What’s in store
description
Transcript of What’s in store
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Talent Dynamics for Sales @NicciBonf
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Talent Dynamics for Sales @NicciBonf
What’s in store
3 things that have helped me sell more
1. Selling has changed2. Talent Dynamics 3. TRUST based selling
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Talent Dynamics for Sales @NicciBonf
Selling has changed
Then Now
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Talent Dynamics for Sales @NicciBonf
Don’t focus on closing the sale but on opening the relationship
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Talent Dynamics for Sales @NicciBonf
Relationship Builder v Challenger
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Talent Dynamics for Sales @NicciBonf
Time poor
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Talent Dynamics for Sales @NicciBonf
Selling Differently to Different Energy
Dynamo
Blaze Steel
Tempo
Find your eGuide Talent Dynamics for Sales on the Intranet
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Talent Dynamics for Sales @NicciBonf
TRUSTT based sales
• Trusted advisor v sales person
• Rapport building depending on profile/energy
• Understanding the prospect’s problems not pitching a solution
• Share the journey – dialogue, not monologue
• Truth of where your prospect is at and
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Talent Dynamics for Sales
AVOIDER
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Talent Dynamics for Sales
ANNOYER
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Talent Dynamics for Sales
Trusted Advisor
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Talent Dynamics for Sales @NicciBonf
People don’t care how much you know..
..Until they know how much you care.
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Talent Dynamics for Sales @NicciBonf
TRUST based sales
• Rapport building depending on profile/energy
STEEL
TEMPO
DYNAMO
BLAZE
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Talent Dynamics for Sales @NicciBonf
Better communication = better sales
“…helped … communicate ….efficient and effective communication ……..quicker sales …. negotiating processes..” Ian Smart, Director of Business Development, Protégé International
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Talent Dynamics for Sales @NicciBonf
It’s not all about you
• Understanding the prospect’s problems not pitching a solution
AVOIDER ANNOYER
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Talent Dynamics for Sales @NicciBonf
It’s not all about you
• Understanding the prospect’s problems not pitching a solution
AVOIDER ANNOYER
EFFECTIVE: focus on the
prospect
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Talent Dynamics for Sales @NicciBonf
It’s not all about you
• Understanding the prospect’s problems not pitching a solution
AVOIDER ANNOYER
EFFECTIVE: focus on the
prospect
Fear of “spoiling” the relationship, Rejection, self
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Talent Dynamics for Sales @NicciBonf
It’s not all about you
• Understanding the prospect’s problems not pitching a solution
AVOIDER ANNOYER
EFFECTIVE: focus on the
prospect
Fear of “spoiling” the relationship, Rejection, self
Assume you know best, egotistical
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Talent Dynamics for Sales
How would you feel if someone asked you for more information?
• Avoider “They are trying to get rid of me” won’t bother
• Annoyer “Yes, they are hooked, can call them tomorrow and keep sending them info until they cave.” (assume and blast)
• Trusted Advisor “What specifically are you interested in, key issues, so I can just send you relevant information. “Keep dialogue going
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Talent Dynamics for Sales @NicciBonf
TRUST based sales
• Share the journey – dialogue, not monologue
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Talent Dynamics for Sales @NicciBonf
Progression strategy 3. Over to you
• “How would you like to take this further?”
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Trusth of where your prospect is at
• On a scale of 1-10, where 1 is I hate this idea and I never want to see you again and 10 is This is exactly what I am looking for, what would you rate this proposal?
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Talent Dynamics for Sales @NicciBonf
Talent Dynamics for Sales Accreditation
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Talent Dynamics for Sales @NicciBonf
Talent Dynamics for Sales Accreditation
• 1 day of interactive sales training using Talent Dynamics
• Why would you be interested?– How to sell more of your own coaching/training
services and product– How to sell more TD programmes– I’m looking for more Superhero Sales Trainers
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Talent Dynamics for Sales @NicciBonf
Talent Dynamics for Sales Accreditation
When? Sunday 10th NovemberWhere? PrestonHow much? Will be charging £799 next year but for 2013 only £499First 5 people will get a copy of my favourite sales bookHow to I sign up?
Text TD4SALES to 01372 700077
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Talent Dynamics for Sales @NicciBonf
Sing along
I’ll sign up todayTo a workshop in SurreyThat will blow my mind away
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Talent Dynamics for Sales @NicciBonf
It will teach me how to sellIt will teach me how to beComfortable around pricing and how much to value me!
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Talent Dynamics for Sales @NicciBonf
Oh I will goOn 6th DecemberNothing’s going to stop meIt’s a date I will remember
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Talent Dynamics for Sales @NicciBonf
It will be a step towards my business goals and I will seeHow to be more confident and be financially free
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Talent Dynamics for Sales @NicciBonf
Hey hey. I will be there!
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Talent Dynamics for Sales @NicciBonf
For more information
http://tdsales.eventbrite.comText TD4SALES
to 01372 700077Or talk to me, Nicci Bonfanti