Advanced Successful Selling

Write delegates requests and expectations up on a Flip 

Ask Delegates to define ‘selling’ 

I get answers like these: Selling is a process of persuasion to get a prospect to take action. Selling is finding a need and filling that need. Selling is an exchange of goods or services for money. 

Trainer to draw the model on a flipchart to demonstrate the importance of beliefs and values (motivators) in a sales environment 

(See model in delegates workbook) 

Trainer to introduce the 5 beliefs of a Successful Salesperson and facilitate a discussion.  Reinforces the ‘beliefs’ and how they impact upon performance 

(See handout sheets in delegates workbook) 

Open discussion with delegates about how the thought can determine the outcome.  If you believe that the Buyer will not buy or will not give you an appointment, then he probably won’t.   

Use positive visualisation to see the success of the sales call. 

Emotional Intelligence is a combination of awareness of our emotions (and the emotions of others) coupled with an ability to regulate our emotions to help us live and interact more effectively.   

Personal Proficiencies  

Run an Exercise to recognise delegates emotions through their voice tone, facial expressions and body language. 

COFFEE BREAK 

As the delegates to think of a Customer and consider where there are on the quadrants. 

The quadrants defined by the matrix are:  

Have the Delegates complete the profiling questionnaires.  This should be done intuitively (on a gut feeling) not logically. 

Talk through the individual styles and have them create a profile of each personality type. 

TV Shop – Fun Activity. 

Take each personality type at a time and role play how they would behave in a shop going to buy a TV.  What would they ask?  How would they ask it?  Go through scenarios of 1-4. 

Ask the pairs to go back to their Customers and discuss with their partners how they can use this analysis of behaviours to come up with some strategies for influencing the person they would like to sell to. 

LUNCH 

Delegates to find similarities with each other. 

Conversation starters. 

Commonalities 

Using Open Questions to come across as an interesting person! 

Make emotional connections with each other. 

Get the delegates to write their own questions for their own sales situation? 

Maybe adapting a few of the questions styles to meet the different personality styles as well. 

Exercises to demonstrate listening skills and share tips and best practices to improve. 

Listening with Emotional Intelligence = listening to what is NOT said. 

Take Delegates through the slide and workbook of: 

NEED, SOLUTION, BENEFIT 

Have delegates work through their own examples and practise offering the perfectly aligned solutions (in their sales category) 

Have the delegates define the words and the difference between Influence, Persuasion and Manipulation. 

Explain the different styles and the benefits and down sides of each one: 

We use them all the time, and switch between them 

Charisma - use of one's personality and charm can often be an effective influencing style but if over-used it may appear manipulative.  

Coercion - this is where one uses insistence or threats to get things done. Overuse of this approach can result in resentment from those you are attempting to influence  

Emotional appeal - appealing to the feelings and values of those being influenced. Can be counterproductive if the influence feels that they are being emotionally manipulated.  

Reason - presenting a well thought through case which focuses on logic and rationality. This style is the basis of many influencing interactions but rarely succeeds on its own unless the people are in complete agreement with one another's views. This is a fairly common style among most business people - however we must remember that not all decision-making is rational. 

Compromise - this is when people recognise that it is necessary to satisfy at least some of each party's interests. Working towards a negotiated outcome is necessary here where you may not get everything you want but where an effective outcome for all parties can be reached. Effective use of this style depends upon the use of good communication skills.  

 Participative - this is about mutual agreement of the best decision and often means that you encourage the other people to develop their own analysis and solutions to the issues. This approach is very time-consuming and demands mutual respect and trust on the part of the people involved. However the major benefit of adopting this style is in the high level of commitment you gain from those you are influencing.  

Informative - typically this style is characterised by the provision of new concepts or ideas and can often be teamed with expert power. The important thing in using this style is to ensure that the information is highly relevant to the issue under discussion.  

This is about building Trust with the Customer and also having a concrete understanding of their business and offering perfectly aligned solutions to them to help them achieve their business goals through your sales products/services. 

Suggest a working tea break where the delegates prepare a short Company elevator pitch or a specific sales presentation of product/service. 

Use the remaining time for the delegates to practise a sales presentation relevant to their line of work/industry. Have them work on the opposite personality profile to themselves. 

Attention Grabbing 

Interest Holding 

Desire fanned 

Action required! 

Take delegates through the Power Stance, the eye contact, hand shake, voice intonations and projection etc etc. 

Encourage delegates to offer praise and area for improvement for each other.   

Change Personality Type of Customer in each role play situation and have the delegates adapt their sales pitch accordingly 

Ask delegates to recap on the learning objectives and to indicate what they have enjoyed most about the session.