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SALES INTERVENTION

SALES INTERVENTION. O PEN S OURCE M ANAGEMENT. www.osmconsultgroup.com. Slides www.paoloruggeri.net. Generating Value. Comfort Zone Un comfortable = = Consuming value Creating value. « Perspectives and opportunities in the wheat market».

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SALES INTERVENTION

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  1. SALES INTERVENTION OPEN SOURCE MANAGEMENT www.osmconsultgroup.com

  2. Slides www.paoloruggeri.net

  3. Generating Value

  4. Comfort Zone Uncomfortable = = ConsumingvalueCreatingvalue

  5. «Perspectives and opportunities in the wheat market»

  6. Accept a challenge…Take a scary decision

  7. OUT OF THE COMFORT ZONE

  8. ATTITUDE OPEN SOURCE MANAGEMENT www.osmconsultgroup.com

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

  10. LOGIC MAKES PEOPLE THINK-EMOTIONS MAKE PEOPLE ACT 11

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

  12. When do people buy?

  13. People buy (except e-commerce) when:a) They feel their need has been understoodb) When they like and are attracted by the salespersonc) When they have experienced an emotion

  14. Effort Building the rapport Understanding Real Needs Present the solution Emotion Overcome objections Close 17

  15. CUSTOMER NEED PROPOSAL 18

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

  17. 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 20

  18. 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.

  19. Триъгълник на подхода Feeling Точки на Контакт Комуникация

  20. The Triangle of Rapport Feeling • 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. Points of Agreement Communication

  21. 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.

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

  23. 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.

  24. 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?

  25. 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.

  26. 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.

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

  28. 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

  29. 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)

  30. CUSTOMER NEED PROPOSAL 33

  31. EXCHANGE IN ABUNDANCE

  32. TIME OPEN SOURCE MANAGEMENT www.osmconsultgroup.com

  33. 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?

  34. Urgent Non Urgent Quadrant II • Developing new customers/ niches • Training and Exercising • Building rapport with the 20% • Blogging/Marketing/Events • Strategic Progress • Prevention • Marketing • Planning/Organizing Quadrant I • Crisis • Visiting customers • Selling Important Quadrant III Some phonecalls • E-mail • 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 NotImportant

  35. PoorSalesperson Time Allocation Quadrant I Quad. II CRISIS Quadrant III Quadrant IV

  36. EffectiveSalesperson Quadrant I CRISIS Prevention, planning and improvement activities Quadrant II

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

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

  39. BONUS OPEN SOURCE MANAGEMENT www.osmconsultgroup.com

  40. SOMETIMES THINGS ARE NOT AS THEY APPEAR

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

  42. 19% CONTROLS 85% WEALTH

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

  44. THE SCALE OF «PSYCHOLOGICAL HAVE» • Having • Waste (I can do without) • Not Having • I cannot lose it • I am owned

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