a small sampler of all my workshops on sales, persuasion and sales coaching

1. 10/9/2012
THE HEART
OF THE CLOSE
SAMPLER FOR ICS
BY RAJU MANDHYAN
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A Simple Sales Cycle
Prospect
Deliver Realizes Needs
Canvasses Sources
Utilizes Services
Provides Feedback
Qualify / Discover
Handle Obs/Close Needs
Negotiates Purchase Evaluates Options
Finalizes Purchase
Offer Options / Fill Needs
Identifies Solutions
Makes a Choice
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SELLING IS INFLUENCING
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2. 10/9/2012
Influence
-verbs
have a hold upon, magnetize, bear
upon, pervade; dominate, override, be rife; be
listened to; make one's voice heard, take the
lead, pull the strings; turn the scale, throw
one's weight into the scale; lead the dance.
...the Eisenhower story…
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INTERACTION FUNDAMENTALS
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Interaction Fundamentals
• Intention / Agenda
• Awareness / Presence / Presence of Mind
• Reality, Perceptions are Constantly Changing
• Curiosity / Interest in Others is Key
• Action brings Results
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3. 10/9/2012
Intent . Intent. Intent!
Conscientious Thinkers!
A World of Clear, Creative &
PRESENT
PAST
•Economy
•Experiences •Environment
•Education •Resources
•Traits
www.mandhyan.com
•Culture Etc.,
•DNA
PROCESS
Etc.,
•Emotions GOALS
•Intelligence
•Will / Desire
Etc.,
Five Senses Rule
Five Sensory
Inputs to our
Thinking
• Visual
• Auditory
Sub-Conscious
Sub-Conscious • Kinesthetic
• Gustatory/Olfac
tory
• Digital
 Understand
Results
 Express Body Positive or
Negative
 Processes
Anchoring for Action/ Precision
Five Sensory Inputs
to our
Thinking
• Visual
• Auditory
Sub-Conscious
• Kinesthetic
• Gustatory/Ol
factory
• Digital
Amygdala
Seat of Emotions
Results
Mostly Positive
Body
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4. 10/9/2012
CURIOSITY=INQUIRY=QUESTIONING
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Power of Questions
• Questions make people want to respond
therefore THINK.
• Thinking strengthens thinking, creativity and
OWNERSHIP.
• Ownership, authorship catalyzes ACTION and
accountability.
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www.mandhyan.com A World of Clear, Creative and Conscientious 12
Thinkers!
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5. 10/9/2012
About Questions…really
• Aren’t we always ASKING…
– For contact details
– For a meeting
– For attention, love, food….blah, blah, blah!
– For money
– For an opportunity to “PRESENT”
• PRESENT…what is that?
• Encyclopedia Sales Girl / High Flying IT Execs in India
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Questions Will Subtly…
Connect/
Prospect
Serve /
Deliver
Acquire Biz Engage/
Handle Obs/Close Qualify / Discover
Needs
Influence Ethically
Offer Options / Fill Needs
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Whenever you need…
Communication Skills
Creative Thinking and Innovation
Leadership Training
www.mandhyan.com
A World of Clear, Creative & Conscientious Thinkers!
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