% of impact received through content of presentation
7%
people love to ______ they hate being _______
buy, sold
illustrate
to make clear by examples or pictures. This helps advocate
Person who needs to solve the problem
Prospect/customer
Discovery Agreement component or retail clothing store
GAP
Relating helps solve which win-win problem?
no trust
Win as______
Win as much as you can
Task agenda revolves around 2 key issues:
1. Operationally
2. Financially
3 types of listening
selectively
responsively
empathetically
Tension we hope drops over time
Relationship tension
Two types of questions in win-win discovery
Feeling-Finding, Asking this like "how do you feel about this"? fact-find?ing find out facts like "who operates this?
2 kinds of problems faced in win-win selling
Task and relationship
What do you like best and least about your current situation are this type of questioning...
Testing the extremes
Back Tire of the bike
Product Knowledge
4 obstacles a win-win sales person needs to overcome
No Trust (used to dealing with someone else, I don't know you)
No Help ("I dont see how your product or service will help me" How it solves the problem, how it benefits, how the product works)
No Satisfaction
No Need (prospect doesn't have the need, doesn
referring to a person that had a similar problem
3rd person story
Doesn't care about the problem, what objection to we have to overcome
No Need
Webster definition of selling includes
Cheat, haggle, steal
When we are advocating a solution we are trying to overcome this...
No Help
An individual does not understand how and does not recognize a deficit
Unconscious Competency
Two ways to communicate empathy
Listening, asking questions
You're right, that is interesting are forms of this..
Being responsive
If a salesperson meets the expectations of propriety, competency, commonality, and intent they will have this with the prospect
Credibility
The questioning process used in Kevins conversation with his daughter in the ditch
Asking the 5 why's (or more)
When done at the end of sales presentation
Asking for business
Making a person aware they are missing a skill
conscious incompetency
two ways a prospect can behave defensively
Fight or flight
Item that you were to "visualize" in class
House
Suggesting another viewpoint or converting a question
Clarifying
You should begin your sales presentation with..
Discovery Agreement
Ben Duffy showed sales people need to understand this...
Understanding the buyers needs or wants
Tension that we want to increase
Task tension
Purpose, process, and payoff help show this positive behavior
Intent
Open statement and our purpose sales goal/quota
Self-disclosure
The gap between prospect feeling satisfaction or dissatisfaction
Zone of indifference
3 Key Elements in advocating prospect
Solution, advantage, benefit
____is not selling
Telling is not selling
People don't buy our products, they buy its____
benefits
Objections are less threatening when we turn them into
Questions
4 Stages of Skill Learning (were illustrated by these 4 characters, cavemen)
1. Unconscious incompetence (No knowledge or skill in the area, but we don't know of skill)
2. Conscious incompetence (making a person aware they're missing a skill)
3. Consciously competent (know you have a skill, but it isn't mastered)
4. Unconsciously
balance sheet, mini maps, cost analysis are methods of this
Assumptive close
Discovery process attempts to uncover this objection
No Need
Plumber wearing a tux represents this credibility..
Propriety (has to be appropriate, meet expectations)
Details the wants, the haves and the gap
Discovery Agreement
LSCPA
Listen-try to lower the tension, let them talk and see what they have to say
Share- share your thoughts in a way that will benefit both parties
Clarify- repeat the objection back, this could be in a question or different viewpoint
Problem solve-once an ag
4 pillars of support
4 Pillars of support
1. supporting the buying decision (keep customer feeling good about the purchase)
2. managing the implementation (list of steps to complete)
3. handling dissatisfaction (LSCPA)
4. enhancing relationship (ways to make it strengthen)
4 parts of credibility
Propriety- behaving the right way to meet their expectations
Competency- Be an expert, telling is not selling...Be knowledgeable
Commonality-point out areas of common interests show how
you relate to them
Intent- Help solve the problems, learn what you ca
4 personal needs
Power- like to have control, result oriented
Recognition-risk takers, willing to be the trendsetters
Approval- Will just go with what is accepted, don't like criticism
Respect- smart, technical, experts. Need to have justification/be right