This document provides an overview of a program on improving client relationships, self-confidence, problem solving skills, and customer loyalty. It is facilitated by J. Mark Walker and has graduated professionals from various companies. The program teaches a 6-step AID, Inc communication system to effectively approach people, interview them, validate recommendations, and leave lasting impressions. It also discusses building rapport, identifying customer needs, controlling emotions, and justifying value.
How to Improve sales Basics and Advance TechniquesSelf-employed
Ready to use presentation : How to Improve sales Basics and Advance Techniques
The ability to sell someone something - whether it's a product, a service, or an idea - is the fundamental skill at the core of many, many jobs in the business world. When it comes to closing a sale, it's not all about smooth-talking your buyer. It's just as important to be able to listen intently, think critically, and to intelligently apply effective sales techniques. By doing these things, not only will your personal sales increase - your business's will as well.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
I presented an hour session on overcoming objections at Richard Mulvey's Power Series in Cape Town (21 April), Durban (22 April 2015) and Johannesburg (23 April 2015).
Relationship Selling Presentation by chickledesigns.com
At: Silicon Halton Workshop Day at the @BurlingtonHive >> http://ow.ly/uhRdf
Presented: March 26, 2014
www.siliconhalton.com
@siliconhalton
#shlearn
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
Bob Apollo of Inflexion-Point Strategy Partners introduces the 3 key principles of value-based selling:
- Focusing on Your Most Valuable Prospects
- Aligning Your Sales Stages with your Prospect's Buying Journey
- Facilitating their Buying Decision Process
And shows how B2B-focused sales organisations that have adopted value-based selling have been able to improve sales in rates, shorten sales cycles, increase deal values, get more sales people on quota and accelerate revenue growth
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
5 Steps Guide to Building a Customer Centric CompanyCustomericare
Many companies claim to be customer centric nowadays but very few really are. Here's a simple guide to help you be one of the few truly customer-centric companies out there.
Bonus: checklists to download, print and share (no email needed, just grab them in the slides)
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
How to Improve sales Basics and Advance TechniquesSelf-employed
Ready to use presentation : How to Improve sales Basics and Advance Techniques
The ability to sell someone something - whether it's a product, a service, or an idea - is the fundamental skill at the core of many, many jobs in the business world. When it comes to closing a sale, it's not all about smooth-talking your buyer. It's just as important to be able to listen intently, think critically, and to intelligently apply effective sales techniques. By doing these things, not only will your personal sales increase - your business's will as well.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
I presented an hour session on overcoming objections at Richard Mulvey's Power Series in Cape Town (21 April), Durban (22 April 2015) and Johannesburg (23 April 2015).
Relationship Selling Presentation by chickledesigns.com
At: Silicon Halton Workshop Day at the @BurlingtonHive >> http://ow.ly/uhRdf
Presented: March 26, 2014
www.siliconhalton.com
@siliconhalton
#shlearn
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
Bob Apollo of Inflexion-Point Strategy Partners introduces the 3 key principles of value-based selling:
- Focusing on Your Most Valuable Prospects
- Aligning Your Sales Stages with your Prospect's Buying Journey
- Facilitating their Buying Decision Process
And shows how B2B-focused sales organisations that have adopted value-based selling have been able to improve sales in rates, shorten sales cycles, increase deal values, get more sales people on quota and accelerate revenue growth
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
5 Steps Guide to Building a Customer Centric CompanyCustomericare
Many companies claim to be customer centric nowadays but very few really are. Here's a simple guide to help you be one of the few truly customer-centric companies out there.
Bonus: checklists to download, print and share (no email needed, just grab them in the slides)
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
Sales - not as scary as you think. A 21st Century sales process training.David Martin
A basic introduction to the principles of selling in the 21st Century. Sales processes needn't be complicated. Here we cover the basics of qualification, objection handling, closing and retention in simple steps for those small business owners, professionals and reluctant sales people out there.
www.highestbranch.com
Ppt. integrasi nasional dari kelompok 2 prodi pend. BK UNSRIReni H_dika BK
pancasila harus diamalkan dan diterapkan dalam kehidupan berbangsa dan bernegara, integrasi nasional merupakan salah satu kegunaan dari pancasila itu sendiri
Sales is being radically redefined like never before. With buyers now in possession of unlimited information, online content is quickly becoming the dominant driver for commerce. Today anyone working in sales - and that includes entrepreneurs, business owners, doctors, and many others - needs to possess entirely new skills. Unfortunately most organizations are still using traditional selling models developed for a different time.
The News of Selling, based on the ideas in David Meerman Scott’s book “The New Rules of Sales and Service: How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business” shows how smart businesses large and small are discovering new opportunities, strengthening customer loyalty, and mastering real-time selling strategies.
Scott, author of the #1 bestseller “The New Rules of Marketing & PR” (published in 26 languages from Arabic to Vietnamese), demystifies the new digital commercial landscape and offers inspiring and valuable guidance for anyone not wanting to be left behind.
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
Business Survival Strategies: Why a Human-Centric Approach to Your Business i...Spodek & Co.
Learn how to apply a human-centric strategic approach to your business, recruitment, and marketing efforts during periods of disruption.
Here's what you need to know
How are you and your business coping in the age of COVID-19?
We’re all having to adapt at an unprecedented pace in order to survive. How your business responds to the pandemic has the potential to reflect on your company for years to come. Three experts in business, recruitment and marketing will discuss approaches to:
Understanding the difference between culture and performance culture and why both are important
Navigating the complexity of human resources and recruitment during a crisis
Defining your brand today while building customer loyalty for the future
Apply these tips and strategies today and be prepared for future disruptions.
The Dengie Enterprise Forum - dedicated to building business across the Dengie region. We meet the 3rd Tuesday of every month - Call 01621 834525 to arrange a visit
Customer Experience Management: The Key to Continued Business Growth and Succ...VIPdesk
Presented by: Joel Warady, Principal Joel Warady Group
Hosted by: VIPdesk
-The importance of a customer‐centric organization
-The influence of the customer experience on consumer wallet and market share
-How to create greater loyalty within your customer base
-Knowing all of your customer touch points, and their effect on customer value
-The role of influencers, advocates, and connectors in Web 2.0 world
-The difference between customer experience and customer relationship marketing, and the pitfalls of both
-The 10 Commandments of Creating Customers for Life
The Value of Developing Relationships in SellingJames Muir
Presentation given in 2012 to the NextGen Healthcare national sales force. On the value of developing relationships and genuinely providing value for clients.
You Know Me: Privacy in the Era of Customer Experience ManagementJahia Solutions Group
Traditionally, marketers make promises to customers and prospects, and the rest of the organization has to scramble to keep the promises. In today’s customer-centric era, that’s no longer tenable. Customers demand a seamless and cohesive experience. The entire organization must work as one, identity with the customer and ensure that expectations match reality.
The technical architecture that delivers customer experience must protect the customer relationship as well as flex to fulfill as-yet-unknown requirements even as it provides continuous value to each customer and internal user.
Together, empathy and agility form the crucial foundation for today’s competitive digital enterprise.
Join Tim Walters, co-founder and principal analyst at Digital Clarity Group, and Serge Huber, Chief Technology Officer at Jahia, for a lively discussion about the power of organizational empathy and agility in delivering quality customer experience.
Discover the following (and more!) in this dynamic one-hour webinar:
- How re-imagining customer relationships can drive enterprise-wide transformation.
- The power of Conway's Law
- The importance of your organization reflecting the experience you want to offer.
- What future-proofing your technology means in practical terms.
- The critical elements of agile architecture.
Selling With Values and Integrity: Creating a Purpose-Driven Sales CultureIntegrity Solutions
Will the culture you build in the sales organization help you meet your 2020 goals? In the rush to embrace everything changing about the sales profession, it’s easy to overlook the enduring qualities that have always been true of great salespeople, and that are often embodied in culture. These include the ability to engender buyers’ trust, and to build long term relationships vs. simply “going for the win.” These qualities are rooted in the personal and corporate values your customers perceive in sellers and the companies they represent.
Organizations that are purpose-driven - with strong, values-based sales cultures - wield significant competitive advantages and often grow faster than those that are not. Their customers are more loyal and would tell others to buy from their companies. And they achieve higher profitability per customer and compete more favorably for talent. Salespeople who derive meaning from their work report almost twice the job satisfaction and are three times more likely to stay with their organization. By putting values at the center of their sales processes, organizations are generating strong tailwinds that push sellers to greater levels of motivation and achievement drive. And they create brands that are enduring and memorable.
This webinar presents evidence on culture's economic value, while offering a step-by-step approach to establishing a more values-based sales culture that elevates passion, drive, differentiation and revenues.
how to sell pi coins in all Africa Countries.DOT TECH
Yes. You can sell your pi network for other cryptocurrencies like Bitcoin, usdt , Ethereum and other currencies And this is done easily with the help from a pi merchant.
What is a pi merchant ?
Since pi is not launched yet in any exchange. The only way you can sell right now is through merchants.
A verified Pi merchant is someone who buys pi network coins from miners and resell them to investors looking forward to hold massive quantities of pi coins before mainnet launch in 2026.
I will leave the telegram contact of my personal pi merchant to trade with.
@Pi_vendor_247
US Economic Outlook - Being Decided - M Capital Group August 2021.pdfpchutichetpong
The U.S. economy is continuing its impressive recovery from the COVID-19 pandemic and not slowing down despite re-occurring bumps. The U.S. savings rate reached its highest ever recorded level at 34% in April 2020 and Americans seem ready to spend. The sectors that had been hurt the most by the pandemic specifically reduced consumer spending, like retail, leisure, hospitality, and travel, are now experiencing massive growth in revenue and job openings.
Could this growth lead to a “Roaring Twenties”? As quickly as the U.S. economy contracted, experiencing a 9.1% drop in economic output relative to the business cycle in Q2 2020, the largest in recorded history, it has rebounded beyond expectations. This surprising growth seems to be fueled by the U.S. government’s aggressive fiscal and monetary policies, and an increase in consumer spending as mobility restrictions are lifted. Unemployment rates between June 2020 and June 2021 decreased by 5.2%, while the demand for labor is increasing, coupled with increasing wages to incentivize Americans to rejoin the labor force. Schools and businesses are expected to fully reopen soon. In parallel, vaccination rates across the country and the world continue to rise, with full vaccination rates of 50% and 14.8% respectively.
However, it is not completely smooth sailing from here. According to M Capital Group, the main risks that threaten the continued growth of the U.S. economy are inflation, unsettled trade relations, and another wave of Covid-19 mutations that could shut down the world again. Have we learned from the past year of COVID-19 and adapted our economy accordingly?
“In order for the U.S. economy to continue growing, whether there is another wave or not, the U.S. needs to focus on diversifying supply chains, supporting business investment, and maintaining consumer spending,” says Grace Feeley, a research analyst at M Capital Group.
While the economic indicators are positive, the risks are coming closer to manifesting and threatening such growth. The new variants spreading throughout the world, Delta, Lambda, and Gamma, are vaccine-resistant and muddy the predictions made about the economy and health of the country. These variants bring back the feeling of uncertainty that has wreaked havoc not only on the stock market but the mindset of people around the world. MCG provides unique insight on how to mitigate these risks to possibly ensure a bright economic future.
when will pi network coin be available on crypto exchange.DOT TECH
There is no set date for when Pi coins will enter the market.
However, the developers are working hard to get them released as soon as possible.
Once they are available, users will be able to exchange other cryptocurrencies for Pi coins on designated exchanges.
But for now the only way to sell your pi coins is through verified pi vendor.
Here is the telegram contact of my personal pi vendor
@Pi_vendor_247
Introduction to Indian Financial System ()Avanish Goel
The financial system of a country is an important tool for economic development of the country, as it helps in creation of wealth by linking savings with investments.
It facilitates the flow of funds form the households (savers) to business firms (investors) to aid in wealth creation and development of both the parties
If you are looking for a pi coin investor. Then look no further because I have the right one he is a pi vendor (he buy and resell to whales in China). I met him on a crypto conference and ever since I and my friends have sold more than 10k pi coins to him And he bought all and still want more. I will drop his telegram handle below just send him a message.
@Pi_vendor_247
what is the future of Pi Network currency.DOT TECH
The future of the Pi cryptocurrency is uncertain, and its success will depend on several factors. Pi is a relatively new cryptocurrency that aims to be user-friendly and accessible to a wide audience. Here are a few key considerations for its future:
Message: @Pi_vendor_247 on telegram if u want to sell PI COINS.
1. Mainnet Launch: As of my last knowledge update in January 2022, Pi was still in the testnet phase. Its success will depend on a successful transition to a mainnet, where actual transactions can take place.
2. User Adoption: Pi's success will be closely tied to user adoption. The more users who join the network and actively participate, the stronger the ecosystem can become.
3. Utility and Use Cases: For a cryptocurrency to thrive, it must offer utility and practical use cases. The Pi team has talked about various applications, including peer-to-peer transactions, smart contracts, and more. The development and implementation of these features will be essential.
4. Regulatory Environment: The regulatory environment for cryptocurrencies is evolving globally. How Pi navigates and complies with regulations in various jurisdictions will significantly impact its future.
5. Technology Development: The Pi network must continue to develop and improve its technology, security, and scalability to compete with established cryptocurrencies.
6. Community Engagement: The Pi community plays a critical role in its future. Engaged users can help build trust and grow the network.
7. Monetization and Sustainability: The Pi team's monetization strategy, such as fees, partnerships, or other revenue sources, will affect its long-term sustainability.
It's essential to approach Pi or any new cryptocurrency with caution and conduct due diligence. Cryptocurrency investments involve risks, and potential rewards can be uncertain. The success and future of Pi will depend on the collective efforts of its team, community, and the broader cryptocurrency market dynamics. It's advisable to stay updated on Pi's development and follow any updates from the official Pi Network website or announcements from the team.
Currently pi network is not tradable on binance or any other exchange because we are still in the enclosed mainnet.
Right now the only way to sell pi coins is by trading with a verified merchant.
What is a pi merchant?
A pi merchant is someone verified by pi network team and allowed to barter pi coins for goods and services.
Since pi network is not doing any pre-sale The only way exchanges like binance/huobi or crypto whales can get pi is by buying from miners. And a merchant stands in between the exchanges and the miners.
I will leave the telegram contact of my personal pi merchant. I and my friends has traded more than 6000pi coins successfully
Tele-gram
@Pi_vendor_247
how to sell pi coins at high rate quickly.DOT TECH
Where can I sell my pi coins at a high rate.
Pi is not launched yet on any exchange. But one can easily sell his or her pi coins to investors who want to hold pi till mainnet launch.
This means crypto whales want to hold pi. And you can get a good rate for selling pi to them. I will leave the telegram contact of my personal pi vendor below.
A vendor is someone who buys from a miner and resell it to a holder or crypto whale.
Here is the telegram contact of my vendor:
@Pi_vendor_247
The secret way to sell pi coins effortlessly.DOT TECH
Well as we all know pi isn't launched yet. But you can still sell your pi coins effortlessly because some whales in China are interested in holding massive pi coins. And they are willing to pay good money for it. If you are interested in selling I will leave a contact for you. Just telegram this number below. I sold about 3000 pi coins to him and he paid me immediately.
Telegram: @Pi_vendor_247
Financial Assets: Debit vs Equity Securities.pptxWrito-Finance
financial assets represent claim for future benefit or cash. Financial assets are formed by establishing contracts between participants. These financial assets are used for collection of huge amounts of money for business purposes.
Two major Types: Debt Securities and Equity Securities.
Debt Securities are Also known as fixed-income securities or instruments. The type of assets is formed by establishing contracts between investor and issuer of the asset.
• The first type of Debit securities is BONDS. Bonds are issued by corporations and government (both local and national government).
• The second important type of Debit security is NOTES. Apart from similarities associated with notes and bonds, notes have shorter term maturity.
• The 3rd important type of Debit security is TRESURY BILLS. These securities have short-term ranging from three months, six months, and one year. Issuer of such securities are governments.
• Above discussed debit securities are mostly issued by governments and corporations. CERTIFICATE OF DEPOSITS CDs are issued by Banks and Financial Institutions. Risk factor associated with CDs gets reduced when issued by reputable institutions or Banks.
Following are the risk attached with debt securities: Credit risk, interest rate risk and currency risk
There are no fixed maturity dates in such securities, and asset’s value is determined by company’s performance. There are two major types of equity securities: common stock and preferred stock.
Common Stock: These are simple equity securities and bear no complexities which the preferred stock bears. Holders of such securities or instrument have the voting rights when it comes to select the company’s board of director or the business decisions to be made.
Preferred Stock: Preferred stocks are sometime referred to as hybrid securities, because it contains elements of both debit security and equity security. Preferred stock confers ownership rights to security holder that is why it is equity instrument
<a href="https://www.writofinance.com/equity-securities-features-types-risk/" >Equity securities </a> as a whole is used for capital funding for companies. Companies have multiple expenses to cover. Potential growth of company is required in competitive market. So, these securities are used for capital generation, and then uses it for company’s growth.
Concluding remarks
Both are employed in business. Businesses are often established through debit securities, then what is the need for equity securities. Companies have to cover multiple expenses and expansion of business. They can also use equity instruments for repayment of debits. So, there are multiple uses for securities. As an investor, you need tools for analysis. Investment decisions are made by carefully analyzing the market. For better analysis of the stock market, investors often employ financial analysis of companies.
how to swap pi coins to foreign currency withdrawable.DOT TECH
As of my last update, Pi is still in the testing phase and is not tradable on any exchanges.
However, Pi Network has announced plans to launch its Testnet and Mainnet in the future, which may include listing Pi on exchanges.
The current method for selling pi coins involves exchanging them with a pi vendor who purchases pi coins for investment reasons.
If you want to sell your pi coins, reach out to a pi vendor and sell them to anyone looking to sell pi coins from any country around the globe.
Below is the contact information for my personal pi vendor.
Telegram: @Pi_vendor_247
Empowering the Unbanked: The Vital Role of NBFCs in Promoting Financial Inclu...Vighnesh Shashtri
In India, financial inclusion remains a critical challenge, with a significant portion of the population still unbanked. Non-Banking Financial Companies (NBFCs) have emerged as key players in bridging this gap by providing financial services to those often overlooked by traditional banking institutions. This article delves into how NBFCs are fostering financial inclusion and empowering the unbanked.
2. Welcome
This program will help you:
Improve client relationships.
Develop greater self-confidence.
Strengthen customer loyalty.
Improve problem solving skills.
2
3. Graduates from:
• Russell Investment Group • Detroit Edison
• The Ritz Carlton • Palm Beach Post
• Delta Community Credit Union • Bay Gulf Credit Union
• Southern Company
• Coldwell Banker
• The Guardian
• Bell Atlantic
• Ethicon Endosurgery
• Baylor HealthCare • American Red Cross
• Global • Cox Communications
• Principal Bank • Principal Financial Group
• Grow Financial Credit Union • Ingram-Micro
• Anderson Consulting • Sunmark Federal
• Principal Connection Credit Union
Introduce Yourself
How does your company generate
revenue?
How does your job impact customer
satisfaction and loyalty?
3
4. In This Discussion
Value of Satisfied
Customers
Satisfied vs. Loyal
Customers
What Business are You
Really In?
Defining Service
Satisfied vs. Loyal
What are some
reasons why you
enjoy doing business
with individuals or
businesses?
4
5. Satisfied vs. Loyal
What are some
common courtesies
that service people
don’t seem to know
how to do?
Satisfied vs. Loyal
What are some
distinctions between a
satisfied customer and a
loyal customer?
5
6. Ron Willingham
Integrity Solutions Founder
• 25,000 facilitators
• Programs in 2,000 companies
• 1.5 million graduates; 80+ nations
• Authored 9 books including:
– Integrity Selling
– Integrity Service
– The People Principal
– Inner Game of Selling
6
7. What Business are You In?
How do we generate revenue?
Why do people choose to do
business with us?
How does my job impact customer
satisfaction and loyalty?
What unique factors do I bring?
How would you complete
this sentence?
Service is…
7
9. Service and Selling
Congruence Model
View of Belief
Service/ Values in
Selling Product
View
Commitment
of to
Abilities Activities
Gaps create conflict and disengagement.
Congruence releases energy and achievement drive.
9
10. How to Approach
People to Build
Rapport and Loyalty
In This Discussion
Introduction to a tool
that will help you to
listen and communicate
more effectively...
Behavior Styles ®
10
11. In This Discussion
Introduction to the six-step
communication system…
AID,Inc. ®
Review of the first step in
the system…
Approach
Behavior Styles ®
11
14. Behavior Styles ®
2 Worksheets
Person with whom it’s EASY to
communicate, or
Person with whom it’s DIFFICULT to
communicate.
Yourself in a WORK environment.
Determine primary and secondary
styles for both.
14
15. Introducing….
The AID,Inc.®
Communication System
AID,Inc. System
®
15
16. Action Guides ™
Approach
1. Tune the world out and people in.
2. Put them at ease and make them
feel important.
3. Thank them for contacting you.
4. Hold eye contact and listen to how
they feel.
Your Approach is Your
1st Important Sale!
Please share with your group:
One way you establish rapport.
An idea you will use to Approach
more effectively.
16
17. How to Interview
People and Discover
Their Needs
In This Session
Review of the second step
in the AID,Inc. System…
®
Interview
Develop key questions to
Identify Customer Needs
17
18. Action Guides ™
Interview
1. Ask open-ended, indirect questions that
draw out problems, concerns, wants or
needs.
2. Listen to and paraphrase all points—
write them down.
3. Identify service problems, concerns,
wants or needs and get agreement.
4. Assure people that you want to help
them.
Interview Questions
1. What might you ask to identify the
primary need or want?
2. What can you ask to uncover
underlying issues impacting the need?
3. What problems do your customers
want you to help them solve?
4. What can you ask to understand a
customer’s sense of urgency for a
solution?
18
19. Motives and Emotions
People’s wants and needs can
be driven by motives and
emotions that may not seem
logical to others.
People’s emotions often
overrule their logic.
Before you can meet needs or
solve problems, negative
emotions must be diffused.
Motives and Emotions
In helping your customers:
How do you respond when a
customer complains?
How well do you control your
ego and emotions when a
customer is unhappy?
19
21. When do we begin…
…to Validate?
What is our Focus?
(end result benefits)
Action Guides ™
Validate
1. Translate product or service
features into customer benefits.
2. Justify price and emphasize value.
3. Offer proof and evidence.
4. Reassure and reinforce people to
neutralize their fear of buying.
21
22. We Validate When
People Say…
“I trust you as a person of
integrity.”
“I believe your product or service
will fill the needs I have.”
“I have confidence in your
organization.”
Validate
How do you validate:
Your Organization?
Your product or service?
Yourself?
22
23. Six Magic Words
Mention your solution or service
recommendation.
Then communicate:
“What This Means
To You Is…”
23
24. Remember
People become loyal customers
as a result of a memorable
service experience
and the end-result
benefits
they enjoy.
Lasting Impressions
1. What actions can you take to show
customers that you value them?
2. How might you leave the customer
with an unexpected sense of
satisfaction?
3. How would you like customers to
describe your service skills, attitude
and desire to help?
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25. Lasting Impressions
• What is the most important
idea you have learned today?
• How will you apply this idea
when you return to work?
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