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SMART Sessions
Influencing Skills for Saleswww.goodfoot.co.uk+44 (0) 1926 859 060
helping the client to reach a buying decision
Influencing Skills for Sales
SMART Sessions
Influencing Skills for Saleswww.goodfoot.co.uk+44 (0) 1926 859 060
style
fast paced overview hints and tips slides on-line short exercises discussions
SMART Sessions
Influencing Skills for Saleswww.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
SMART Sessions
Influencing Skills for Saleswww.goodfoot.co.uk+44 (0) 1926 859 060
How Personality Types Make Decisions
SMART Sessions
Influencing Skills for Saleswww.goodfoot.co.uk+44 (0) 1926 859 060
social styles
Amiable
DriverAnalytical
Expressive 10
10
10
10
Logic
ExtrovertIntrovert
Emotion
0
SMART Sessions
Influencing Skills for Saleswww.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
SMART Sessions
Influencing Skills for Saleswww.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
SMART Sessions
Influencing Skills for Saleswww.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
SMART Sessions
Influencing Skills for Saleswww.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
SMART Sessions
Influencing Skills for Saleswww.goodfoot.co.uk+44 (0) 1926 859 060
Listening And Questioning Skills
SMART Sessions
Influencing Skills for Saleswww.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:
SMART Sessions
Influencing Skills for Saleswww.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
SMART Sessions
Influencing Skills for Saleswww.goodfoot.co.uk+44 (0) 1926 859 060
question types
Open Closed Leading Summarising
SMART Sessions
Influencing Skills for Saleswww.goodfoot.co.uk+44 (0) 1926 859 060
How to Put Our Case
SMART Sessions
Influencing Skills for Saleswww.goodfoot.co.uk+44 (0) 1926 859 060
present your case
Current Situation
Downside
Options
Remedy
Next Steps
use a progressive ‘yes’
for objections use ‘what exactly’ and ‘what if’ & go back a stage
SMART Sessions
Influencing Skills for Saleswww.goodfoot.co.uk+44 (0) 1926 859 060
Dealing with Objections
SMART Sessions
Influencing Skills for Saleswww.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
SMART Sessions
Influencing Skills for Saleswww.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:
SMART Sessions
Influencing Skills for Saleswww.goodfoot.co.uk+44 (0) 1926 859 060
Influencing Skills for Sales
Thank You
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