smart sessions influencing skills for sales +44 (0) 1926 859 060 helping the client to reach a...

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


style

fast paced overview hints and tips slides on-line short exercises discussions

SMART Sessions


topics

How personality types make decisions

Key listening and questioning skills

How to put our case

Dealing with objections

SMART Sessions


How Personality Types Make Decisions

SMART Sessions


social styles

Amiable

DriverAnalytical

Expressive 10

10

10

10

Logic

ExtrovertIntrovert

Emotion

0

SMART Sessions


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


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


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


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


Listening And Questioning Skills

SMART Sessions


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


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


question types

Open Closed Leading Summarising

SMART Sessions


How to Put Our Case

SMART Sessions


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


Dealing with Objections

SMART Sessions


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


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 Sales

Thank You

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smart sessions influencing skills for sales +44 (0) 1926 859 060 helping the client to reach a...

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