This document discusses 4 ways to make sales conversations count. It identifies the two key skills needed as skill and will. The 4 success drivers that differentiate top performers are then discussed as integrated beliefs, goal transparency, initiative, and emotional intelligence. These drivers are explained in more detail, with integrated beliefs discussed as having confidence in your abilities and beliefs about what you do and offer. The document encourages attendees to think about how these drivers can be seen in action and provides information on an upcoming course and book on moving sales conversations forward.

1. Sales Builder
4 Ways to Make Each Sales
Conversation Count
Nancy Bleeke
President
Sales Pro Insider, Inc.
I’m convinced the world
changes conversation by
conversation.
Daniel Pink
Welcome!
In the join.me bar at the top of your
screen, click the telephone icon for
the phone numbers to access the
audio portion.
Open the chat window to participate.

2. What I Promised
Sharing:
• The 2 skills needed to make every conversation
count
• How Skill and Will affect sales success
• 4 Success Drivers that differentiate top performers
• A free and valuable tool that will help you close more
sales
Welcome!
In the join.me bar at the top of your
screen, click the telephone icon for the
phone numbers to access the audio
portion.
Open the chat window to participate.

3. Training, Assessments, Hiring, Consulting
Sales enablement, customer service, leadership, culture
Our mission is to help companies build
performance, profits, and people by
making each conversation count.
A 2013 Gold Medal Winner
Sales & Marketing book
Founder and President
Nancy Bleeke

4. So Many Types of Selling

5. What is Selling?
Selling is simply …
helping people do or decide
something.
Help them work through their decision process
to make a decision or take an action.
Conversation by Conversation

6. Today’s Buyer
Today’s buyers are busy, busy, busy
What you need:

8. Two-Way
Move beyond
buyer-seller
“contacts”
Make it a conversation.
Relevant, Value-filled

9. Skills for Conversations That Count
Preparation
with a twist…

10. Buyers Need to Know
What’s in it for Them?
WiifT

11. Standout From the Rest

12. Make Each Conversation Count

13. Collaboration Defined
col·lab·o·ra·tion
• [kuh-lab-uh-rey-shuhn]–noun
to work, one with another
cooperate
Synonyms - co-produce, participate,
work with, ‘be in cahoots’

14. Collaborative Selling
Working side by side with
your buyer to achieve
something you both
want.
You: a sale
Them: a solution

15. Collaborative Selling
Need to “Right size”
Information
Time
Messaging
Relationship

16. Top Performers…
• Knowledgeable
• Perseverance
• Flexibility
• Concern
• Confidence
• Problem solving
• Can get it done
• Able to work with
others
• Focused
• Fearless
• Goal oriented
What else? Write responses in Chat Box.

17. Can be
taught,
observed,
evaluated,
measured
and
Skill
Will
Internal,
personal,
can be
pulled out
What it Takes

18. Success Drivers

19. Success Drivers
1. Integrated Beliefs
2. Goal Transparency
3. Initiative
4. Emotional Intelligence

20. Goals are:
Written
Specific
Measurable
And…
Visible - easily seen and
detected by self and others
Goal Transparency

21. Initiative
Self-directed,
personal and
proactive
energy spent
each day.
Proactive, doing more,
working smart

22. Emotional Intelligence
Awareness of
and ability to
manage one's
emotions in a
healthy and
productive
manner.

23. • Goal Transparency
• Initiative
• Emotional
Intelligence
• Integrated Beliefs
Four Drivers

24. Integrated Beliefs
Success Drivers

25. Integrated Beliefs
Who
What
Why
Success Drivers

26. Confidence in your
abilities and self. (WHO)
Success Drivers

27. Do you believe that what
you do matters? (WHAT)
Success Drivers

28. What you offer is worth more
than the cost. (WHY)
Success Drivers

29. Strengthening any belief
positively affects other beliefs.
Success Drivers

30. Success Drivers
1. Integrated Beliefs
2. Goal Transparency
3. Initiative
4. Emotional Intelligence
Can’t Teach Most of
These
What do you think? How do you see the
results of these Drivers in action?
Write responses in Chat Box.

31. Something to Think About
Forgetting Curve by
Herman Ebbinghaus

32. What Will You Do?

33. Now What?
Stop the Small Talk and Deliver
Conversations That Sell
Move the information into habits and sales results
The course
begins September
The book is available at
Amazon and Barnes & Noble

34. Connect with Nancy
414.235.3064 or nancy@salesproinsider.com
http://www.linkedin.com/in/nancybleeke
@salesproinsider
Register for Timely Tips a bi-weekly ezine
with actionable tips for sales and leadership
success! www.salesproinsider.com
Visit the Conversations That Sell site for free
tools www.conversationsthatsell.com