SMART Sessions Influencing Skills for Sales (0) helping the client to reach a buying decision Influencing Skills for Sales

SMART Sessions Influencing Skills for Sales (0) style  fast paced overview  hints and tips  slides on-line  short exercises  discussions

SMART Sessions Influencing Skills for Sales (0) topics  How personality types make decisions  Key listening and questioning skills  How to put our case  Dealing with objections

SMART Sessions Influencing Skills for Sales (0) How Personality Types Make Decisions

SMART Sessions Influencing Skills for Sales (0) social styles Amiable Driver Analytical Expressive 10 Logic Extrovert Introvert Emotion 0

SMART Sessions Influencing Skills for Sales (0) dealing with Blues-Analytical  Be punctual  Plenty of facts and figures  Lots of data and research  Product information  Statistics  Leave information with them  Confirm bookings in writing  Know your competition  No social chit chat  Good customer care  Find out about their business  No gimmicks

SMART Sessions Influencing Skills for Sales (0)  Prepare well  Direct questions  Be punctual  Plenty of product knowledge  Examples  Be professional  No social chit chat  Not too many facts and figures  May it easy for them by offering service  Give “what’s in it for them” dealing with Reds-Driver

SMART Sessions Influencing Skills for Sales (0) dealing with Greens-Amiable  No jargon  No pressure, empathise  Be on time  No direct questions  More casual approach  Testimonials  Not too much data  Seek out opinions  Be friendly and sincere  Listen  Give them time

SMART Sessions Influencing Skills for Sales (0) dealing with Yellows-Expressive  Enthusiasm  Visuals  Be creative  Seek out their opinions  Give them more than one option  Friendly  Plenty of social chit chat  Let them talk  Use humour  Not too many facts and figures

SMART Sessions Influencing Skills for Sales (0) Listening And Questioning Skills

SMART Sessions Influencing Skills for Sales (0) feeling listened to  give verbal signals of understanding and empathy  periodically review the conversation  name times/dates and people we are going to speak to  offer to summarise in /writing  quote cases that are similar and how they were successfully dealt with  ask if there is anything we have left out  follow up and inform of progress customers feel they have been listened to if we:

SMART Sessions Influencing Skills for Sales (0) essential listening skills  Nod  Make Notes  Clarify  Use ‘why’ to find underlying reasons  Listen for motive & politics  Ask for priorities to discover key decision triggers

SMART Sessions Influencing Skills for Sales (0) question types  Open  Closed  Leading  Summarising

SMART Sessions Influencing Skills for Sales (0) How to Put Our Case

SMART Sessions Influencing Skills for Sales (0) present your case use a progressive ‘yes’ for objections use ‘what exactly’ and ‘what if’ & go back a stage

SMART Sessions Influencing Skills for Sales (0) Dealing with Objections

SMART Sessions Influencing Skills for Sales (0) handling objections what are the problems as you see them? what is your underlying concern? what if? schedule a response to unresolved items

SMART Sessions Influencing Skills for Sales (0) chasing the sale  what is your decision making process?  by what dates do you aim to make a decision?  who else do you need to talk to before a decision is made?  what extra information do you need to help you come to a decision?  what is the sticking point for you?  can we go ahead on a trial basis?  offer an incentive if they go ahead now Some tactics:

SMART Sessions Influencing Skills for Sales (0) Influencing Skills for Sales Thank You