The document outlines how sales teams can transform from product-focused "rep(tiles)" to trusted business partners for customers. It discusses that customers are the only source of money and that sales teams should adopt a consultative approach to understand customer problems and needs in order to develop tailored solutions that improve customer profits. The diagnostic and prescriptive model is presented for uncovering customer issues and prescribing solutions that reduce costs or increase revenues. Becoming a consultative seller involves understanding the customer's business, conducting expert diagnosis, developing tailored proposals, tracking implementation results, and proving performance improvements.

1. Sales People

2. Rep(tiles)?

3. Heroes & Providers?

4. Objective To demonstrate how sales managers can transform their sales teams from product floggers to customers’ trusted business partners (and, as a result, grow your business’s revenues)

6. The Only Place Money Comes From

7. The Role of Sales in Marketing

8. The Diagnostic & Prescriptive Model

11. They subscribe to the “mugging” school of marketing thinking

12. They don’t/won’t/can’t listen

13. They wield price as their only competitive weapon of advantage

14. They play the numbers game

15. Customers despise them

18. Not shareholders – like banks, they want it back. Plus some.

19. Not the taxman – that’s a one way street with an occasional roundabout

20. Not financiers of any sort – they are just banks with a bigger appetite

22. The Only Place Money Comes From Customers are the only people who give you money and don’t want or expect it back

23. Role of Sales in Marketing

25. Customers are the only place the money comes from

26. Customers are the final arbiter of business success or failure

27. Customers more sophisticated, discerning and demanding than ever

28. They are cynical about anything involving the word “sales”

30. It is this role that positions a salesperson as Hero & Provider

31. Heroes & Providersadopt the Consultative Approach

32. Heroes & Providers adopt the Consultative Approach Consultant = Problem Solving ApproachSalesman = Persuading To Purchase Products/Services

33. Heroes & Providersemploy the Diagnostic & Prescriptive Model

34. Heroes & Providers employ the Diagnostic & Prescriptive Model Diagnosis = Uncover a customers problem and the needs that underlie it Prescription = A Profit Improvement Solution that addresses that problem

35. Heroes & Providersunderstand their way around the numbers

36. Heroes & Providersunderstand their way around the numbers Income = Where a customer’s money comes from Expenditure = Where a customer’s costs accrue

37. Heroes & Providersunderstand how they can affect a customer’s profit

40. Know your target market (who, what, where etc)

41. Think in terms of outcomes. Not inputs

42. Become an expert diagnostician (Listen. Learn. Quantify. Confirm)

43. Develop Tailored Prescriptions (Profit Improvement Proposals)

44. Track & Measure Implementation

46. The Only Place Money Comes From

47. The Role of Sales in Marketing

48. The Diagnostic & Prescriptive Model

50. Consultative Sellers are, at their best, customer profit improvers