Value Based Selling

Value Based SellingWith Andrew Bryant CSP PCCNotes are available at,www.selfleadership .com/blog 1

What is Selling ?“Selling is a professional, interactive processdirected toward demonstrating to all yourbuyers how your product or service serves theirself interest, and will enhance their lives.”– Heiman 2

FACT:Consumers are getting Smarter.QUESTION:Are sales people gettingsmarter? 3

With access to the internetbuyers often know as much asthe sales person.They are often familiar withyour competitors products andtheir pricing. 4

Find a partner and decide who is A and who is BA will ask B for a favor such as: – “I want you to come over and watch my kids.” – “Can I borrow your car?” – “I need $100.” – “I need you to take notes from this seminar and type them up for me.”B will politely say “No” 5

What is Influence? Influence can be described as simply asking someone to do something that that they wouldn’t normally do. 6

FACT: You can’t influencepeople if they don’t TRUSTYOU. 7

Self-Leadership is having a developed sense of who you are, what you can do, where you are going coupled with the ability to manage your communication, emotions and behaviours on the way to getting there. 8

What is your intention? 9

Induction

Foundations of InfluenceEthos = CharacterPathos = EmpathyLogos = Logic 384-322 BCE 11

FACT: People don’t care how muchyou know until they know how muchyou care. 12

Learning to Listen Lis-ten-ing n “the process of receiving, constructing meaning from, and responding to spoken and/or nonverbal messages.” (1996, International Listening Association) 13

FACT: You will not meet your salesnumbers if:You are unable to identify &effectively communicate uniquevalue contribution by understanding,prioritizing, and matching tocustomer needs. 14

The ImportantQuestionWhat’s important to you about that?…And what’s important about that?…And ultimately what’s the most important? 15

S - security or safetyP - performanceA - appearance - or how they will appear!C - comfort or convenienceE - economyD - durability 16

Advanced Influence ... Operates at the level of values and beliefs, thus altering actions.www.selfleadership.com 17

What do you want to influence theclient to do? 18

The Influence SecretPACEPACEPACELEAD 19

FramesYou can ‘frame’ In terms of…your influence using Realizing…language such as: Being aware of… This X causes you to… 20

The Law of Reciprocityif you want to create successfor yourself, help someone elsebecome successful. 21

With your original partner:B will now ask A for a favorA will consider whether or not to say “Yes” based on whether B appealed to your values. 22

Andrew Bryantwww.selfleadership.com/blog 23

Value Based Selling

by Andrew Bryant on Nov 08, 2011

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Value Based Selling — Presentation Transcript