The Emotionally Intelligent Salesperson

Transcription

1 The Emotionally Intelligent Salesperson Comprehensive Training, Coaching and Consulting in Sales and Negotiation The Emotionally Intelligent Salesperson The Emotionally Intelligent Negotiator Sales Presentations Quantifying Benefits Monetarily Leadership for Sales Managers Large Account Selling Sales Strategy, Metrics and Processes How do you get a client to spend $10 million, not in the budget, on a problem she doesn t think she has? Who is StrategyWorx? StrategyWorx is a training and consulting firm with offices in Indianapolis, Indiana. Our clients include Eli Lilly, Hewlett-Packard, and KPMG Peat Marwick. (More information on the last page) What we do Provide customized training Write training content and provide train-the-trainer for clients to create their own training dept. Negotiation/mediation for contracts, buying businesses, conflict with executive teams Keynote speaking for sales conferences Coaching sales executives and sales managers Presentation writing, PowerPoint design and video coaching Meeting preparation, objection handling Sales strategy retreats, metrics, process development

2 The Emotionally Intelligent Salesperson You have 30 seconds to tell him why he NEEDS what you have. What will you SAY? Selling at higher prices than your competitors Economic buyers and economic influencers Identifying all influential players, variables, and red flags The top ten mistakes sales consultants make and how to avoid them Asking the wrong questions Why the right strategy is so important Cooperative modes and competitive modes The four modes and phases of a customer relationship Testing your prospect s mode Making customers part of the solution Developing proposals jointly with customers Creating strategic alliances with customers Power phrases and insightful questions Uncovering additional needs Developing problem probing lists Answering the tough questions and objections Handling stalled decisions Working around price Finding out what your clients want to accomplish, fix or avoid Using fix and avoid solutions when budgets are tight Detecting accomplish solution signals Putting a monetary value on benefits Quantifying your value Getting specific about deliverables Understanding and influencing how clients make decisions Identifying why someone buys How clients choose The five possible outcomes of every sales call Resolving the client s concerns The buyer s decision-making process Positioning yourself as indispensable in your client s mind Going from commodity vendor to trusted ally Establishing credibility in every meeting Differentiating from the competition Bringing up the competition s weaknesses Focus points for the sales meeting What excellent sales people do differently Avoiding information overload Making the first thirty seconds count Understanding customer types and personality types Customizing conversations to how clients want to be communicated to Saying what clients want to hear

3 The Emotionally Intelligent Negotiator Value is a number. If it can t be added up on a calculator, it doesn t exist. You are either an investment or a cost. An asset or a liability. Constructing a comprehensive negotiation plan What makes a good negotiator? Do s and Don ts of negotiating Making Concessions High-value, low cost trade-offs Making slower, smaller concessions Planning Worksheets Negotiation planning when you have no time Quick checklists and planners Responding to Dirty Tricks Power phrases and verbatim responses Diffusing potential breakdowns Covering all the bases for thorough preparation Testing assumptions Anticipating responses Dangers of Win-Win situations When third party material is biased When win-win means you lose Traps to avoid 12 traps to recognize with a step-bystep plan to avoid them Avoiding the most common mistakes The psychology of decision-making Knowing why customers won t commit Tools for uncovering your client s interests Dealing with changes in the scope of a project Handling their tactics with diplomacy Clarifying expectations from the start Four phases of Negotiation Preparing, exchanging information, bargaining and agreement Going in-depth into each phase Opening offers and counter offers Where to start and how to counter Countering with creative concessions BATNAs Knowing your best alternative to a negotiated agreement Knowing your best outcome, goal, bottom line and BATNA The Negotiator s Toolkit Comprehensive planning tools Questions to ask, options to consider Emotional Intelligence and Negotiation Overcoming emotional barriers to agreement Reading people

4 Managing Large Accounts If you lose the sale, what would be the reason? Account Development Action Plans Writing account action plans that bring measurable results Setting goals to be completed when by whom Developing a strategy for managing large accounts How large accounts differ from traditional selling Building strategic relationships with your best customers Differentiating between account maintenance and account development From installation to account development Seven strategies for account development Developing an account as a whole, not a series of isolated sales Appraising you situation Focusing your energy on work that will pay off Deciding what opportunities not to go after The five levels of trust in an account relationship Seeking opportunities to earn trust and credibility Finding opportunities to exceed expectations Developing a systemic approach to bringing in more and better business from your current accounts Penetrating deeper into large accounts Consistently adding value Rainmaking getting clients to call you Overcoming obstacles to getting to the right people Prospecting and networking Meeting Plan Worksheets Planning your questions before the meeting Guiding dialogue through key decision points Quick worksheets for sales calls when you don t have time to prepare Making valuable contributions to create customer loyalty Opportunities for adding value Finding out what the customer values Proposal planning Communicating what you want to say visually Creating a compelling value proposition

5 Sales Presentations In every sales presentation you give, assume your competition left 5 minutes before you arrived. The salesperson as storyteller Why the best story wins Crafting and delivering great stories Preparing for and delivering a wellorganized and persuasive presentation Making your presentation interesting and valuable Using emotional intelligence to read verbal and non-verbal buying signals Using charts and visual support to help your presentation Making your point with clarity and impact Speaking the customer s language Using product knowledge effectively Simplifying complex material Translating concepts into practical application Customizing your presentation to meet specific needs Getting you audience to listen and act upon what you say Testing your prospect s assumptions and perceptions White boarding and brainstorming as part of the solution From submitting proposals to cocreating proposals Turning presentations to trial closes Never offering in writing what you can present in person Answering objections when you are in front of them Avoiding and voic at all costs Using their words and their numbers Using their numbers without backing them into a corner Summarizing and reviewing all previous conversations Answering tough questions Reframing argumentative questions Answering without overloading Getting decisions and action steps Moving people to action Calculating the cost of indecision From monologue to dialogue Turning presentations is discussions Creating conversations while curtailing tangents Making ideas stick Presenting material so that it is remembered and acted upon Making material interesting Using PowerPoint Effectively Avoiding PowerPoint overload Interacting with slides

6 About StrategyWorx StrategyWorx is a training and consulting firm with offices in Indianapolis, Indiana. We have consulted in South Africa, China, Singapore, France, Austria, England, and Switzerland in the areas of leadership, sales and strategy. Experiential Learning Our workshop format is very experiential. It includes simulations, movie clips, competitive games, video-taped coaching, assessments, discussion, reflection and action plans among many other learning tools. Customization Our training is adaptable to your specific training needs. We customize training to particular competencies and tailor training to industries with unique circumstances to make the training relevant and applicable. Partial Client List Some of our clients include: Hewlett-Packard, Eli Lilly, Amylin Pharmaceuticals, Dey Pharmaceuticals, Cummins Engine, Proctor and Gamble, St. Vincent Hospitals, KPMG Peat Marwick, Ernst and Young, and Daimler-Chrysler. Coaching, Consulting and Tools In addition to training we provide consulting, coaching and tools (CDs, books, assessments, sales meeting planners, etc.) to provide a more comprehensive solution to your training needs.