job developer workshop (virtual) (embedded movies) module 5 · 2. selling services vs. selling...

The Job Developer Workshop Module 5

Managing the Conversation the Customer is Having

with Themselves.

© 2020 The Uniquely Abled Project 1

The Job Developer Workshop

Module 5

Managing the Conversation the Customer

is Having with Themselves

Presented by

The Uniquely Abled Project 1

2© 2020 The Uniquely Abled Project


Module 5: Managing the Conversation

the Customer is Having with Themselves

Presented by

The Uniquely Abled Project

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with Themselves.


The purposes of the

Uniquely Abled Project are to:

• Shift the societal paradigm from

“disabled” to “uniquely abled”.

• Provide vocational opportunities to

uniquely abled individuals by matching

their unique abilities to the characteristics

of B2B career jobs

in demand.

You can’t.I can do it better

than anyone.


Job Developer Workshop LeaderIvan M. RosenbergFounder & President


• BEE & MS in Electrical Engineering,

MS in Computer Science and

Business, Ph.D. in Business

• Founder of 37-year-old software company

• Former VP of international business franchiser

• Founder and Exec Director of 2400 member

Aerospace & Defense Forum

• Managing Partner of a management consulting firm4© 2020 The Uniquely Abled Project

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Purpose of the

Job Developer Workshop

To support you in:

• Increasing the number

of consumers you place.

• Increasing the number

of consumers you place in good paying career

jobs in B2B companies.

• Having your placement process be more

efficient and effective.



Modules1. Shifting from a “Disabled" to a

“Uniquely Abled" Perspective

2. Accessing B2B Businesses

3. The Dance of Sales

4. Managing the Conversation You are Having With Yourself

5. Managing the Conversation the Customer is Having with Themselves

6. Altering the Conversation the Customer is Having with Themselves

7. Managing the Conversation You are Having with Each Other

8. Recommendations and Resources


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A copy of the slides is available for

download from the same site where you

accessed this video. However, we

recommend you not review the slides until

after you have seen the video.

© 2020 The Uniquely Abled Project

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THE DANCE OF SALES

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Sales is a conversation for

serving the customer.

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The Three Conversations

of the Dance of Sales

The conversation you are having with

each other

YOU THE CUSTOMER

You conversing with

yourself

Them conversing

with themselves

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Sales Success =

Skill in Managing Sales Conversations

• Effectively managing each type of sales conversation

• Moving from one type of conversation to another, e.g., from feasibility to action.

• Unsticking a conversation.

• Powerfully listening.

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with Themselves.


Managing The Three Conversations



each other

YOU THE CUSTOMER

You conversing with

yourself

Them conversing

with themselves

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Managing The Conversation the

Customer is Having With Themselves

1. People buy “Why” not “What”

2. Selling Services vs. Selling Products

3. Revealing the Customer’s Conversations

– Jill Konrath – e-mails & other communications

– Re-creation

4. Altering the Customer’s Conversations (Module 6)

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1. People Buy “Why” not “What”

WHY

WHAT

HOW

16www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html

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The Conversations of the Customer:

Potential Employee

• What are their specifications?

• Can I cancel their employment?

• What do others say about them?

• How do I get them supported?

• Will it work out the way I expect?

• What happens if something goes wrong?

• Are they reliable? What is the warranty?

• Are they compatible with what I already have?

• Etc.

……All About the Person as an Object

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The Conversations of the Customer:

Service Sale

• Can I trust you?

• Are you conning me?

• How will I know if it turns out?

• What evidence do you havethat this will turn out the way I expect/hope?

• Risky – I have to pay my money first and then see if it turns out.

• Etc.

…..All About You as Salesperson

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As a Job

Developer

What Are You

Really Selling?

• Potential Employee Sale

– Person to be employed by Customer

Characteristics of Person is Important

• Service Sale

– A Promise

Relationship with the Salesperson is Important

Implications for a Service Sale

•Relationship aspects are most important

•You are selling something totally unique.

•Referrals, testimonials are more important.

•Customer needs, etc., may not be clear to

either you or even the customer.

•Highly subjective and personal.

•Selling an ongoing relationship

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Investigating the customer’s

conversations

5 Strategies to Increase Cold Calling Effectiveness

Jill Konrath

enterprise.jigsaw.com/webinar/20100617_webinar.html

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<Jim>,

As mentioned on the telephone today, I would like to introduce you to Dr. Ivan Rosenberg and his organization -InVista Associates. Ivan has impressed me with his anecdotal examples of work he has done with companies. I believe he may a helpful resource for you and <company>.

I have attached some information about Ivan and InVistaAssociates for your review and please note Ivan's contact information below.

Best regards,

<Sam>

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<Sam>, thank you for the introduction.

<Jim>, a pleasure to meet you. After reviewing public information about the company, I do have some ideas that may be useful in dealing with your challenges of integrating the two companies and successfully executing your business model. How would you like to proceed in setting up a time for us to meet?

Best wishes,

Ivan

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------------------------------------------------------

I’m free for lunch or meeting this week. Let me know your

schedule.

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Revealing the Customer’s Conversations:

Before the meeting

Prepare!

• Research – their website, industry,

publications, news.

• Write down 10 questions that:

– Credentialize you.

– Open up or clarify the opportunity.

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Example Questions

• Mission & Vision: On your website, I saw that your

corporate vision/mission is ___. Can you explain this

to me in more detail?

• Goals & Objectives: What are your five-year goals

and objectives?

• Industry/Market Trends: With other clients we have

seen [major trend]. How is this impacting you?

• Primary Challenges: What are the most critical issues

facing your organization today?

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Example Questions

• Workforce Challenges: Others in your industry are having

a very hard time finding suitable workers. Are you

experiencing that as well? What are your primary

workforce challenges today? In your future? What is

their urgency?

• Workforce Hiring Experiences: What have been yout

hiring successes, and why? What hasn’t worked out the

way you expected, and why? On a recent placement, we

learned that evaluating abilities is critical to hiring

success [tell story].

• Current Situation: In addition to the opening I saw, what

are your other current and predicted vacancies?27


During the Meeting

• Rather than “sell”, commit that the other person gets value from the meeting, even if you never meet again.

• Ask the other person: To have this be a great use of your time, what needs to happen?

• Ask your questions and dance.

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Re-creation

• What is copying?

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Re-creation

• What is Re-creation?

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Re-creation

• In Copying: mechanical, duplication, identical. Nothing necessarily “lands”.

• In Re-creation: Something lands. Then create from that what you think the intended message was.

– Without adding or leaving any significant thing out.

– So that the speaker experiences that the message was received as intended, that what was in their head is now re-created over where you are.

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Re-creation

What is the value of Re-creation?

– To make sure what you think you heard

was what was sent or intended to be sent

– Speaker understands the message was

accurately received

– They may revise

– Gives no resistance

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Quote:

"Between what I think I want to say, what I believe I’m saying, what I say, what you want to hear, what you believe you understood and what you understood, there are at least nine possibilities for misunderstanding.”

- Francois Garagnon

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• Pair Up

• Choose A and B

• A: Say an opinion

• B: Re-create

• A: Pass/No Pass

– If No Pass: B re-creates again

– If Pass: A says another opinion

Exercise: Re-creation

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What We Learned in this Session

• People buy "Why" not "What"

• You are selling both a Potential Employee and

a Service

• Every communication to the customer should

promise or deliver value.

• How to review the customer's conversations

• Recreation


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Managing The Three Conversations



each other

YOU THE CUSTOMER

You conversing with

yourself

Them conversing

with themselves

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What is Covered in Module 6

• A model to produce results

• A model of the occurring world

• Conversations "About" vs "For"

• Language Acts

• How to impact another's occurring world

• Background Conversations

• Background Conversations of the Generations


Contact Information


• UniquelyAbledProject.org

• 818-505-9915

• [email protected]

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End of Module 5

Managing the Conversation the Customer

is Having with Themselves

Presented by

The Uniquely Abled Project 41

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job developer workshop (virtual) (embedded movies) module 5 · 2. selling services vs. selling...

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