Needs Based Selling – Sales Professionalism And Personalization Beyond The SPIN


Needs Based Selling requires great knowledge, skill and attitude. It requires you to marry sales professionalism with great personalization and allows you to go way beyond the SPIN your competitors are so dependent on.

Needs Based Selling done with great diligence will not just allow you to attract new customers and retain them, but will create champions of your products and services that invite others to buy into your offerings.

Your end result?

The winning combination of…

Higher profitability for you, your team and your organization!

&

Greater fulfillment, happiness and delight for your customers too!

Anyone and everyone who is responsible for boosting the sales of your organization!

You can expect your sales professionals, through this initiative, to immediately learn…

  1. The 7 Principles Of Needs Based Selling
  2. How to segment your customers for Needs Based Selling
  3. How to know your customers unique needs, wants and desires
  4. How to differentiate yourself from your competitors
  5. How to discover gaps in your potential customers present value proposition
  6. How to communicate your value proposition for higher levels of profitability, performance and fulfillment
  7. How to embrace the attitude necessary for successful Needs Based Selling


Part 1 – The 7 Principles Of Needs Based Selling

Don’t Sell Ice To The Eskimos

  • Make People Buy Things They Need

Don’t Sell An Elephant A Wall Climbing Excursion

  • Make People Buy Things They Can

Don’t Sell The Steak

  • Make People Sizzle My Dizzle

Don’t Just Sell By Emotion

  • Make People Make Sense

Don’t Sell Like A Sales Person

  • Make People Engage In A Dialogue

Don’t Sell The Way Your Competitors Do

  • Make People Differentiate

Don’t Sell Like A Prophet Or A Priest

  • Make People Share Their Future

Part 2 – Segmenting Your Customers

Your Primary Segmentation

  • Individual Segmentation by…
    • Age
    • Gender
    • Occupation
    • Income
    • Designation
    • Education
    • Marital Status
    • Location
    • Others

Your Secondary Segmentation

  • Your Disruptive Strategy

Part 3 – Knowing Your Customer

Appreciating Your Customer’s Mindset

  • Why Is Your Customer Here?
    • Attracting A New Status Quo Customer
    • Repelling An Old Status Quo Customer
    • Neutral Or Uncertain Status Quo Customer
  • Knowing The Cost Issue
    • Addressing “It Is Too Much”
    • Addressing “It Is Too Little”
    • Addressing ‘It Is Just Right”
  • Knowing The Quality Issue
    • Addressing “It Is Too Good”
    • Addressing “It Is Too Poor”
    • Addressing “It Is Just Right”
  • Knowing The Value Issues
    • Good Or Bad
    • Helpful Or Harmful
    • Success Or Failure
    • Enhances Identity Or Diminishes Identity
    • Promotes Knowledge Or Ignorance
    • Ensures Security Or Uncertainty
    • Makes Happy Or Does Not
    • Brings Freedom Or Keeps Trapped
    • Delivers Peace Of Mind Or Not
  • Knowing The Features Issue
    • I Want
    • I Don’t Want
  • Knowing The Functions Issue
    • As It Should
    • As It Shouldn’t
  • Knowing The Usability Issue
    • Can It Be Used
    • Can’t It Be Used
  • Knowing The Buyability Issue
    • Easy To Buy
    • Hard To Buy
  • Knowing The Channels Issue
    • The Nuances Of Direct Selling
    • The Nuances Of Agent Selling
    • The Nuances Of Distributor Selling
    • The Nuances Of Retail Selling
    • The Nuances Of Wholesale Selling

Part 4 – Differentiate Or Die

Differentiating Your Offering From Your Competitors

  • The Keys To Differentiating Your Product
    • Quality Differentiation
    • Price Differentiation
    • Promotion Differentiation
    • Place Differentiation
  • The Keys To Differentiating Your Service
    • Technical Process Driven Service Differentiation
    • Non-Technical People Driven Service Differentiation
  • The Keys To Differentiating Your Brand
    • Differentiation Your Brand Value
    • Differentiation Your Brand Passion
    • Differentiation Your Brand Vision
    • Differentiation Your Brand Mission
    • Differentiation Your Brand Value
    • Differentiation Your Brand Identity
  • The Keys To Differentiating Your Experience
    • Expressing Your Product As An Experience
    • Expressing Your Service As An Experience
    • Expressing Your Brand As An Experience
    • Expressing Your Communications As An Experience

Part 5 – Discovering Gaps In Your Potential Customer’s Value Propositions

Building Sophistication To Enhance Needs Based Selling

Building Substance To Enhance Needs Based Selling

Building Sustainability To Enhance Needs Based Selling

Part 6 – Communicating Your Value Proposition For Profitability, Performance & Fulfillment

The Art Of Listening For Areas Of Common Interest

The Art Of Questioning To Clarify, Specify & Explore The Solutions They Are Seeking

The Art Of Dialoguing To Build Meaningful, Trusting & Purposeful Relationships

The Art Of Crystallizing To Remove Obstacles, Gain Clarity And Establish Agreements

The Art Of Actioning To Move Things Forward Successfully

The Art Of Feed-Backing And Feed-Forwarding To Ensure Things Move Towards Mutually Beneficial Outcomes

The Art Of Winning To Hit Both Your Targets

Part 7 – The Attitude Necessary For Needs Based Selling

Embracing A Culture Of Service Excellence

The Philosophy Of Customer, Team and I

Enhancing The Customer Experience

This 2 day, completely experiential, immersive and perspective shaping initiative is expertly run as a series of world class…

Illuminating introductions
Engaging Dialogues
Interactive games & exercises
Thought provoking debriefs
Open questions & answer sessions
Reflection time-outs
Relevant case studies
Enriching assignments
Feedback loops

… with optional follow on professional coaching to assist your organization towards greater profitability, performance and fulfillment levels.

Your lead facilitator for this world class initiative is Manoj Sharma.

Who is Manoj Sharma?

Manoj Sharma is a World Class Organization Strategist. He assists organizations, teams and individuals to be financially and non-financially wealthier through a series of incredibly “spot on”, fully customized strategic initiatives. Mr. Sharma is also the Founder, CEO and Head of Faculty of DifferWorld.com, an international strategic profitability, performance and fulfillment consultancy. Over the years Mr. Sharma has earned a reputation for not just being a global thought leader, but also his reputation for delivering world class initiatives that assist the global who’s who win in their fields of endeavour is fast becoming legendary.

Mr. Sharma has extensively worked with tier one organizations and leaders across Asia, Europe, Oceania and The Middle East, as a Strategic Consultant, Executive Director, Group Business Development Director, Marketing & Communication Director, Content Director and more. As such he brings with him a truly global perspective with an intimate appreciation of local challenges.

What can Manoj Sharma Do For You?

Mr. Sharma specializes in assisting organizations, teams and individuals boost their profitability, performance and fulfillment levels through a combination of world class strategic consultations, keynotes, coaching, training & development seminars, workshops, courses, programs and other initiatives.

Who Are Some Of The Organizations He Has Assisted?

His initiatives have exponentially benefited some of the top global brands such as:

Accenture, Alcatel, American Express, A&W Restaurants, Cisco Systems, Civil Aviation Authority of Singapore, Civil Service College, Cargotec, CitiBank, Daikin Industries, DBS Vickers Securities, Deutsche Bank, FedEx, Fuji Xerox, General Electric, Hewlett-Packard, Hiab, HSBC, IBM,
Infocomm Development Authority of Singapore, Intel, JP Morgan, Kalmar, KFC, KPMG, Lee Kuan Yew School of Public Policy, Long John Silver’s, MacGregor, Merrill Lynch, Microsoft, Nokia, Singapore Ministry of Education, Motorola, National University of Singapore, Nanyang Technological University, Philips, Pizza Hut, PricewaterhouseCoopers, Raffles International, Reuters, Samsung, Singapore Airlines, Singapore Economic Development Board, Singapore General Hospital, Singapore Indian Chamber of Commerce and Industry, Singapore Institute of Management, Singapore Management University, Singapore Technologies, Singapore Tourism Board, Starbucks, ST Microelectronics, Sumitomo Mitsui Banking Corp, Sybase, Taco Bell, The Coca-Cola Company, The Walt Disney Company, Union Bank of Switzerland, United Overseas Bank Kay Hian, Young Arab Leaders, and more

See Manoj Sharma’s list of clients and partners

How Many People Has Manoj Sharma Worked With?

To date Manoj has worked with more than 50,000 individuals globally, from senior leaders onwards, across diverse industries and has professionally coaching more than 700 people.

Want to get in touch with Manoj Sharma?