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the HeART of the Close

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one of the my most dynamic, in-depth workshops on sales and selling skills. …

one of the my most dynamic, in-depth workshops on sales and selling skills.

useful for sales executives from all walks of life and all sectors and industries

this 2-days workshop is full fo case- studies, role-plays, examples, structured activities and a lot feedback

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  • 1. HEART of the CLOSEFrom INNER SUN www.mandhyan.com A World of Clear, Creative and Conscientious Thinkers! 1
  • 2. Simple Sales Cycle/Process Prospect DeliverHandle Obs/Close Qualify / Discover Needs Offer Options / Fill Needs www.mandhyan.com A World of Clear, Creative and Conscientious 2 Thinkers!
  • 3. Questions, Questions @ Clichès• “Always be Prospecting”• “Always be Closing”• “Selling is not Telling” –What is it then? www.mandhyan.com A World of Clear, Creative and Conscientious 3 Thinkers!
  • 4. Might Selling then be?• Boasting?• Singing?• Dancing?• Begging?• Licking the floor? • Or, Asking? • Or, better still Influencing? www.mandhyan.com A World of Clear, Creative and Conscientious 4 Thinkers!
  • 5. SELLING IS INFLUENCING www.mandhyan.com A World of Clear, Creative and Conscientious Thinkers! 5
  • 6. Influence-verbs have a hold upon, magnetize, bear upon, pervade; dominate, override, be rife; be listened to; make ones voice heard, take the lead, pull the strings; turn the scale, throw ones weight into the scale; lead the dance.• the Eisenhower story… • Encyclopedia Sales Girl / High Flying IT Execs in India www.mandhyan.com A World of Clear, Creative and Conscientious 6 Thinkers!
  • 7. INFLUENCE FUNDAMENTALS www.mandhyan.com A World of Clear, Creative and Conscientious Thinkers! 7
  • 8. Influence Fundamentals• Intention / Agenda• Awareness / Presence / Presence of Mind• Reality, Perceptions are Constantly Changing• Curiosity / Interest in Others is Key• Action brings Results • Eisenhower & Influence www.mandhyan.com A World of Clear, Creative and Conscientious 8 Thinkers!
  • 9. CURIOSITY=INQUIRY=QUESTIONING www.mandhyan.com A World of Clear, Creative and Conscientious Thinkers! 9
  • 10. Power of Questions• Questions make people want to respond therefore THINK.• Thinking strengthens thinking, creativity and OWNERSHIP.• Ownership, authorship catalyzes ACTION and accountability. www.mandhyan.com A World of Clear, Creative and Conscientious 10 Thinkers!
  • 11. www.mandhyan.com A World of Clear, Creative and Conscientious 11 Thinkers!
  • 12. 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 www.mandhyan.com A World of Clear, Creative and Conscientious 12 Thinkers!
  • 13. 5R QUESTIONS www.mandhyan.com A World of Clear, Creative and Conscientious Thinkers! 13
  • 14. Curiosity=Inquiry=Influence; Research• Research Questions: are questions of a general nature where your objective is to collect raw data. Data to ask better questions later and recognize areas to SERVE client.• Examples;• How are you?• How is business?• What areas /services do you need ? www.mandhyan.com A World of Clear, Creative and Conscientious 14 Thinkers!
  • 15. Curiosity=Inquiry=Influence;Reflective• Reflective Questions: make the client reflect upon the how, the when and the why of past experience with similar products/services. They through anecdotal responses, surface needs, wants, hopes and underlying values of client.• Examples;• How was your last experience?• What would you like to have again?• What lessons have you learned? www.mandhyan.com A World of Clear, Creative and Conscientious 15 Thinkers!
  • 16. Curiosity=Inquiry=Influence; Resource Assessment• Resource Assessment Questions: These are related to the what, the when, the who, the where and the how of the transaction can be achieved.• Examples• When can you start investing in it?• What are the things you need to have?• Whose support will you be needing, if any? www.mandhyan.com A World of Clear, Creative and Conscientious 16 Thinkers!
  • 17. Curiosity=Inquiry=Influence; Redirect Focus• Redirect Focus Questions: Create and reinforce the clear image of the goal. They stimulate the mind and simulate experience of experience the future. They creating powerful and positive tension between what is and what will be?• Examples;• How will you feel after you have acquired it?• Paint me a picture of how it will look?• Can you imagine how happy your wife will be? www.mandhyan.com A World of Clear, Creative and Conscientious 17 Thinkers!
  • 18. Curiosity=Inquiry=Influence; Reinforcing• Reinforcing Questions : These evoke action towards the solution, the dream. Client will respond with passion and conviction to own.• Examples;• When do we make the next move?• Shall we consider this as a commitment?• It’s a done deal then, huh? www.mandhyan.com A World of Clear, Creative and Conscientious 18 Thinkers!
  • 19. Morphing Questions• Think through all possible answers by client. Choose the one that draws an answer you like.• Be mindFul of personal biases, false assumptions and judgmental attitude.• Make questions purpose-driven. Soup story. www.mandhyan.com A World of Clear, Creative and Conscientious 19 Thinkers!
  • 20. Questions will Subtly… Connect/ Prospect Serve / DeliverAcquire Biz Engage/Handle Obs/Close Qualify / Discover Needs Influence Ethically Offer Options / Fill Needs www.mandhyan.com A World of Clear, Creative and Conscientious 20 Thinkers!
  • 21. ETHICS, ECOLOGY, LONG TERMORIENTATION www.mandhyan.com A World of Clear, Creative and Conscientious Thinkers! 21
  • 22. Caution@ Power of Questions• Questions are used by therapists, psychologists and, also, hypnotists.• Influence all “turn-arounds” such that the small picture and big-picture outcomes are “ecologically” correct.• Use them with care and compassion to ADD Value. www.mandhyan.com A World of Clear, Creative and Conscientious 22 Thinkers!
  • 23. NOW ABOUT THAT GAME / TEST? www.mandhyan.com A World of Clear, Creative and Conscientious Thinkers! 23
  • 24. Whenever you need… Communication Skills Creative Thinking and Innovation Leadership Training www.mandhyan.comA World of Clear, Creative & Conscientious Thinkers! 24
  • 25. Opening Questions, were a CLOSE1. Mostly from sales? Or others here?2. How has the day been for you so far?3. Can you think up of ONE thing you learned & liked this morning & SHARE it with a neighbor?4. Do you hunger to learn a few more good things?5. Why?6. I am sure you are thinking how you will apply these ideas and benefit from them. Right?7. Great! If I give away 3 books will you commit to play a little learning after my talk? www.mandhyan.com A World of Clear, Creative and Conscientious 25 Thinkers!

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