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Selling Skills For Product Managers

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Your Time to Lead:
Selling and Influence Skills for Product Managers
/Productschool @ProductSchool /ProductmanagementSV

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Selling and Influence Skills for Product Management
Leading in Your Communications

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•Responsibilities
You will help form vision, roadmap, and goals for the product
•You have the technical skillset to talk s...

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Selling Skills For Product Managers

  1. 1. Your Time to Lead: Selling and Influence Skills for Product Managers /Productschool @ProductSchool /ProductmanagementSV
  2. 2. Selling and Influence Skills for Product Management Leading in Your Communications
  3. 3. •Responsibilities You will help form vision, roadmap, and goals for the product •You have the technical skillset to talk shop and work closely with our engineers •Designers will become your best friends, and you love to build products for diverse users •You will write specs, manage project execution, A/B test, UI/UX wireframe, and define product roll-out strategy •Process, review and interpret large bodies of qualitative and quantitative data on customer usage patterns to uncover new product insights •Work with engineering, design and marketing teams to plan, build and launch high quality product experiences that simplify the way people work together •Requirements •BS or MS in computer science, electrical engineering or similar field or experience as a Software Engineer, Designer or startup Founder •4 years or more working as a Product Manager •You can analyze and use data to inform decisions •You have a deep understanding and empathy for users •You have launched multiple successful products and features, preferably on multiple platforms (iOS, Android, desktop, and web) •Excellent written and oral communication skills •You have demonstrated the ability to lead teams and work cross-functionally in a highly collaborative environment
  4. 4. Selling and Influence Skills for Product Management Why Invest?- Foundation for Success -Trust -Commitment -Championship Career -Elevate Leadership Skills -Sustained Energy -Keep Your View Strategic
  5. 5. Agenda  Identify Communication Opportunities  A New Mindset for Leadership  Principles of Selling and Influence Skills  Behavior Awareness  Review
  6. 6. Product Management Communication Challenge/Opportunity Examples  Agenda Setting with stakeholders who have questions/concerns about initiatives  Persuade CEO to a new business direction  Gain agreement from developers on both sensible and non-sensible features  Establish business/product credibility  Negotiating what features to ‘work’  Maintain access and relationship  Highlighting effectively product features for new launches
  7. 7. Selling in the ‘Me’ Dimension  Pushy  Sleazy  Dishonest  Manipulative  Annoying
  8. 8. Selling is leading the interaction  Listening  Learning  Problem Finding/Identify Options  Relationship Building  Closing on Mutual Agreement
  9. 9. Done Well, Speaking is a Fraction of Effective Selling and Influence
  10. 10. For the purpose of communication our own personal pressures are irrelevant to team members and to the customer.
  11. 11. Selling and Influence Skills – A New Mindset  The conscious act of listening and learning  Focusing on the conversation at hand – not the outcome  The core skills of selling and influence are the pathway to relationships and trust
  12. 12. The Principles of Selling and Influence Skills  Closing Skills  Agenda Setting  High Gain Questions  Listening to Learn  Objection Handling  Emulating the Customer
  13. 13. Closing Solidifying Mutual Agreement Review of conversation highlights Mutual benefits of moving forward- together Ask what you want them to do
  14. 14. Setting an Agenda Establishing the Roadmap of Interaction - ‘Where are you wanting to take me’? - Identification and agreement on topics and timeframe - Closing on specific action items - Incorporate into your daily communications
  15. 15. Asking High Gain Questions Accelerating the Process of Problem Finding  Identify business issues- together  ‘What are the priorities or challenges as you see them?’  Customer centric vs. ‘what we can do for now’ centric?  Close on information gathered and next steps
  16. 16. Listening to Learn - Where do you see yourself? Tune Out Listen But Don’t Absorb Hear and Seek Learning
  17. 17. Objection Handling Getting Communications Back on Track  Merit  Full understanding  Brevity ----------------- Silence  Close  Accruing ‘No’s’
  18. 18. Emulating the Customer Displace Personal Motivations Regroup the conversation Convey the position of the customer Close on agreement on the new perspective
  19. 19. Awareness of Your Behavior Leads to Trust Self Trust Inventory- ‘Are You Credible?’ Integrity Does your staff believe you have the courage to act with your values and beliefs? Competence Engaging your team makes you more competent Congruence Are you the same person every day?
  20. 20. Selling and Influence Skills Review ‘Closing’ is gaining mutual agreement and action, validating the interaction
  21. 21. Selling and Influence Skills Review ‘Agenda Setting’ establishes an interactive road map for action
  22. 22. Selling and Influence Skills Review ‘High Gain Questions’ accelerate the process of problem finding and solving
  23. 23. Selling and Influence Skills Review ‘Listening to Learn’ conveys you are part of their problem solving equation
  24. 24. Selling and Influence Skills Review ‘Objection Handling’ brings the process back on track
  25. 25. Selling and Influence Skills Review ‘Emulating the Customer’ – Allows the team to stay focused and displaces personal motivations
  26. 26. sellingskills.co Steve McGill steve@openfluence.com 925.913.0330
  27. 27. Upcoming Courses Silicon Valley November Cohort Weeknights: November 29 Tuesdays and Thursdays: 6:30pm – 9:00pm Weekends: December 3 Saturdays: 9:30am – 3:30pm Apply At www.productschool.com www.productschool.com
  28. 28. www.productschool.com Upcoming Workshops Rsvp On Eventbrite Nov 16: How to Become a Product Manager "Ask Me Anything" Nov 30: Ask Me Anything with LinkedIn's Senior Product Manager Dec 7: How Product Managers Solve a Breakdown in Communication and Understanding

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