Download - 4 Ways to Make Each Sales Conversation Count
Sales Builder4 Ways to Make Each Sales
Conversation Count
Nancy BleekePresident
Sales Pro Insider, Inc.
I’m convinced the world changes conversation by conversation. Daniel Pink
Welcome!In the join.me bar at the top of your screen, click the telephone icon for the phone numbers to access the audio portion. Open the chat window to participate.
What I Promised
Sharing:• The 2 skills needed to make every conversation count
• How Skill and Will affect sales success
• 4 Success Drivers that differentiate top performers
• A free and valuable tool that will help you close more sales
Welcome!In the join.me bar at the top of your screen, click the telephone icon for the phone numbers to access the audio portion. Open the chat window to participate.
Training, Assessments, Hiring, Consulting Sales enablement, customer service, leadership, culture
Our mission is to help companies build performance, profits, and people by
making each conversation count.
A 2013 Gold Medal WinnerSales & Marketing book
Founder and PresidentNancy Bleeke
So Many Types of Selling
What is Selling?
Selling is simply …helping people do or decide
something.
Help them work through their decision process to make a decision or take an action.
Conversation by Conversation
Today’s Buyer
Today’s buyers are busy, busy, busy
What you need:
Two-Way
Move beyond buyer-seller “contacts”
Make it a conversation. Relevant, Value-filled
Skills for Conversations That Count
Preparation
with a twist…
Buyers Need to Know
What’s in it for Them?
WiifT
Standout From the Rest
Make Each Conversation Count
Collaboration Defined
col·lab·o·ra·tion• [kuh-lab-uh-rey-shuhn]–noun
to work, one with another cooperate
Synonyms - co-produce, participate, work with, ‘be in cahoots’
Collaborative Selling
Working side by side with your buyer to achieve something you both want.
You: a saleThem: a solution
Collaborative Selling
Need to “Right size” InformationTimeMessagingRelationship
Top Performers…
• Knowledgeable• Perseverance• Flexibility• Concern • Confidence• Problem solving
• Can get it done• Able to work with
others• Focused• Fearless• Goal oriented
What else? Write responses in Chat Box.
Can be taught, observed, evaluated, measured
and
Skill
Will
Internal, personal, can be pulled out
What it Takes
Success Drivers
Success Drivers
1. Integrated Beliefs2. Goal Transparency3. Initiative4. Emotional Intelligence
Goals are:WrittenSpecificMeasurable
And…
Visible - easily seen and detected by self and others
Goal Transparency
Initiative
Self-directed, personal and proactive energy spent each day.
Proactive, doing more, working smart
Emotional Intelligence
Awareness of and ability to manage one's emotions in a healthy and productive manner.
• Goal Transparency
• Initiative
• Emotional Intelligence
• Integrated Beliefs
Four Drivers
Integrated Beliefs
Success Drivers
Integrated Beliefs
WhoWhatWhy
Success Drivers
Confidence in your abilities and self. (WHO)
Success Drivers
Do you believe that what you do matters? (WHAT)
Success Drivers
What you offer is worth more than the cost. (WHY)
Success Drivers
Strengthening any belief positively affects other beliefs.
Success Drivers
Success Drivers
1. Integrated Beliefs2. Goal Transparency3. Initiative4. Emotional Intelligence
Can’t Teach Most of These
What do you think? How do you see the results of these Drivers in action?
Write responses in Chat Box.
Something to Think About
Forgetting Curve byHerman Ebbinghaus
What Will You Do?
Now What?Stop the Small Talk and Deliver
Conversations That Sell
Move the information into habits and sales results
The coursebegins September
The book is available at Amazon and Barnes & Noble
Connect with Nancy
414.235.3064 or [email protected]
http://www.linkedin.com/in/nancybleeke
@salesproinsider
Register for Timely Tips a bi-weekly ezine with actionable tips for sales and leadership success! www.salesproinsider.com
Visit the Conversations That Sell site for free tools www.conversationsthatsell.com
