Success in sales is about having the right mindset

Transcription

1

2 Success in sales is about having the right mindset

3 Talk too much Talk about themselves way too much Don t understand my business Don t know their own products & services Don t tell the truth Don t deliver on their promises Only worried about their commission Can t prove their value WASTE MY TIME!

4 The Goal: Trusted Advisor See themselves as a professional and selling as a craft Asks superb questions Listens attentively takes great notes Understands their customer s business Is an expert on all of their products & services Is customer focused not closing focused Tells the 100% truth at ALL times Keeps their promises Can clearly demonstrate superior value Never wastes a client s time

5 Trusted Advisor Unique Value-Added Solutions Expert on the Customer Expert on All of Your Products & Services Perceived Value TRUSTED ADVISOR MEDIUM LOW/NO Expert on Your Industry General Business Knowledge

6 The 4 Cs of TRUST HIGH Affection TRUST Concern Dis-trust Respect LOW LOW Competence HIGH

7 The Mantra of the Trusted Advisor I am good at what I do and I do it because I care about you

8 Technique is NOTHING Intent is EVERYTHING!!

9 Have a Plan Why, specifically, are you there? How, exactly, does it benefit your customer? What extra value are you bringing? What products/services do you plan to discuss? Have you done enough homework? Are you fully prepared? Do you have everything you need? What outcome are you planning for?

10 Exact Right Solution

11 Clarifying expectations is critical OPUD vs. UPOD

12 Forget about Simplot and your products and services Fearless Flexible Fun

13 Slow Down for Yellow Lights

14 Lose Early

15 Communications Insanely Curious Intense Listener Superb at Taking Notes Real Connection 100% Focused Fantastic at Follow Up Excellent Body Language Read Pages 21-23

16 Five Levels of Listening 1. NOT Listening 2. Distracted Listening 3. Listening to Respond 4. Focused Listening 5. Listening To Hear What Was NOT Said

17 Body Language 93% Face them squarely Lean in Smile Good eye contact Appropriate distance Appropriate language Head Nods/verbal ques Summarize/Paraphrase

18 Summary 1. Be a Trusted Advisor 2. Ask don t Tell 3. Technique is Nothing 4. The 4 Cs of Trust 5. Exact Right Solution 6. OPUD vs. UPOD 7. Forget about Your Company 8. Slow Down for Yellow Lights 9. Don t Waste Time 10. Superior Communications

19 5 Dysfunctions of a Team NO Results No Accountability No Commitment Lack of Candor Lack of TRUST

20 What type of team are you?

21 D M C C M D irection vivid, clear, inspiring --- shared easurements specific, observable, focused ompetence very good at what they do ommunication open, honest, courageous utual Accountability all team members iscipline do this every day

22

23

24 1. Computer speed/cost 2. Machine learning/deep learning 3. Internet Of Things (IOT) 4. Robotics 5. Augmented reality 6. Virtual reality 7. Genomic decoding and recoding 8. Synthesized medicine

25

26 64 / 82 / 16 /26 64 / 82 / 16 / B /268.69B

27 3T / 124Q

28

29

30

31

32 236/6/2026

33

34 IOT

35 50 billion connected IOT devices 27 billion M2M connections 250 million connected vehicles 100 million wearable devices 20 million pieces of clothing Only 0.1% currently connected

36

37

38

39

40 To be successful in the future the rate of internal innovation must exceed the rate of external innovation

41 If you have any questions please send a note to me john@johnspence.com My twitter address Connect with me on LinkedIn and Facebook For more ideas and insights from my perspective sign up for my blog To expand on the ideas presented today and to access additional resources, visit the client portal created for you to use and share Johnspence.com/SGS