The Real Deal Building Credibility   and  How Authenticity Will Drive Sales Success David Parks   VP of Business Development
Credibility Authenticity Activity
Blue – who?
Participant Poll  <ul><li>Where do you think your clients and prospects see you?   </li></ul><ul><li>As a ‘trusted adviser...
Credibility
SALES It’s the second oldest profession, often confused with the first.
Characteristics of Admired Leader Source  Credibility Honest   88% Forward Looking   71% Inspiring   65% Competent     66%...
The Credibility Bank Credit Actions Debit Actions DWYSWD
So …. . . . . tell me what you know about our company?
Participant Poll  <ul><li>Why Do Salespeople Fail?   (people can choose more than 1 answer here) </li></ul><ul><li>- Impro...
Answers  <ul><li>Why Do Salespeople Fail?   </li></ul><ul><li>- Improper training in both product and sales skills  15%   ...
EBS =   E qual  B usiness  S tature Ready, willing and able to play on the same level as the person across the table.
Participant Poll  <ul><li>Why Do Prospects Push Back?   </li></ul><ul><li>- keeping vendor’s at arms-length makes for bett...
The Trust Alarm The amygdala works largely on pattern recognition based upon past experiences. If people have “learned” to...
Authenticity
When you show up every day as  your very best, true self   then you become a magnet for other like minded people who are n...
Sine Cera
Activity
Invest time up front to discover the impact you can make In fact, you wouldn’t even pursue business with a company unless ...
Credible Conversations   that lead to successful sales start  with  symptoms , not solutions. Like doctors, we have to dia...
Your follow-up habits and skills are responsible for 80% of your sales. Jeffrey Gitomer  The Sales Bible
1. Did Not Listen to Me 2. Did Not Understand My Needs 3. Did Not Respond to My Requests and Correspondences in a Timely M...
Contact: David Parks 415-383-7500 or  [email_address] www.bluepointleadership.com
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The Real Deal

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How Authenticity Drives Sales

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  • The Real Deal

    1. 1. The Real Deal Building Credibility and How Authenticity Will Drive Sales Success David Parks VP of Business Development
    2. 2. Credibility Authenticity Activity
    3. 3. Blue – who?
    4. 4. Participant Poll <ul><li>Where do you think your clients and prospects see you? </li></ul><ul><li>As a ‘trusted adviser’. 23% </li></ul><ul><li>As a ‘vendor’. 14% </li></ul><ul><li>Somewhere in between. 63% </li></ul>
    5. 5. Credibility
    6. 6. SALES It’s the second oldest profession, often confused with the first.
    7. 7. Characteristics of Admired Leader Source Credibility Honest 88% Forward Looking 71% Inspiring 65% Competent 66% Trustworthy Dynamism Expertise VISION Leadership = Credibility + Vision Source: The Leadership Challenge by Jim Kouzes and Barry Posner
    8. 8. The Credibility Bank Credit Actions Debit Actions DWYSWD
    9. 9. So …. . . . . tell me what you know about our company?
    10. 10. Participant Poll <ul><li>Why Do Salespeople Fail? (people can choose more than 1 answer here) </li></ul><ul><li>- Improper training in both product and sales skills 41% </li></ul><ul><li>Poor verbal and written communications skills 45% </li></ul><ul><li>Poor or problematic boss or management 17% </li></ul><ul><li>Attitude 56% </li></ul>
    11. 11. Answers <ul><li>Why Do Salespeople Fail? </li></ul><ul><li>- Improper training in both product and sales skills 15% </li></ul><ul><li>Poor verbal and written communications skills 20% </li></ul><ul><li>Poor or problematic boss or management 15% </li></ul><ul><li>Attitude 50% </li></ul>Source: Exceptional Selling – How the best connect and win in high stake sales. Jeff Thull
    12. 12. EBS = E qual B usiness S tature Ready, willing and able to play on the same level as the person across the table.
    13. 13. Participant Poll <ul><li>Why Do Prospects Push Back? </li></ul><ul><li>- keeping vendor’s at arms-length makes for better decision making. 23% </li></ul><ul><li>dealing with incompetent salespeople has resulted in their building up defense mechanisms. 75% </li></ul>
    14. 14. The Trust Alarm The amygdala works largely on pattern recognition based upon past experiences. If people have “learned” to mistrust salespeople. If you - look like one - sound like one - and act like one then according to the amygdala, you must be one.
    15. 15. Authenticity
    16. 16. When you show up every day as your very best, true self then you become a magnet for other like minded people who are naturally attracted to your offering. Paige Arnof-Fenn, Columnist for Entrepreneur and CEO of Mavens & Moguls. Excerpted from article titled: The Real Thing: Why Authenticity Rules
    17. 17. Sine Cera
    18. 18. Activity
    19. 19. Invest time up front to discover the impact you can make In fact, you wouldn’t even pursue business with a company unless you had a good sense that you can make a substantial impact. This means you target specific firms where you suspect that there’s a good fit between your expertise and their needs. Jill Konrath Selling To Big Companies
    20. 20. Credible Conversations that lead to successful sales start with symptoms , not solutions. Like doctors, we have to diagnose before we prescribe.
    21. 21. Your follow-up habits and skills are responsible for 80% of your sales. Jeffrey Gitomer The Sales Bible
    22. 22. 1. Did Not Listen to Me 2. Did Not Understand My Needs 3. Did Not Respond to My Requests and Correspondences in a Timely Manner 4. Did Not Convince Me of the Value I Would Receive from Using His/Her Services 5. Did Not Craft a Compelling Solution to My Needs 6. Talked Too Much 7. Had No Personal Chemistry with Me 8. Was Overzealous in Trying to Win My Business 9. Seemed to Lack Enthusiasm for Winning My Business 10. Lacked Professionalism 10 Things I Hate About You How Clients Buy : Benchmark on Marketing and Selling from the Client Prospective . Wellesley Hills Group.2007.
    23. 23. Contact: David Parks 415-383-7500 or [email_address] www.bluepointleadership.com

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