TILT Selling Exclusive Workshop by Kevin Ryan Australia

Thursday 30 September 2010

TILT! Selling is devised as a sales process specifically designed to cater for the changed consumer behavior triggered by internet access and exacerbated by the global financial crisis. This has resulted in the sales cycles and buying cycles becoming separated. Now the buy cycle is well under way before the buyer even realizes there is a cycle (Trailer & Dickie, Harvard Business Review).

Customers are able to progress further in the buying process without interacting with a salesperson allowing them to only involve the salesperson at the final stages. Thus, the salesperson is reduced to commodity selling(selling on price alone). The TILT! method addresses this by taking the client back through the process to allow the salesperson to identify their buying criteria and to become a trusted buying adviser.

The TILT! method also provides strategies to assist clients in their decision-making process acknowledging that choosing to buy is a business decision complicated by the systems and competing interests that exist within that business.

TILT! represents the four key steps in the process:

1.    Trust. Quickly build trust with a client in a way that distinguishes yourself from your competitors.
2.    Influence. Put yourself in a position of influence with the client.
3.    Leverage. Use this influence to create leverage that will move the client forward.
4.    Trigger. Identify and apply the factors that will trigger their buying decision.

In the creation of this process, Kevin Ryan have drawn on 35 years experience in sales and sales management. All current sales models (for example Consultative Selling, Spin Selling) are acknowledged and their key principles maintained; however, because these methods were developed before 1990, they dont cater for the changed consumer behavior of 2010. TILT! adds the additional skills and strategies to deal with this. Because of this, TILT! is easily incorporated into your existing sales process.