Download Presentation

O
P E N
S
O U R C E
M
A N A G E M E N T
SALES INTERVENTION
1
www.osmconsultgroup.com
Slides
www.paoloruggeri.net
2
Generating
Value
3
Comfort Zone
=
Consuming value
Uncomfortable
=
Creating value
«Perspectives and
opportunities in the
wheat market»
Accept a challenge…
Take a scary
decision
7
OUT OF THE
COMFORT ZONE
O
P E N
S
O U R C E
M
A N A G E M E N T
ATTITUDE
9
www.osmconsultgroup.com
I AM NOT CLOSING
•CAUSE
(I am the
source
thus I can
learn)
• EFFECT
(It is the
customer,
the market,
etc)
LOGIC MAKES
PEOPLE THINKEMOTIONS MAKE
PEOPLE ACT
11
12
Now that you have
experienced an
emotion you’d be
willing to help
13
When do people buy?
14
People buy (except ecommerce) when:
a) They feel their need has
been understood
b) When they like and are
attracted by the salesperson
c) When they have experienced
an emotion
15
16
Effort
Building the rapport
Understanding Real Needs
Present the solution
Emotion
Overcome
objections
Close
17
CUSTOMER
PROPOSAL
NEED
18
Усилие
Подход
Интервю
Представяне на
решението
Разрешаване на
възражения
Затваряне
19
What the customer buys
•
In order to get a sale, the customer must
buy 5 things in sequence:
•
•
•
THE SALESPERSON
THE COMPANY
THE PRODUCT/THE SERVICE/THE
PROJECT/THE PROPOSAL
THE PRICE
WHEN TO DO IT
•
•
20
Characteristics of
the Great Salesperson
• Listen with interest
• Dont do unto others what you wouldn’t
want done to you
• Be a friendly and likeable person (be
excited about your work)
• Be always available outside work hours
• People have to perceive you really are a
hard working person.
21
Триъгълник на подхода
Feeling
Точки на
Контакт
Комуникация
22
The Triangle of Rapport
Feeling
Points of
Agreement
Communication
• By increasing one of the factors, the other two
increase as well.
• By decreasing one of the factors, the other two
automatically decrease.
• During the Interview Phase we would need the
customer to have an open communication with us.
He has to be willing to tell us all his problems and
needs.
• To bring about that situation we need to expand the
23
triangle with the customer.
FEELING
• With «Feeling or Affection» we mean
positive emotion, willingness to care
about another, positive emotion. It
manifest itself with the desire to be near
the person for whom we have affection
or a good feeling.
24
POINTS OF AGREEMENT
What is true
for
YOU
Common
Reality
What is true
for
HIM
25
Points of Agreement
• To establish points of agreement with the
customer, we need to discover things we
have in common or similar experiences
or viewpoints that we both share.
• We can also find subject matters that
we are both interested in and keep
talking about them until the triangle is
large enough to go to the Phase of Needs
Analysis.
26
EXERCISE
• 1) Write 5 examples of agreement or
«points of agreement» among two people.
• 2) Write 2 examples of people with whom
you have very few Points of Agreement
and note how is your feeling towards
them.
• 3) On what subject matters could you
establish Points of Agreement with the
Trainer of this workshop?
• 4) On what subject matters could you
establish Points of Agreement with
somebody in the room you barely know?
27
HOW TO BUILD RAPPORT
• To expand the triangle, the salesperson has
to establish some Points of Agreement with
the customer. To do that he should :
• Be interested or curious in whatever he
sees or hear from the customer.
• The «Causative Salesperson» is
INTERESTED (curious, eager to know and
find out).
• The «Effect Salesperson» tries to be
INTERESTING.
28
A good strategy to build feeling
with the customer
• Observe the customer, listen to
him and be curious and interested.
• Identify something about him that
really sparks your interest.
• Ask him some questions about
that.
29
EXERCISE
• 1) Geometric drawing
• 2) Exercise the Warm Up/Rapport Phase
30
Exercise
• With another student you don’t know so
well, practice the Warm Up Phase.
• The other student impersonates a
potential customer of your company.
• You:
– A) Introduce yourself
– B) Notice something about the other
person that interests you
– C) Ask questions and keep being
interested until the other student gets
excited about something
31
Warm Up/Rapport
• The end result of this phase is:
• A Customer who bought the
salesperson and who is ready
to talk openly about his
problems and difficulties (he
gets excited)
32
CUSTOMER
PROPOSAL
NEED
33
EXCHANGE IN
ABUNDANCE
34
O
P E N
S
O U R C E
M
A N A G E M E N T
TIME
35
www.osmconsultgroup.com
URGENT VS. IMPORTANT
• What is that activity that when done
regularly for the next months (years) would
make a huge difference for your
company/sales activity?
37
Urgent
Important
Not
Important
Quadrant I
•Crisis
•Visiting customers
•Selling
Quadrant III
Some phonecalls
•E-mail
•Some meetings
•Reports/Expenses
• Customers with low
potential
Non Urgent
Quadrant II
•Developing new customers/
niches
•Training and Exercising
•Building rapport with the 20%
•Blogging/Marketing/Events
•Strategic Progress
•Prevention
•Marketing
•Planning/Organizing
Quadrant IV
•Useless activities you
generally do when you’re
burned out
• Checking facebook
• Surfing the Internet
•Etc
38
Poor Salesperson Time Allocation
Quadrant I
Quad. II
CRISIS
Quadrant IV
Quadrant III
39
Effective Salesperson
Quadrant I
CRISIS
Prevention, planning
and
improvement activities
Quadrant II
40
Working on “important
and not urgent”
activities,
the effective
salesperson compresses
the crisis of tomorrow
41
How to work on Quadrant II
1. Identify the Q2 activities (strategic
progress) we would like to get done
during the next few weeks.
2. Set aside IRREVOCABLE slots of time
in your calendar to take care of such
activities.
42
Agenda + drill
O
P E N
S
O U R C E
M
A N A G E M E N T
BONUS
43
www.osmconsultgroup.com
SOMETIMES THINGS ARE
NOT AS THEY APPEAR
Are the colors of
Square A and Square B
the same???
19% CONTROLS
85% WEALTH
48
MANY OF THE PRACTICE
AND ATTITUDES THAT BRING
ABOUT PROSPERITY ARE
COUNTER – INTUITIVE, THAT
IS TO SAY APPARENTLY
GOING AGAINST LOGIC
THE SCALE OF
«PSYCHOLOGICAL HAVE»
• Having
• Waste (I can do without)
• Not Having
• I cannot lose it
• I am owned
50
You and the
emotional energy
You & emotional energy
+ sales strategy
+product/service
=
success
51