Sample Sales Training PPT
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Transcript of Sample Sales Training PPT
©2008 Innovis Consulting, LLC. All Rights Reserved.
Creating Customer SuccessCreating Customer Success
Business Development Tactics & Skills
Sample
For illustration purposes
2©2008 Innovis Consulting, LLC. All Rights Reserved.
Business ChallengeBusiness Challenge“One thing we’ve discovered with certainty is that anything we do that makes the customer more successful inevitably results in a financial return for us.”
--Jack Welch, GE
3©2008 Innovis Consulting, LLC. All Rights Reserved.
Personal CommitmentsPersonal Commitments
• How will you use what you have learned?• What business results will you get when
you use what you have learned?• Do the results you expect to achieve
align with the company’s overall objectives?
Lock in Gains for the Time/Energy You Invest
4©2008 Innovis Consulting, LLC. All Rights Reserved.
EQ/IQEQ/IQDaniel Goleman’s model shows us the importance of achieving a functional balance between Applied Intelligence Quotient (IQ) and Emotional Quotient (EQ).
IQIQ
EQEQCommunication Skills
Critica
l Thin
king
EffectiveValue
Encounter
5©2008 Innovis Consulting, LLC. All Rights Reserved.
First BeliefFirst Belief
My underlying intent will open (or close) my access to customers.Anatomy Lesson: This is your customer’s brain…
This is your customer’s brain during a sales call.
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Keeping My BearingsKeeping My Bearings
Be Understood Understand
Observe/Assess
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My Third BeliefMy Third Belief
To make sure I really understand.I balance listening and questioning.
Customer70%
Customer70%
Sales person30%
Sales person30%
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My Fourth BeliefMy Fourth Belief
My ego waits in the car.
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Ego TriggersEgo Triggers
Questioning the facts
Methods under the microscope
Not seeing the big picture
Shaking the core
Ethics under scrutiny
Passing judgment
10©2008 Innovis Consulting, LLC. All Rights Reserved.
Ego ControllersEgo Controllers
Questioning the facts
Methods under the microscope
Not seeing the big picture
Shaking the core
Ethics under scrutiny
Passing judgment
Try to reach agreement at the next level
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Relationship InventoryRelationship Inventory
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Prioritizing Your Time & EnergyPrioritizing Your Time & Energy
TIME AND ENERGY
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Spell Out the ChallengeSpell Out the Challenge
Problem: As Is
Issues
Proof
Effects
Results
Proof
Effects
Opportunity: Should Be
Solution
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The Ripple EffectThe Ripple Effect
• How does what we’ve been discussing affect other departments?
• “What effects if any will what we do have on your processes and systems?
• “What’s going on in the company that would affect any actions you take?”
• “How does what we do here align with the company’s strategic direction?”
• “Who else will be affected by ?
“
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Pain vs. PayoffPain vs. Payoff
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MoneyMoney
Would you say we’re within range?
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Price TradePrice Trade--OffsOffs