Blue Oyster Soft Skills

                     Presents
   The Difference between
Business Networking & Selling
  (Deliveri...
Session Outline
              Presentation – Peter Jones – DBS



   A Business Networking Case Study
   The Emotional Res...
Business Networking – A Case Study #1

   Discussion 1
     – No attempt made to understand my business
          • But a ...
Business Networking – A Case Study #2

   Discussion 2 – With a Solicitor
     – Each party listened to the other
     – P...
People Buy From People
   What’s my reaction ?
     – I liked the first conversation, my needs were considered
     – If I...
Some Emotional Responses
  (…. as people buy from people)
   The second person may as well have handed
   me a leaflet and...
Some Values to Employ
   Explain what you do, then make the effort:
     – Actively find out and explore WHAT THEY DO
   V...
Imagine
   How your customers would feel if you treated them
   like this ?
   How your customers would feel if all your s...
The Blue Oyster Product Range
         Embedding Values into Business
      Business Networking Skills (Soft Skills)
     ...
www.londoncms.com
Please ask questions – but be
      gentle with me !!
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DNS The Difference between Business Networking & Selling

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A case study in why busiuness networking skills make a big difference at live networking events.

Imagine if all employees were equipped this way ...

Published in: Business, Technology
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Transcript of "DNS The Difference between Business Networking & Selling"

  1. 1. Blue Oyster Soft Skills Presents The Difference between Business Networking & Selling (Delivering results through respect and motivation) Peter Jones, Director Blue Oyster Leading Edge Solutions Ltd
  2. 2. Session Outline Presentation – Peter Jones – DBS A Business Networking Case Study The Emotional Responses Some Values to Employ Peter Jones (c) Blue Oyster Soft Skills 2010 2
  3. 3. Business Networking – A Case Study #1 Discussion 1 – No attempt made to understand my business • But a standard sales spiel about what their business did – An offer to help • But no real attempt to understand my current needs, or listen to what I was saying – The surprise ? • A very experienced business person working for a very large corporate Peter Jones (c) Blue Oyster Soft Skills 2010 3
  4. 4. Business Networking – A Case Study #2 Discussion 2 – With a Solicitor – Each party listened to the other – Party 1 shared concerns, issues – Party 2 listened, was able to share expertise – The novelty ? • Party 1 was the solicitor ! Peter Jones (c) Blue Oyster Soft Skills 2010 4
  5. 5. People Buy From People What’s my reaction ? – I liked the first conversation, my needs were considered – If I do business with that company, I believe my needs would be considered, that they would be on my side. And to the second discussion ? – The exact opposite. My needs weren’t considered. If I do business with them, they are more concerned about their profit than my well being. When I told the second person I rate every corporate on levels of customer service …. – …. they told me they considered it a failure if they weren’t recommended (i.e. they get more business out of each connection) – Again, whose needs were they considering ? Peter Jones (c) Blue Oyster Soft Skills 2010 5
  6. 6. Some Emotional Responses (…. as people buy from people) The second person may as well have handed me a leaflet and moved on to his next “conquest” – It’s too much like the junk mail experience ! – The 21st Century is progressively rejecting junk contact and valuing solid real connections – I expect more from experienced business people How likely am I to do business with each person ? How likely am I to recommend each person ? Peter Jones (c) Blue Oyster Soft Skills 2010 6
  7. 7. Some Values to Employ Explain what you do, then make the effort: – Actively find out and explore WHAT THEY DO Value given to other customers can show diversity and breadth Explore business overlap – It’s rich ground for new ideas, business or both Sensitively, explore whether their contacts may have a need – Do then mention reward schemes for intermediary introductions DON’T TRY TO SELL DIRECT UNLESS THERE IS A CLEAR NEED – Do arrange a follow up meeting or call to discuss needs more fully Did contacts try to help without asking for anything in return ? – Can they offer more that would benefit your business ? – What is the value to you ? What can you offer them in return ? – Can you exchange skills and knowledge instead of money ? Peter Jones (c) Blue Oyster Soft Skills 2010 7
  8. 8. Imagine How your customers would feel if you treated them like this ? How your customers would feel if all your staff treated them like this ? How loyal would that make customers ? How much more likely would they be to recommend your services and products ? Peter Jones (c) Blue Oyster Soft Skills 2010 8
  9. 9. The Blue Oyster Product Range Embedding Values into Business Business Networking Skills (Soft Skills) Business Networking Events Product Viability and Development Real Innovation in Business Unleashing Creativity in Business A Workshop Approach to Business Creating & Running Your Virtual Team(s) Project Management and much more …. Google: Blue Oyster Product Development Peter Jones (c) Blue Oyster Soft Skills 2010 9
  10. 10. www.londoncms.com Please ask questions – but be gentle with me !!

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