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WHAT THE PUBLICATION ENTAILS?
A few decades back i.e. during the industrial revolution the competition wasn’t so severe. Incredible technological advancements happened then no doubts, but the positioning for any firm who had a product or service used to be relatively easier in comparison to today. Information dissemination wasn’t close to what we have today. With the advent of the ENTREPRENEURIAL REVOLUTION augmented by Internet, newer players populate the marketplace with consummate ease.
What do these newer players bring?
They come out with innovative concept/products/services.
Hold events, promotion strategies, and product demonstrations.
Invent new channels of product distribution e.g. eBay, iTunes, Amazon, Netflix, IKEA showroom-warehouse concept etc.
Decimate established pricing ordination (Budget airlines in Europe).
Offer incredible deals to blast entry barriers. Create communities of product enthusiasts.
Like religion, generate loyalists to proliferate product advocacy. It takes immense energy to coerce an Apple enthusiast to switch.
AN EYE FOR
These new players diligently locate and bombard the buyer with emails, advertisements, PR, communication, sales messages and other attention grabbers. By the time the sales person arrives for a face-to-face meeting with the buyer, he/she is intrigued by the sheer knowledge of the buyer. Market and competitor’s information has already preceded sales person’s meeting with the buyer thereby rendering the buyer-seller dialogue grim, dis-engaging and inviting contention.
This kind of advance information with the buyer generally subverts the sales person’s ‘very minimalistic product/service differentiators’ and relegates the seller’s product into a commodity thereby dissolving the pricing edge of the seller and crippling the discussions into a bargain.
WHAT DOES THE
MODERN BUYER LOOK LIKE?
THIS MANDATES AN UPHEAVAL IN THE SELLING APPROACH
RAINMAKER'S KEN’ IS A DOCUMENT THAT EXAMINES THIS CHANGING BUSINESS TERRAIN AS WELL AS THE EXERTIONS SOUGHT FROM A SALES PERSON TO IMBUE A CONSULTATIVE SELLING APPROACH.
THE PUBLICATION PRESENTS:
ORIGINS & SIGNIFICANCE OF A RAINMAKER
DEVELOPMENTS IN THE SELLING ARENA
EXPLICT VS AMORPHOUS NEED OF THE CUSTOMER
IN THE SELLING ARENA
WHAT DOES THE RAINMAKER DO?
THE RAINMAKER THINKS OUTSIDE THE BOX, EDUCATES THE BUYER TO GAIN TRUST, GALVANISES ALL THE RESOURCES TO BRING INSIGHTFUL INFORMATION PERTINENT TO THE BUYER’S CONCERNS, CONJURES UP PERTINENT ARGUMENTS, ANALOGIES, CASE STUDIES, AND PROBLEM CONSTRUCTS AS AGAINST THE NORMAL SELLER’S LITANY OF CAPABILITY PRESENTATIONS.
The rainmaker augmented by his marketing team :
Understands the buyer’s business challenge (well beyond any theorising stage).
Defines the problem at the very inception (deciphers buyer’s constraints).
Engages with the buyer to investigate the problem in depth (deep delve mode).
Spends sufficient time in the exploratory phase to get fully apprised (assimilation).
Deftly leads the buyer on to a comprehensive solution suggestion.
In great specificity, the rainmaker communicates the value proposition to the buyer.
EXPLICATED IN THIS DOCUMENT ARE
9 RAINMAKER SKILLS &
52 SUBCOMPONENTISED SKILLS
Sales personnel are aware of these but it is condensed and reasserted here to make it a disciplinary pursuit and forge a distinct identity in the selling acreage with its usage.
RAINMAKER'S KEN document is precise on the framework but not scrupulous of finish as consultative selling is a behemoth of a subject. The information presented here isn’t ample enough to be categorised as comprehensive but not scanty either to be construed as elementary.
IT IS A VERY SERIOUS INVITATION TO THE SUBJECT MATTER AND HEADSTRIDE WILL APPRECIATE YOUR COMMENTS AND REMARKS SUBSEQUENT TO YOUR READING AND REFLECTIVE ENGAGEMENT WITH IT.
HEADSTRIDE SALES OFFERING
THE STORY OF THE HUMAN RACE
IS THE STORY OF MEN AND WOMEN SELLING THEMSELVES SHORT
- Abraham Maslow
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OUR CODE OF CONDUCT
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CONSUMERS EMBRACE THE BRAND. ENVELOPED IN THE BRAND IS THE FIRM’S OUTRIGHT PROMISE TO THE BUYER. MARKETING, PR, ADVERTISING AND SALES ARE THE FOUR CUSTODIANS WHO FREIGHT’S THE BRAND’S MESSAGE TO THE BUYER. FACE TIME SALES WITH THE CLIENT HAS
TREMENDOUS INTRINSIC SENSORY APPEAL.
AT HEADSTRIDE, WE EXAMINE THE
'FACE TIME ‘RULES OF ENGAGEMENT’ AND ‘POSITIONAL COMMAND’
IN THE BUYER-SELLER RELATIONSHIP.
IF THINGS WERE SIMPLE, WORD WOULD HAVE GOTTEN AROUND.