4 Ways to Make Each Sales Conversation Count

Sales Builder4 Ways to Make Each Sales

Conversation Count

Nancy BleekePresident

Sales Pro Insider, Inc.

I’m convinced the world changes conversation by conversation. Daniel Pink

Welcome!In the join.me bar at the top of your screen, click the telephone icon for the phone numbers to access the audio portion. Open the chat window to participate.

What I Promised

Sharing:• The 2 skills needed to make every conversation count

• How Skill and Will affect sales success

• 4 Success Drivers that differentiate top performers

• A free and valuable tool that will help you close more sales

Welcome!In the join.me bar at the top of your screen, click the telephone icon for the phone numbers to access the audio portion. Open the chat window to participate.

Training, Assessments, Hiring, Consulting Sales enablement, customer service, leadership, culture

Our mission is to help companies build performance, profits, and people by

making each conversation count.

A 2013 Gold Medal WinnerSales & Marketing book

Founder and PresidentNancy Bleeke

So Many Types of Selling

What is Selling?

Selling is simply …helping people do or decide

something.

Help them work through their decision process to make a decision or take an action.

Conversation by Conversation

Today’s Buyer

Today’s buyers are busy, busy, busy

What you need:

Two-Way

Move beyond buyer-seller “contacts”

Make it a conversation. Relevant, Value-filled

Skills for Conversations That Count

Preparation

with a twist…

Buyers Need to Know

What’s in it for Them?

WiifT

Standout From the Rest

Make Each Conversation Count

Collaboration Defined

col·lab·o·ra·tion• [kuh-lab-uh-rey-shuhn]–noun

to work, one with another cooperate

Synonyms - co-produce, participate, work with, ‘be in cahoots’

Collaborative Selling

Working side by side with your buyer to achieve something you both want.

You: a saleThem: a solution

Collaborative Selling

Need to “Right size” InformationTimeMessagingRelationship

Top Performers…

• Knowledgeable• Perseverance• Flexibility• Concern • Confidence• Problem solving

• Can get it done• Able to work with

others• Focused• Fearless• Goal oriented

What else? Write responses in Chat Box.

Can be taught, observed, evaluated, measured

and

Skill

Will

Internal, personal, can be pulled out

What it Takes

Success Drivers

Success Drivers

1. Integrated Beliefs2. Goal Transparency3. Initiative4. Emotional Intelligence

Goals are:WrittenSpecificMeasurable

And…

Visible - easily seen and detected by self and others

Goal Transparency

Initiative

Self-directed, personal and proactive energy spent each day.

Proactive, doing more, working smart

Emotional Intelligence

Awareness of and ability to manage one's emotions in a healthy and productive manner.

• Goal Transparency

• Initiative

• Emotional Intelligence

• Integrated Beliefs

Four Drivers

Integrated Beliefs

Success Drivers

Integrated Beliefs

WhoWhatWhy

Success Drivers

Confidence in your abilities and self. (WHO)

Success Drivers

Do you believe that what you do matters? (WHAT)

Success Drivers

What you offer is worth more than the cost. (WHY)

Success Drivers

Strengthening any belief positively affects other beliefs.

Success Drivers

Success Drivers

1. Integrated Beliefs2. Goal Transparency3. Initiative4. Emotional Intelligence

Can’t Teach Most of These

What do you think? How do you see the results of these Drivers in action?

Write responses in Chat Box.

Something to Think About

Forgetting Curve byHerman Ebbinghaus

What Will You Do?

Now What?Stop the Small Talk and Deliver 

Conversations That Sell

Move the information into habits and sales results

The coursebegins September

The book is available at Amazon and Barnes & Noble

Connect with Nancy

414.235.3064 or [email protected]

http://www.linkedin.com/in/nancybleeke

@salesproinsider

Register for Timely Tips a bi-weekly ezine with actionable tips for sales and leadership success! www.salesproinsider.com

Visit the Conversations That Sell site for free tools www.conversationsthatsell.com