THIS KEYNOTE BY MARK DI SOMMA IS TITLED:
Branded sales:
Making money in the middle

What's this about?

We are now entering the fourth era of sales – a time when traditional “peddle and close” sales techniques are increasingly ineffective. Today, when most products are so similar as to be largely equal, features and benefits selling is a thing of the past. Consumers now are buying not just on what they get, but on how they feel about what they get. They are increasingly looking for rewards beyond function, and a sense of value that lasts beyond the thrill of the purchase.

The growth of online sales has also fundamentally changed the role of sales. It can no longer be about transactions – because most people can buy most things cheaply, quickly and with greater choice online than they can in person. Anyone who now stands between the customer and the products and services they want must be able to add margin-justifying value to the purchase – or their days are numbered.

With products and services now more and more equal, and availability less of an issue than it has ever been, the nature of sales going forward must change dramatically. Increasingly, customers will require sales people to take a much more holistic view of what they represent and to provide a convincing articulation of the overall value they add.

Who's this for?

This 40 minute programme on making more money by rebranding the sales experience has been prepared specifically for professional sales teams.

What does it cover?

The programme works through:

• Flatlining – making a living in a world that is killing cost
• What are you adding? No, really …
• Pricing beyond price
• You're good, but no-one's that good ...
• Exceptional. No exceptions
• Why were you worth it (in their eyes)?
• Boomeranging