love to sell – learn to really care for customers and eliminate stress and frustration
DESCRIPTION
Craig Klein, CEO of SalesNexus, will bring his 20+ years of selling success to help sales leaders and sales people learn to put customers first and maximize happiness, sales and profits. You’ll learn… Why even the best trained sales people are often frustrated and stressed out. Why customers avoid sales people like the plague. Simple techniques to build long lasting relationships of trust with customers How to question and listen to TRULY understand your customersTRANSCRIPT
SalesNexusLove to Sell
Craig Klein, CEOSalesNexus.com
Balancing Act
KeyCustomers
FillPipeline
Uphill Struggle
Hanging On
Off the Cliff
Peace of Mind
Aggressive or Caring?
Why?
Sales people like people.
We were taught that it’s a
numbers game.
Consultive Selling
Ask questions
Listen
Identify Pain
Position Solution to Pain
Consultive Selling
“You Can’t Teach a Kid to Ride a Bike at a
Seminar”, David Sandler
“Psychology of Selling”, Brian Tracy
1920s Advertising
Are you suffering from psoriasis?
Brand X will make your troubles
disappear…
Appeal to problems, needs and
wants
Great Marketing
Appeal to the best within us. The unrealized
potential.Nike, Patagonia, etc.
Abraham Maslow1908 - 1970
“If all you have is a hammer, everything looks like a nail“
Psychology of Self Actualization – study of human potential
vs. Freud – study of human problems and limitations
Hierarchy of Needs
Hierarchy of Needs
Connecting with Customers
Build Relationships of Trust
Relationships that Last
Inspire Action
Connecting with Customers
Stop Manipulating
Start Caring
Really Caring? How?
Ask questions
Listen
Find Pain
Then what?
Pain Identified
Let me tell you about the great things my solution can do for you!
Your World, Their World
They Won’t Share!
Lack of Trust
Lack of
Attention
Inability to
Effect Change
Value Them
Their Time and Openness
Ask permission…
“Do you mind if I ask you a few questions about that?”“Do you have 10 minutes to discuss _________?”“Would be OK with you if we talk about ________________?”
Validate Them
Validate = “to give confirmation, approval.”Let them know that their thoughts and feelings have value.
“Thank you for sharing”“That must be really frustrating for you”“That was really brave, smart”
“That’s a great idea!”“What I like most about that idea is _______”
Dig Deeper
“May I ask a you personal question?”“Do you mind if we go a little deeper into that?”
Sacred PlaceStay here as long as you can
Be with them.
Listen
They are vulnerable.
They are learning to trust you.
Recognize the gift
“Thank you for sharing.”
Careful!“I just want you to listen to me.”
Careful!
Ask for permission:
“Thank you for sharing that with me!”
“Do you mind if I share a story with you?” Share personal or customer story.
“Would you be interested in hearing about how I think we/I might be able to help?”
Back Up Plan
Re-enforce that you care and you want to help
“I really want to help, whatever that means to you.”“Should we talk more about your situation?”
“Can I suggest some reading/videos on the topic?”“Do you just need some time to digest?”
Inspiration
When you have the intention to truly serve others, you will be inspired.
It will come naturally.
The questions will come to you.
You’ll be relaxed and comfortable.
Your customers will be comfortable.
It won’t be work.
How Will I Know It’s Working?You’ll see it in their eyes.
You’ll notice that they are not trying to end the meeting.
You’ll feel that they are being honest with you.
You’ll know what to do next.
Ask yourself…
Did I validate what they shared with me?
Want to Learn More?
Get the book: “The Greatest Salesman in the World” by Og Mandino – www.ogmandino.com
Take the Assessment - http://www.ogmandino.com/coach/craig