1 THE ART OF SALES THE ART OF SALES O PEN S OURCE M ANAGEMENT

OVERSUPPLY

“The pike dies of experience and habits…”

Generating Value 5

Comfort ZoneUncomfortable == Consuming valueCreating value

OUT OF THE COMFORT ZONE

SOMETIMES THINGS ARE NOT AS THEY APPEAR

Are the colors of Square A and Square B the same???

MANY OF THE PRACTICE AND ATTITUDES THAT BRING ABOUT PROSPERITY ARE COUNTER – INTUITIVE, THAT IS TO SAY APPARENTLY GOING AGAINST LOGIC

Wealth Distribution 20% of the people  80% of the wealth 80% of the people  20% of the wealth 13

14 7 STRATEGIES TO WIN AS A SALESPERSON 7 STRATEGIES TO WIN AS A SALESPERSON O PEN S OURCE M ANAGEMENT

DIFFICULTIES WITH CUSTOMERS

Control To get things to go as you wish (the ability to influence something positively)

Responsibility –THE FEELING OF BEING THE ONLY ONE IN CHARGE OF SOMETHING –=–= –THE ABILITY TO SEE ONESELF AS “THE CAUSE”

PROBLEM CAUSE (=Source Point) EFFECT (=Receipt Point)

Cause and Effect To solve a problem or to handle succesfully a situation we need to see ourselves as “the cause” of such situation. If we aren’t able to do it, it is the situation that is controlling us. If we are not capable of seeing ourselves as «the cause» of the behaviour of our customers, we are indeed leaving the control to them. Case history scuola

The Scale of Effectiveness EXTERNAL CONTROL Someone who thinks that all her life and misfortunes are or have been dependent upon others and circumstances CONTROL OF ONE’S ACTIONS One sees herself as the cause only of the activities performed directly but cannot «accept blame» for other people mistakes or for what happens outside her area of influence. She will not reach her goals INTERNAL CONTROL Sees herself as the cause of her actions but also as the cause of other people actions and activities.

Causative Thinking When faced with a problem or with a disappointing situation, we can consider ourselves “the cause” or “the effect”. When we consider ourselves to be the effect, our thoughts or explanations have “another person” or “circumstances” as the subjects of what happened “He doesn’t understand…” “The market is slow…”

When we consider ourselves as «the cause» we use «MYSELF» or «ME» as the subject of what happened: «I wasn’t detailed enough in my explanations…» «I have to improve my marketing …» 22

The following thoughts belong to cause or effect ? THE CUSTOMER ALLOWED ME VERY SHORT TIME DO DO MY PRESENTATION THE COMPETITION OFFERS A LOWER PRICE THE CUSTOMER WAS NOT INTERESTED THE MARKET IS IN A RECESSION THE COMPANY I WORK FOR DOESN’T GIVE ME WHAT I REALLY NEED TO BE SUCCESSFUL

Developing Knowledge  1. We notice something non optimum.  2. We consider ourselves “the cause” of this situation.  3. We start devising systems to tackle the problem.  4. If these systems do not work, we continue considering ourselves as “the cause” of the non-optimal situation.  5. Acting in this way, we will develop or find out the right knowledge to solve the problem.  Sooner or later we will become a LEADER!

EMOTIONAL RESPONSES Enthusiasm Cheerfulness Logical Boredom Hostile Anger Resentment Anxious Sad Apathy

26 3) LEARN HOW TO SELL 3) LEARN HOW TO SELL O PEN S OURCE M ANAGEMENT

What should we do in our first visit with a customer?

28 LOGIC MAKES PEOPLE THINK- EMOTIONS MAKE PEOPLE ACT

Money goes where people create emotions

30 CUSTOMER NEED PROPOSAL

31 Building the rapport Understanding Real Needs Stimulate the Need Present the solution Overcome objections Close Effort

32 Подход Интервю Стимулация Представяне на решението Разрешаване на възражения Затваряне Усилие

33 What the customer buys In order to get a sale, the customer must buy 5 things in sequence: THE SALESPERSON THE COMPANY THE PRODUCT/THE SERVICE/THE PROJECT/THE PROPOSAL THE PRICE WHEN TO DO IT

34 Триъгълник на подхода КомуникацияТочки на Контакт Feeling

35 The Triangle of Rapport By increasing one of the factors, the other two increase as well. By decreasing one of the factors, the other two automatically decrease. During the Interview Phase we would need the customer to have an open communication with us. He has to be willing to tell us all his problems and needs. To bring about that situation we need to expand the triangle with the customer. Communication Points of Agreement Feeling

36 FEELING With «Feeling or Affection» we mean positive emotion, willingness to care about another, positive emotion. It manifest itself with the desire to be near the person for whom we have affection or a good feeling.

37 POINTS OF AGREEMENT What is true for YOU What is true for HIM Common Reality

38 Points of Agreement To establish points of agreement with the customer, we need to discover things we have in common or similar experiences or viewpoints that we both share. We can also find subject matters that we are both interested in and keep talking about them until the triangle is large enough to go to the Phase of Needs Analysis.

39 HOW TO BUILD RAPPORT To expand the triangle, the salesperson has to establish some Points of Agreement with the customer. To do that he should : Be interested or curious in whatever he sees or hear from the customer. The «Causative Salesperson» is INTERESTED (curious, eager to know and find out). The «Effect Salesperson» tries to be INTERESTING.

40 A good strategy to build feeling with the customer Observe the customer, listen to him and be curious and interested. Identify something about him that really sparks your interest. Ask him some questions about that.

Exercise With another student you don’t know so well, practice the Warm Up Phase. The other student impersonates a potential customer of your company. You: –A) Introduce yourself –B) Notice something about the other person that interests you –C) Ask questions and keep being interested until the other student gets excited about something 41

42 Warm Up/Rapport The end result of this phase is: A Customer who bought the salesperson and who is ready to talk openly about his problems and difficulties (he gets excited)

43 Подход Интервю Стимулация Представяне на решението Разрешаване на възражения Затваряне Усилие

Interview: understanding the needs 44

EXERCISE 1) Write all the problems/needs that your product or service solve for the customer 2) Write down questions you can ask the customer to get those problems to come up 45

SUMMARY 1) You are the Cause. Dont blame if you don’t sell 2) Don’t talk just about you and your product. Be interested. Discover the need 3) Keep a positive emotional tone (be oriented toward solutions) 46

47 4) EVERYTHING IS CREATED TWICE 4) EVERYTHING IS CREATED TWICE O PEN S OURCE M ANAGEMENT

Find the killer! 48

If you are not really set in pursuing a goal, your brain will not show you all the opportunities that exist to make real progress

GOALS When we don’t have clear (written) goals in life, it is life controlling us and not vice versa. 50

Two environments: MENTAL  MATERIAL

GOAL A precise description of a particular scene that doesn’t exist at this moment in time but that we wish to actualize. A Dream 52

Exercise 5 Years from now Decide what you want – be clear and specific Handwrite your goals Write «I» and state as goal already reached – «I earn $ a year». 53

54 5) MANAGE TIME 5) MANAGE TIME O PEN S OURCE M ANAGEMENT

URGENT VS. IMPORTANT What is that activity that when done regularly for the next months (years) would make a huge difference for your company/sales activity?

56 Urgent Non Urgent Important Not Important Quadrant I Crisis Visiting customers Selling Quadrant II Developing new customers/ niches Training and Exercising Building rapport with the 20% Blogging/Marketing/Events Strategic Progress Prevention Marketing Planning/Organizing Quadrant III Some phonecalls Some meetings Reports/Expenses Customers with low potential Quadrant IV Useless activities you generally do when you’re burned out Checking facebook Surfing the Internet Etc

57 CRISIS Quadrant I Quadrant IV Quadrant III Quad. II Poor Salesperson Time Allocation

58 CRISIS Quadrant I Quadrant II Effective Salesperson Prevention, planning and improvement activities

59 Working on “important and not urgent” activities, the effective salesperson compresses the crisis of tomorrow

60 How to work on Quadrant II 1.Identify the Q2 activities (strategic progress) we would like to get done during the next few weeks. 2.Set aside IRREVOCABLE slots of time in your calendar to take care of such activities. Agenda + drill

61 6) HAVE THE RIGHT ATTITUDES 6) HAVE THE RIGHT ATTITUDES O PEN S OURCE M ANAGEMENT

ATTITUDES OF THE GOOD SALESPERSON 1) Embrace their personal goals 2) Act as if you were a shareholder of his company 3) Be interested and not interesting 4) Be convinced 5) Exchange in abundance

63 EXCHANGE IN ABUNDANCE

7) STUDY (IMPROVE YOURSELF)

THE COMPANY MIRRORS THE MANAGER 1) To grow as a company you need to have a program to improve yourself If you want things to change, you have to change first

“Millionaires have a system and the know- how to restore their enthusiam and energy when they lose it.” – Thomas Stanley

MOST IMPORTANT COMMODITY. IT DOESN’T COME FOR FREE