1. OPEN SOURCE MANAGEMENT
SALES INTERVENTION 2 1

2. Slides www.paoloruggeri.net

3. Difficulties in Selling

4. SOMETIMES THINGS ARE NOT AS THEY APPEAR

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

8. 19% CONTROLS 85% WEALTH

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

10. Generating Value

11. Comfort Zone Uncomfortable = = Consuming value Creating value

12. Accept a challenge… Take a scary decision

13. 2) OUT OF THE COMFORT ZONE

14. Find the killer!

16. 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

17. Two environments: MENTAL  MATERIAL

18. 10 Goals by March 23rd 2018

19. I AM NOT CLOSING
CAUSE
(I am the source thus I can learn)
EFFECT
(It is the customer, the market, etc)

20. Cause and Effect
4) 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 the customers, we are leaving the control to them.
Case history scuola

21. The following thoughts belong to cause or effect ?
HE/SHE DIDN’T GIVE ME ENOUGH TIME
THE COMPETITION MADE A LOWER PRICE
(The Customer) WAS RUDE
THE MARKET IS IN A RECESSION
BULGARIAN COMPANIES DON’T HAVE MONEY
BULGARIAN BUSINESS OWNERS WANT ONLY THE LOWEST POSSIBLE PRICE
MY COMPANY DOESN’T SUPPORT ME 21

22. 5) Would YOU buy your product at that price?

23. OPEN SOURCE MANAGEMENT
SELLING 23

24. I AM NOT CLOSING
CAUSE
(I am the source thus I can learn)
EFFECT
(It is the customer, the market, etc)

25. LOGIC MAKES PEOPLE THINK-EMOTIONS MAKE PEOPLE ACT25

27. Now that you have experienced an emotion you’d be willing to help

28. When do people buy?

29. People buy (except e-commerce) when: a) They feel their need has been understood b) When they like and are attracted by the salesperson c) When they have experienced an emotion

31. Understanding Real Needs
Effort
Building the rapport
Understanding Real Needs
Present the solution
Emotion
Overcome
objections
Close 31

32. CUSTOMER NEED
PROPOSAL 32 32 32

33. Представяне на решението
Усилие
Подход
Интервю
Представяне на решението
Разрешаване на възражения
Затваряне

34. What the customer buys THE SALESPERSON THE COMPANY
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

35. Characteristics of the Great Salesperson
Listen with interest
Dont do unto others what you wouldn’t want done to you
Be a friendly and likeable person (be excited about your work)
Be always available outside work hours
People have to perceive you really are a hard working person.

36. Триъгълник на подхода
Feeling
Точки на
Контакт
Комуникация

37. The Triangle of Rapport
Feeling
Points of
Agreement
Communication
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.

38. 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.

39. POINTS OF AGREEMENT Common Reality What is true for YOU
HIM

40. 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.

41. EXERCISE
1) Write 5 examples of agreement or «points of agreement» among two people.
2) Write 2 examples of people with whom you have very few Points of Agreement and note how is your feeling towards them.
3) On what subject matters could you establish Points of Agreement with the Trainer of this workshop?
4) On what subject matters could you establish Points of Agreement with somebody in the room you barely know?

42. 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.

43. 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.

44. EXERCISE
1) Geometric drawing
2) Exercise the Warm Up/Rapport Phase

45. 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

46. 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)

47. Understanding Real Needs
Effort
Building the rapport
Understanding Real Needs
Present the solution
Emotion
Overcome
objections
Close 47

48. CUSTOMER NEED
PROPOSAL 48 48 48

49. EXERCISE Coach wants to buy a car
Before to start the exercise coach has to decide WHY he wants to buy the car:
New person in the family
Impressing the other sex
Wants greener car
Wants to save on gas
Likes to go fast
Student has to to be interested and ask questions and find out out

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

51. Understanding Real Needs
Effort
Building the rapport
Understanding Real Needs
Present the solution
Emotion
Overcome
objections
Close 51

52. CONVINCTION  POSITIVE EMOTIONS  ACTION

53. Would YOU buy your product at that price?

54. EXCHANGE IN ABUNDANCE

55. Understanding Real Needs
Effort
Building the rapport
Understanding Real Needs
Present the solution
Emotion
Overcome
objections
Close 55

56. HOW TO HANDLE OBJECTIONS
80% of the times the first objection is not the real objection
A) Acknowledge the objection and then ask:
B) And besides this point, what else?