11. 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
20. Habits That Matter
Understand “Value”
Dialogue
Share Stories
Ask For Commitment
Manage Resistance
21. 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
22. Dialogue
The ability to build a detailed
understanding of the need behind the
need
23. Engaging Stories
The ability to communicate our
capabilities in a meaningful, relevant
and memorable way
24. Gaining Commitment
Our ability to build value by getting the client to
make continuous commitments to address their
needs.
25. Managing Resistance
The ability to add value by addressing
inevitable concerns worries and doubts in a
credible way
developed sales, management and personal development training programmes
for companies in Europe, North America, Africa and Asia.
providing coaching and L&D design, organising conferences and doing a spot of investing in interesting projects.
Selected because of his insight into the market and the business of software.
The study of critical conversations i.e. sales conversations
Three difficulties
Sales is a big word….describes the result and sometimes the process but not the nuance of the conversation.
These Questions are provided to give you a framework for discussion
Winning business is always about beating the competition, (which may just be the status quo)
The good news is you only have to win it by a nose
Value The Job that the product does not features and benefits
Dialogue = Unselfish Questioning