creating positive user experiences through technology - paul kenny
DESCRIPTION
Keynote Session - Creating Positive User Experiences Through Technology - Paul KennyTRANSCRIPT
Building value throughMarginal GainsPaul Kenny
The life of a Sales Coach
Why we Win/Lose
Sales
Zone Of Uncomfortable
Debate
Big Ticket SellingStrategic Selling
SPIN Selling
High Trust Selling
Solutions SellingChallenger Sales
USEFUL QUESTIONS
Three insights• All value exists only in
the mind of the buyer• Few (if any) purchasing
decisions are rational• Our perceptions of
value are driven by many different factors
5 Key Battles
First Impression
Insight & Understanding
Air Time
Credibility
Relationship & Rapport
Sales Super Powers
Habits That MatterUnderstand “Value”
Dialogue
Ask For Commitment
Manage Resistance
Share Stories
Creative Empathy
The ability to appreciate and anticipate what a customer might value and to find a way of creating
value early in the sales process
Dialogue
The ability to build a detailed understanding of the need behind the
need
Engaging Stories
The ability to communicate our capabilities in a meaningful, relevant
and memorable way
Gaining Commitment
Our ability to build value by getting the client to make continuous commitments to address their
needs.
Managing Resistance
The ability to add value by addressing inevitable concerns worries and doubts in a
credible way
Finally
Never underestimate the value created by a thoughtful and well
executed sales process.
