This document provides guidance on effective sales techniques. It outlines a 5-step consumer buying decision process: need identification, recognition of importance, information search, evaluation of options, and decision making. It also describes strategies for different stages of a sales interaction, including assessing the client's situation, discovering their needs and problems, activating their discomfort with their current situation, and transitioning them to see the potential solution you can provide. The document advocates for using empathy, active listening, and asking questions to understand the client and identify opportunities, rather than immediately starting to sell.
Most of us get suspicious when someone says: “Trust me!” When
it comes to trust, actions definitely speak louder than words.
During this Huddle, your team members will learn how to earn
the trust of their customers by the way they behave. For more info: www.nafcu.org/deluxe
Most of us get suspicious when someone says: “Trust me!” When
it comes to trust, actions definitely speak louder than words.
During this Huddle, your team members will learn how to earn
the trust of their customers by the way they behave. For more info: www.nafcu.org/deluxe
Today I would like to share with you my thoughts on the 5 habits to highly successful drivers. While driving is full of turns, our lives are full of decisions. The key to a highly successful life is learning or knowing how to navigate towards each of our decisions. One way is to treat your decisions like turns in driving.
Today I honour the remarkable men and women in the Canadian Military some of whom paid the ultimate sacrifice for me to enjoy freedom and democracy. I share a bit of my experience working in Afghanistan in development and my firsthand experience of the contribution of the Canadian military to stability and development in Afghanistan.
Yesterday was the day the City of Toronto gained the world’s media attention for all the wrong reasons. On social media I called it a Day of Shame for the City of Toronto. Toronto Mayor Rob Ford has admitted that he used crack cocaine while in office in one of his drunken stupors. As student of leadership I believe the saga of Toronto’s Mayor Rob Ford offers us a number of important lessons on leadership. If you are looking to enhance your career or aspiring for leadership roles you should take notes from the Rob Ford saga.
mHealth Adoption Barriers: Privacy & Regulation - Health Debate Webinar findi...Vodafone Business
Our Health Debate webinar discusses the barriers to mHealth wihin the regulatory environment. It included a debate with an expert panel and a live audience discussion.
Topics discussed in the webinar include:
1. How to protect patient privacy in a mobile world?
2. User consent: what is the best way to agree?
3. mHealth security – high risk, low awareness?
4. mHealth and regulation – when is a device medical?
Join the debate on Twitter - #mhealthbarriers
You can also download the latest mHealth Insights Guide on this topic here: http://enterprise.vodafone.com/insight_news/2013-01-16-evaluating-mhealth-adoption-barriers-privacy-and-regulation.jsp
In today’s connected, Googled, social world, there is a reality; more content will be created today than existed in entirety before 2003. The simple fact is we have limited time and attention spans. You need to create killer content that will get your target market to engage. While the attention economy is an important consideration when creating content you should not just be attempting to get attention but be turning your content into the talking point in your industry. It should make connections, drive interest, get shared and create advocates.
Session will look at:
Understanding the the good, the bad and the other crap - how to create content that gets cut through.
Techniques to find insights that will delight
Build a strategy and tactics for your content
What it takes to become a content king
Using the right content to nudge the buyer down the
Author of twelve books, professional speaker, award-winning blogger and entrepreneur Scott Ginsberg presents at the Unigroup 2011 Conference on how to become an approachable move coordinator!
In today’s connected, Googled, social world, there is a reality; more content will be created today than existed in entirety before 2003. The simple fact is we have limited time and attention spans. You need to create killer content that will get your target market to engage. While the attention economy is an important consideration when creating content you should not just be attempting to get attention but be turning your content into the talking point in your industry. It should make connections, drive interest, get shared and create advocates.
Session will look at:
Understanding the the good, the bad and the other crap - how to create content that gets cut through.
Techniques to find insights that will delight
Build a strategy and tactics for your content
What it takes to become a content king
Using the right content to nudge the buyer down the funnel
Today I would like to share with you my thoughts on the 5 habits to highly successful drivers. While driving is full of turns, our lives are full of decisions. The key to a highly successful life is learning or knowing how to navigate towards each of our decisions. One way is to treat your decisions like turns in driving.
Today I honour the remarkable men and women in the Canadian Military some of whom paid the ultimate sacrifice for me to enjoy freedom and democracy. I share a bit of my experience working in Afghanistan in development and my firsthand experience of the contribution of the Canadian military to stability and development in Afghanistan.
Yesterday was the day the City of Toronto gained the world’s media attention for all the wrong reasons. On social media I called it a Day of Shame for the City of Toronto. Toronto Mayor Rob Ford has admitted that he used crack cocaine while in office in one of his drunken stupors. As student of leadership I believe the saga of Toronto’s Mayor Rob Ford offers us a number of important lessons on leadership. If you are looking to enhance your career or aspiring for leadership roles you should take notes from the Rob Ford saga.
mHealth Adoption Barriers: Privacy & Regulation - Health Debate Webinar findi...Vodafone Business
Our Health Debate webinar discusses the barriers to mHealth wihin the regulatory environment. It included a debate with an expert panel and a live audience discussion.
Topics discussed in the webinar include:
1. How to protect patient privacy in a mobile world?
2. User consent: what is the best way to agree?
3. mHealth security – high risk, low awareness?
4. mHealth and regulation – when is a device medical?
Join the debate on Twitter - #mhealthbarriers
You can also download the latest mHealth Insights Guide on this topic here: http://enterprise.vodafone.com/insight_news/2013-01-16-evaluating-mhealth-adoption-barriers-privacy-and-regulation.jsp
In today’s connected, Googled, social world, there is a reality; more content will be created today than existed in entirety before 2003. The simple fact is we have limited time and attention spans. You need to create killer content that will get your target market to engage. While the attention economy is an important consideration when creating content you should not just be attempting to get attention but be turning your content into the talking point in your industry. It should make connections, drive interest, get shared and create advocates.
Session will look at:
Understanding the the good, the bad and the other crap - how to create content that gets cut through.
Techniques to find insights that will delight
Build a strategy and tactics for your content
What it takes to become a content king
Using the right content to nudge the buyer down the
Author of twelve books, professional speaker, award-winning blogger and entrepreneur Scott Ginsberg presents at the Unigroup 2011 Conference on how to become an approachable move coordinator!
In today’s connected, Googled, social world, there is a reality; more content will be created today than existed in entirety before 2003. The simple fact is we have limited time and attention spans. You need to create killer content that will get your target market to engage. While the attention economy is an important consideration when creating content you should not just be attempting to get attention but be turning your content into the talking point in your industry. It should make connections, drive interest, get shared and create advocates.
Session will look at:
Understanding the the good, the bad and the other crap - how to create content that gets cut through.
Techniques to find insights that will delight
Build a strategy and tactics for your content
What it takes to become a content king
Using the right content to nudge the buyer down the funnel
A self-guided journey to help you 'show up like you mean it.'
This reflective journal has exercises that will help you discover what you value most about who you are... and who you want to be.
Successful service businesses understand that it's not enough to just offer a great services. Often, the benefits that might be obvious to you aren't apparent to your prospective customers. Creating loyal followers rests on your ability to Encourage, Empower and Enable people to derive the maximum benefit from your offer. This presentation shows you how.
Last Wednesday I delivered a speech titled “Success” to an enthusiastic group at the Centre of Education and Training in Brampton, Ontario. I opened my speech with the following quote:
“The future belongs to those who believe in the beauty of their dreams.” ― Eleanor Roosevelt
And then I said success belongs to those:
a. with a clear vision and specific goals
b. willing to lose fear, willing take action and have a fierce desire and determination to succeed
c. who foster positive and meaningful relationships
Today I have decided to share with you a bit of my speech.
There are several factors that are the right foundation for success. Today I share three from my experience and hope to hear from you about other factors that you consider the key foundation for success.
One of my goals for 2014 is become a professional speaker. Today I share a little about my progress and success. I hope my story will be inspire you to accomplishing your dreams.
Today I share a little about caring for others. Care, compassion and kindness were virtues imparted on me by mother. The ALS Ice Bucket Challenge provided me with a vehicle to share my mother’s legacy of caring with others.
Today I share some of my experience about being a small business owner. I talk about risks and uncertainties, being prepared for new opportunities and about surrounding yourself with a delightful team.
My daughter just returned from a recent trip to New Orleans to explore opportunities to continue her post-secondary training to become a pastry chef. Today I share some my text messages to her with the hope that you will share in the excitement of my wife and I as well as you may be inspired to dream and take actions to fulfill your goals.
Today I share with you my experiences of simple acts of kindness last Friday. I believe that through simple acts of kindness we are able to remain hopeful in humanity during period of despair and sadness.
To day I share my thoughts on great expectations. In this blog I share a little twist of fate on how agreeing to do a presentation on Bitcoin for one of our Top Banks may blossom into much more than I expected. Great expectations for achieving your dreams is about the power of believing in yourself. It is about walking away from naysayers and not allowing your fears to stop you.
Today I used my blog post on McKenzie's Voice to launch a campaign to help the homeless and hungry as I share my thoughts on five key attributes of effective and extraordinary leaders. My goal is to raise $2,000 for Regeneration’s Coldest Night of the Year Campaign by February 22, 2014. Commencing today, Monday, February 3, 2014 I will walk 2K daily, 5K on Saturday and Sundays and on February 22, 2014 I will walk and run 10K. However, I want to do a little more to test the attributes of effective and extraordinary leadership. To this end, I am committing to spend the entire night of February 22, 2014 outdoors in the cold in solidarity with the homeless.
Today I share my thoughts with you about discovering your talents in 2014. Discovering your talents does not mean this how you will make a living. It is about making time to do the things that you are good at doing and most importantly doing the things that make you feel fulfilled, purposeful and authentic.
As we approach the end of 2013, I encourage you to think possibilities and not impossibilities. In 2014, be prepared to turn the impossible into possible. Look at what you accomplished in 2013 especially what you once thought could never be done. Are you amazed you once thought it was impossible? In 2014, take some risks and be fearless, control the things you can control and think outside the box. Think possibilities and not impossibilities.
3. Consumer Buying Decision Process
Need
Recognition
& Problem
Awareness
Information Search
Evaluation of Alternatives
Purchases
Post-Purchase Evaluation
4. A Five-step thought process used by
buyers
Need Identification Begins when buyer has an unsatisfied need
Recognition of Importance Buyer realizes the need is important that it requires action
Search for Fulfillment Buyer looks for ways to fill this recognized need.
Evaluation of Options Buyer examine different options, study information collected
and match needs against each option
Decision-making After considering the information and options, buyer makes
decision either purchase or not purchase.
Source: The Anatomy of Persuasion by Norbert Aubuchon, see page 7 Persuasive
Speaking, Toastmasters Advance Communication Series
5. Across Domains: Retail Offerings
A.D.A.P.T
ACTIVATION
ASSESSMENT DISCOVERY
• Identify some areas which are of • Activate their perception and
• Ask open questions discomfort about the problem in more
particular interest to you or where you
• Get client to tell you about his/her may be able to make a sale. detail
situation. • Make them dissatisfied with the
• Ask client about problems he/she
• Should be relaxed and non- current situation
may be experiencing.
threatening , seem easy for client but • The 'hurt' of the Hurt and Rescue
• DO NOT start selling product at this
packed with information for you. principle
point.
PROJECTION TRANSITION
• Now that the client is actively • The last stage is to move to the
uncomfortable 'rescue' of the Hurt and Rescue
principle
• Your next action is to move the
client from despair at the size of his
/her problem to hope that he/ she
will be able to find a solution.
6. Across Domains: Healthcare
L.O.C.A.T.E
• Use empathy to show that you • Use active •Detect their needs
and deep and goals
care about them and hence
listening
develop trust that will bond them
to you.
• Watch body
Listen language
• Note that empathy is difficult to • Watch how their
fake -- if you truly do care about body changes with
them then it will shine through their words
your words and deeds. • It communicate
feelings
• If you just ask questions, the
• Bringing things
client may become suspicious. together leads to new
Ask thoughts and
• Share little information about potentially useful
discoveries.
you and your company, do be
careful not to over-do this.
• Ask questions to
discover more detail
that is relevant to your
selling process.
7. Happy Me! – Time for Role Play
Nassau, The Bahamas Zagreb, The Rep. of Croatia
Editor's Notes
The stages to Consumer Buying Decision Process:Not all decision processes lead to a purchase. All consumer decisions do not always include all stages, determined by the degree of complexity.Problem Recognition: (Awareness of Need)-Consumer recognizes a problem or need. The need can be triggered by internal stimuli when one of the person’s normal needs rises to a level high enough to become a drive. Hunger-Food. A need can also be triggered by external stimuli (such as advertisement) I.E. see a commercial for a new pair of shoes, stimulates your recognition that you need a new pair of shoes.Information Search- a stage in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into active information search. This is usually done on higher ticket purchases such as cars, pianos, computers, etc. Evaluation of Alternatives – The consumer uses information to evaluate alternative brand choices. Different process for every consumer, involves weighing product attributes and their ability to deliver benefits. Purchase Decision – Choose buying alternatives, includes product, package, store, method of purchase, etc.Post-Purchase Evaluation – Outcome; Satisfaction or Dissatisfaction. Cognitive Dissonance, have you made the right decision. This is the buyer’s doubts shortly after a purchase about whether it was the right decision. This can be reduced by warranties, after sales communication, etc.