Presentation delivered at Microsoft's WPC2013 in Houston on July 9, 2013. Theme : Forget about being a sales person and focus on being the coach who guides the customer towards siging the order form. Since few of us want to be sold to, but all of us want to buy, it becomes increasingly important to build compelling conversations with the customers and focus on an effective balance between ratio and emotion. This presentation highlights some tips and tricks to do so. Feel free to get in touch with me to discover how the Suppliers of Optimism and Inspiration can coach you in each of the steps.

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57%
Trust  2x when deep expertise about their company
Trust  4x when insights about my industry

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sales pitch

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conversation

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state of mind

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prepare

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for your
company
for you
what’s in it
how
what
where

23. you have people on the road
they need to connect frequently
Office 365 offers unique features to make them more productive
they are often in meetings
get lost in meeting notes
OneNote will prove to be very useful to them
they are most of the time behind a computer
Their tasks are not too complex
You may want to offer….
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How
would
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make
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curiosit
Only killed the cat
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symptoms causes outcome resource effect

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Effective facilitators create

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