Sales Eye For The Non-Profit Guy

Sales Eye for the Non-Profit Guy NPO Mana ge r r Develope r Designe NPO Direc r tor Manage NPO Fundraiser Program Dir. What to do when you’re not the usual sales suspect. Kelsey Ruger | Schipulcon 2009 Thursday, October 15, 2009

Have you ever r. Progr am Di wanted something from someone? What do you think when you hear the word Sales? Thursday, October 15, 2009

Have you ever N PO F u nd been at a loss rais er knowing what to say or do to get it? What do you think when you hear the word Sales? Thursday, October 15, 2009

e r D evelop Has this type of NPO Direc tor situation ever frustrated you? Desi gner What do you think when you hear the word Sales? Thursday, October 15, 2009

The guru says remember there is NO SPOON ales e a s ’t b ecom n take o u wo f you Y ut i tter. gu ru, b ill g et be ou w act ion y Thursday, October 15, 2009

Take some hints from some people who have mastered sales Thursday, October 15, 2009

The Best Sales Person On The Planet.. is a young child who wants something you can give them Thursday, October 15, 2009

“Children learn to ask for what they want. When they get a ‘no’ they reframe and ask again.” What do you think when you hear the word Sales? Thursday, October 15, 2009

what happens? Cupcakes Rule! ≠ Wish I had a cupcake Thursday, October 15, 2009

The Guru says write this down... Sales isn’t just a profession it’s a skill set. Thursday, October 15, 2009

Non-Sales People generally go through six distinct stages You want me to work on my sales Skill? Confusion Thursday, October 15, 2009

Non-Sales People generally go through six distinct stages You’re kidding me right? Amusement Thursday, October 15, 2009

Non-Sales People generally go through six distinct stages Where is the hidden camera? You’ve got to be losing it... Disbelief Thursday, October 15, 2009

Non-Sales People generally go through six distinct stages You’re not kidding are you? Realization Thursday, October 15, 2009

Non-Sales People generally go through six distinct stages I can’t do that! Haven’t you seen Boiler Room?? That Sinking Feeling Thursday, October 15, 2009

Non-Sales People generally go through six distinct stages WTF! Scared Sh**less Thursday, October 15, 2009

Thursday, October 15, 2009

We usually take the wrong approach. Doing the exact opposite of what we should do. Thursday, October 15, 2009

Communicating, sharing and winning support for our ideas is still a necessity. Thursday, October 15, 2009

Don’t confuse the sales METHOD with learning the sales TECHNIQUE Thursday, October 15, 2009

To understand HOWTO SELL you must understand WHY WE BUY Thursday, October 15, 2009

symptoms What are the of a bad sales approach? Thursday, October 15, 2009

SYMPTOM № 1 Telling instead of selling Thursday, October 15, 2009

When you are selling sometimes one of the worst things you can do is over talk it. What you say will never be important if you don’t know how to say it. What do you think when you hear the word Sales? Thursday, October 15, 2009

SYMPTOM № 2 Not knowing what people buy ervice t or s Hint: it’s n ot your produc Thursday, October 15, 2009

SYMPTOM № 3 Being Caught Unprepared ff but don’t Know your stu . beat t hem up with it Thursday, October 15, 2009

SYMPTOM № 4 Debating instead of persuading Thes synonyms e words are no t Thursday, October 15, 2009

Color pre-curved brim SYMPTOM № 5 Trying to be clear instead of being understood Benefi ts and features hing are n’t the same t Thursday, October 15, 2009

SYMPTOM № 6 Using facts instead of a good story or metaphor People unde to stories t erstand facts but rela Thursday, October 15, 2009

What I get V vs. P Value Price W hat I give up SYMPTOM № 7 Thinking your value proposition is the same as theirs. Know what they find valuable Thursday, October 15, 2009

INFLUENCE& You have to develop your ability to PERSUADE Thursday, October 15, 2009

a case study in THE LAW OF NEUTRALITY Thursday, October 15, 2009

You should also look to build the RELATIONSHIP NPO Mana ge r r De velope r Designe NPO Direc r tor Manage NPO Fundraiser Program Dir. Thursday, October 15, 2009

e you ﬂip th CH How do SW to IT use a different approach in these situations? Thursday, October 15, 2009

Is there a good PRESCRIPTION to solve these problems? Thursday, October 15, 2009

The ability to sell and persuade is a life skill that can have as much impact on your success as your ability to perform your job task. What do you think when you hear the word Sales? Thursday, October 15, 2009

First you should work on your mindset MINDSET Thursday, October 15, 2009

POSITIVE THOUGHT vs. POSITIVE BELIEF Thursday, October 15, 2009

PRESCRIPTION : REALLY COMMUNICATE Not just what to say but how to say it. Thursday, October 15, 2009

The Guru says write this down... How you talk with customers can easily undermine your ability to persuade. Thursday, October 15, 2009

If you don’t know how to properly structure communication what you say doesn’t matter much. What do you think when you hear the word Sales? Thursday, October 15, 2009

The Guru says write this down... Conversation engages... Engagement creates learning.. When what they learn is compelling enough to create change they buy... Thursday, October 15, 2009

EXERCISES FOR YOUR PRESCRIPTION : COMMUNICATION TOOLKIT Questioning. g Presence. Relating. Buildin Creating a logical Communicating rapport, using questioning t energy, conviction acknowledgemen strategy and using and interest when and expressing probing to find speaking or empathy. needs. listening. Positioning. Listening. C hecking. Getting Demonstrating Understanding fee dback on what value by what is yo u have said to customizing you r communicated in gauge customer offering to nee ds. words, tone and un derstanding and body language. agreement. Thursday, October 15, 2009

PRESCRIPTION : ASK GOOD QUESTIONS The right questions not just talking Thursday, October 15, 2009

“ Questions are a core part of developing a good dialog with customers. How you position those questions is critical because people are more likely to buy when they are a part of the decision. Position them well and have a questioning strategy ahead of time. ” -Jeffrey Gitomer Thursday, October 15, 2009

EXERCISE № 2 What makes a good question? Thursday, October 15, 2009

6 Basic QUESTIONS for your strategy Thursday, October 15, 2009

QUESTION № 1: The ‘What’ Question WHAT DO YOU DO? With this question, or variations of it, you’ll discover the tasks and the goals both of your prospects and their organizations. You may think you know the answers to these questions, but you can always learn more. Thursday, October 15, 2009

QUESTION № 2: The ‘How’ Question HOW DO YOU DO IT? In answering this question, your customers will tell you about the methods their organizations use to achieve their goals. Even if you know why customers use a particular product, service or program, you may not know what they tried and discarded before deciding on their current process. Thursday, October 15, 2009

QUESTION № 3: The ‘When and Where’ Question WHEN AND WHERE DO YOU DO IT? Responses to this question reveal the temporal and physical circumstances in which your prospects operate. Perhaps seasonal cycles determine their usage of a particular product, service or program. Perhaps another operation in the company requires them to take a particular approach. Perhaps they would take a different one if they could. Thursday, October 15, 2009

QUESTION № 4: The ‘Why’ Question WHY DO YOU DO IT THAT WAY? This question probes organizational priorities. The answers will give you insight into the formal and informal distribution of power in the organization and open a window onto its corporate culture by showing you, for example, whether decisions are made by groups or individuals. Thursday, October 15, 2009

QUESTION № 5: The ‘Who’ Question WHO ARE YOU DOING IT WITH? You need to learn which other suppliers already work with your prospect. Your research, thorough as it may be, won’t tell you whether your prospect recently had a conflict with a vendor or is planning a big change. Thursday, October 15, 2009

QUESTION № 6: The ‘How’ Question HOW CAN I HELP YOU DO IT ? Ask this question only after you have already discussed the previous questions and gathered a lot of information. With this question, you involve your prospect in helping you develop your formal proposal. Thursday, October 15, 2009

PRESCRIPTION : FIND REAL VALUE Your ‘value’ and their ‘value’ may not be equal Thursday, October 15, 2009

PRESCRIPTION : REALLY LISTEN The diﬀerence between hearing and listening Thursday, October 15, 2009

Get listening your skills in check Effective Listening Efﬁcient Listening ➊ Waiting to assess ➊ Waiting to rebut ➋ Leads to probing questions ➋ Focused on you and your offer ➌ Requires good note-taking ➌ Your Thoughts > Customer Needs ➍ Listens to all content ➍ Really not listening, just hearing. ➎ Clariﬁes ambiguous words* ➎ Ear to talk ➏ Investigates emphasis and emotion. Thursday, October 15, 2009

Look for opportunities to PRACTICE Your Spouse Yo ur Boss Potential Donors Your Mother Your Children Current Clients Friends Your Peers Co-Workers Your Employees Thursday, October 15, 2009

Thanks for your at tention ! Kelsey Ruger http://www.twitter.com/themoleskin http://www.linkedin.com/in/kelseyruger http://www.themoleskin.com kelsey@themoleskin.com :) Thursday, October 15, 2009

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Sales Eye For The Non-Profit Guy

by Kelsey Ruger on Jul 15, 2009

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