1. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 helping the client reach a solution Solving Client Problems

2. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 style  fast paced overview  hints and tips  slides on-line  short exercises  discussions

3. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 topics  Listening skills  Situational analysis  Understanding the stakeholder  Generating Options  Making winning recommendations

4. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 Listening Skills

5. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 Listening styles EEmpathy IInformation RRecommendation CCritical

6. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 Buying Steps ‘Selling’ is helping people to move through the Buying Steps Listen so you can understand what step they are at

7. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 Situational Analysis

8. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 the trust scale trust is key to helping the client to open up how quickly can you get someone you don’t know to trust you? what are the techniques? 0 100

9. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 building a relationship =TRUST likecompetence+  RELATIONSHIP means TRUST

10. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 problems and solutions

11. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 causes & symptoms  it may be more economical to address a symptom than address a cause  if you address a symptom timetable when you are going to address the cause permanent, may be expensivetemporary, may be cheaper

12. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 gathering information  make sure you are dealing with facts (numbers)  establish facts / numbers in categories of Certainty  measure where it is economically rewarding to do so  probing questioning: use what where when how why  never accept the first answer you get

13. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 Understanding Stakeholders

14. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 managing stakeholders  Network, develop a relationship, make them feel important  Report to them (Situation, Problems Resolved, Innovations, Next Steps)  Give them an input into the final solution  Match client levels in the organisation (senior to senior) time canvassing stakeholders can shorten the sales time considerably

15. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 stake holder analysis  Stakeholders influence buying decisions  Identify Stakeholders  Judge their attitude and influence  Plot them on the crosswire  Devise tactics to deal with them Influence Attitude High Low AgainstFor

16. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 Generating Options

17. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 option generation brain storm mind map analogy

18. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 Winning Recommendations

19. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 worries of the decision maker  Are you credible?  Can you really meet the deadlines?  Will it work?  Is it worth it?  True Cost? / Actual Cost?  Will I always get to work with you?  How long will it really take?  How much other work will it generate?  Can I sell this idea internally?  How will it impact the business and me? people buy if there is no risk

20. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 putting your case NUMBERS not opinions short and long term no change, big change, small change low risk and assess progress

21. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 structures for documents introduction problem options recommendations risks action to prevent risks next steps introduction background current issues future issues options next steps introduction current situation downside options recommendation benefits next steps informativepersuasive

22. SMART Sessions Solving Client Problems www.goodfoot.co.uk +44 (0) 1926 859 060 Solving Client Problems Thank You www.goodfoot.co.uk/downloads/prodrive.aspx