1. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 helping the client to reach a buying decision Influencing Skills for Sales

2. SMART Sessions Influencing Skills for Sales 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 Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 topics  How personality types make decisions  Key listening and questioning skills  How to put our case  Dealing with objections

4. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 How Personality Types Make Decisions

5. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 social styles Amiable Driver Analytical Expressive 10 Logic Extrovert Introvert Emotion 0

6. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 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

7. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060  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

8. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 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

9. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 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

10. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 Listening And Questioning Skills

11. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 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 email/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:

12. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 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

13. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 question types  Open  Closed  Leading  Summarising

14. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 How to Put Our Case

15. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 present your case use a progressive ‘yes’ for objections use ‘what exactly’ and ‘what if’ & go back a stage

16. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 Dealing with Objections

17. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 handling objections what are the problems as you see them? what is your underlying concern? what if? schedule a response to unresolved items

18. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 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:

19. SMART Sessions Influencing Skills for Sales www.goodfoot.co.uk +44 (0) 1926 859 060 Influencing Skills for Sales Thank You www.goodfoot.co.uk/downloads/prodrive.aspx