1 THE ART OF SALES THE ART OF SALES O PEN S OURCE M ANAGEMENT.
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Transcript of 1 THE ART OF SALES THE ART OF SALES O PEN S OURCE M ANAGEMENT.
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THE ART OF SALESTHE ART OF SALES
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OPEN SOURCE MANAGEMENT
OVERSUPPLY
“The pike dies of experience and
habits…”
Generating Value
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Comfort Zone Uncomfortable = =
Consuming value Creating value
OUT OF THE COMFORT ZONE
SOMETIMES THINGS ARE NOT AS THEY APPEAR
Are the colors of
Square A and Square B
the same???
MANY OF THE PRACTICE AND ATTITUDES THAT
BRING ABOUT PROSPERITY ARE COUNTER – INTUITIVE,
THAT IS TO SAY APPARENTLY GOING
AGAINST LOGIC
Wealth Distribution
• 20% of the people 80% of the wealth
• 80% of the people 20% of the wealth
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7 STRATEGIES TO WIN 7 STRATEGIES TO WIN AS A SALESPERSONAS A SALESPERSON
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OPEN SOURCE MANAGEMENT
DIFFICULTIES WITH
CUSTOMERS
Control
•To get things to go as you wish (the ability to influence something positively)
Responsibility–THE FEELING OF BEING THE
ONLY ONE IN CHARGE OF SOMETHING
–=–THE ABILITY TO SEE ONESELF
AS “THE CAUSE”
PROBLEM
•CAUSE(=Source Point)
• EFFECT
(=Receipt Point)
Cause and EffectTo 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 our customers, we are indeed leaving the control to them.
Case history scuola
The Scale of Effectiveness• EXTERNAL CONTROL
Someone who thinks that all her life and misfortunes are or have been dependent upon others and circumstances
• CONTROL OF ONE’S ACTIONS • One sees herself as the cause only of the activities
performed directly but cannot «accept blame» for other people mistakes or for what happens outside her area of influence.
• She will not reach her goals
• INTERNAL CONTROL Sees herself as the cause of her actions but also as the cause of other people actions and activities.
Causative Thinking• When faced with a problem or with a
disappointing situation, we can consider ourselves “the cause” or “the effect”.
• When we consider ourselves to be the effect, our thoughts or explanations have “another person” or “circumstances” as the subjects of what happened
• “He doesn’t understand…”• “The market is slow…”
• When we consider ourselves as «the cause» we use «MYSELF» or «ME» as the subject of what happened:
• «I wasn’t detailed enough in my explanations…»
• «I have to improve my marketing …»
•
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The following thoughts belong to cause or effect ?• THE CUSTOMER ALLOWED ME VERY
SHORT TIME DO DO MY PRESENTATION• THE COMPETITION OFFERS A LOWER
PRICE• THE CUSTOMER WAS NOT INTERESTED• THE MARKET IS IN A RECESSION• THE COMPANY I WORK FOR DOESN’T
GIVE ME WHAT I REALLY NEED TO BE SUCCESSFUL
Developing Knowledge 1. We notice something non optimum. 2. We consider ourselves “the cause” of
this situation. 3. We start devising systems to tackle the
problem. 4. If these systems do not work, we
continue considering ourselves as “the cause” of the non-optimal situation.
5. Acting in this way, we will develop or find out the right knowledge to solve the problem.
Sooner or later we will become a LEADER!
EMOTIONAL RESPONSES Enthusiasm
Cheerfulness
LogicalBoredomHostileAngerResentmentAnxiousSadApathy
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3) LEARN HOW TO SELL3) LEARN HOW TO SELL
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OPEN SOURCE MANAGEMENT
What should we do in our first visit with
a customer?
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LOGIC MAKES PEOPLE THINK-
EMOTIONS MAKE PEOPLE ACT
Money goes where people create emotions
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CUSTOMER NEED
CUSTOMER NEEDPROPOSALPROPOSAL
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Building the rapport
Understanding Real Needs
Stimulate the Need
Present the solution
Overcome
objections
Close
Effort
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Подход
Интервю
Стимулация
Представяне на решението
Разрешаване на възражения
Затваряне
Усилие
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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
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Триъгълник на подхода
КомуникацияТочки наКонтакт
Feeling
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The Triangle of Rapport
• 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.
CommunicationPoints of Agreement
Feeling
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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.
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POINTS OF AGREEMENT
What is true for
YOUWhat is true for
HIM
Common
Reality
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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.
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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.
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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.
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 41
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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)
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Подход
Интервю
Стимулация
Представяне на решението
Разрешаване на възражения
Затваряне
Усилие
Interview: understanding the
needs
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EXERCISE
• 1) Write all the problems/needs that your product or service solve for the customer
• 2) Write down questions you can ask the customer to get those problems to come up
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SUMMARY • 1) You are the Cause. Dont blame
if you don’t sell• 2) Don’t talk just about you and
your product. Be interested. Discover the need
• 3) Keep a positive emotional tone (be oriented toward solutions)
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4) EVERYTHING IS 4) EVERYTHING IS CREATED TWICECREATED TWICE
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OPEN SOURCE MANAGEMENT
Find the killer!
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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
GOALS
•When we don’t have clear (written) goals in life, it is life controlling us and not vice versa.
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Two environments:
MENTAL MATERIAL
GOAL
• A precise description of a particular scene that doesn’t exist at this moment in time but that we wish to actualize. A Dream
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Exercise• 5 Years from now
• Decide what you want – be clear and specific
• Handwrite your goals
• Write «I» and state as goal already reached – «I earn $ 100.000 a year».
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5) MANAGE TIME5) MANAGE TIME
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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?
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UrgentUrgent Non UrgentNon Urgent
ImportantImportant
Not Not ImportantImportant
Quadrant I •Crisis•Visiting customers•Selling
Quadrant II•Developing new customers/ niches•Training and Exercising•Building rapport with the 20%•Blogging/Marketing/Events•Strategic Progress•Prevention•Marketing•Planning/Organizing
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
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CRISISCRISIS
Quadrant I
Quadrant IV Quadrant III
Quad. II
Poor Salesperson Time AllocationPoor Salesperson Time Allocation
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CRISISCRISISQuadrant I
Quadrant II
Effective SalespersonEffective Salesperson
Prevention, planningand
improvement activities
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Working on “important
and not urgent” activities,
the effective
salesperson compresses the crisis of tomorrow
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How to work on Quadrant II
1. Identify the Q2 activities (strategic progress) we would like to get done during the next few weeks.
2. Set aside IRREVOCABLE slots of time in your calendar to take care of such activities.
Agenda + drill
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6) HAVE THE 6) HAVE THE RIGHT ATTITUDESRIGHT ATTITUDES
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ATTITUDES OF THE GOOD SALESPERSON
• 1) Embrace their personal goals
• 2) Act as if you were a shareholder of his company
• 3) Be interested and not interesting
• 4) Be convinced
• 5) Exchange in abundance
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EXCHANGE IN ABUNDANCE
7) STUDY(IMPROVE
YOURSELF)
THE COMPANY MIRRORS THE MANAGER
• 1) To grow as a company you need to have a program to improve yourself
• If you want things to change, you have to change first
“Millionaires have a system and the know-
how to restore their enthusiam and energy when they lose it.” –
Thomas Stanley
MOST IMPORTANT COMMODITY. IT DOESN’T
COME FOR FREE