling with NLP

  

 

 
 

This approach has little to do with the way sales are made in today’s real world. Today's customers don't want products; they demand solutions, and solutions don't come in a box. They must be designed, fashioned to meet the customer's specific needs. Making such sales takes a lot more than personal charisma.

  

Customer Needs

What Makes People Buy

Selling by Serving

Selling by Coaching

  

 
Jeff Bezos story lessons quotes

We see our customers as invited guests to a party, and we are the hosts. It's our job every day to make every important aspect of the customer experience a little bit better.

Jeff Bezos

Amazon

 

 
 

Today's selling is SYSTEM SELLING, solution selling, consultative selling; it entails analyzing customer needs, designing alternative solutions, scrutinizing costs, developing and implementing systems, and more. This is not the work of a heroic individual sales rep.

Modern selling is a team sport, and a complex one at that. Winning at it takes discipline and structure. Making it up as you go along is a recipe for disaster.

  

Synergistic Marketing

Marketing Rainbow

SWOT Marketing

Synergistic Selling

How To Sell to Six Thinking Hats