one of the my most dynamic, in-depth workshops on sales and selling skills. useful for sales executives from all walks of life and all sectors and industries this 2-days workshop is full fo case- studies, role-plays, examples, structured activities and a lot feedback

1. HEART
of the CLOSE
From INNER SUN
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2. Simple Sales Cycle/Process
Prospect
Deliver
Handle Obs/Close Qualify / Discover
Needs
Offer Options / Fill Needs
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Thinkers!

3. Questions, Questions @ Clichès
• “Always be Prospecting”
• “Always be Closing”
• “Selling is not Telling”
–What is it then?
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4. Might Selling then be?
• Boasting?
• Singing?
• Dancing?
• Begging?
• Licking the floor?
• Or, Asking?
• Or, better still Influencing?
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Thinkers!

5. SELLING IS INFLUENCING
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6. Influence
-verbs
have a hold upon, magnetize, bear
upon, pervade; dominate, override, be rife; be
listened to; make one's voice heard, take the
lead, pull the strings; turn the scale, throw
one's weight into the scale; lead the dance.
• the Eisenhower story…
• Encyclopedia Sales Girl / High Flying IT Execs in India
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Thinkers!

7. INFLUENCE FUNDAMENTALS
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8. Influence Fundamentals
• Intention / Agenda
• Awareness / Presence / Presence of Mind
• Reality, Perceptions are Constantly Changing
• Curiosity / Interest in Others is Key
• Action brings Results
• Eisenhower & Influence
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Thinkers!

9. CURIOSITY=INQUIRY=QUESTIONING
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10. Power of Questions
• Questions make people want to respond
therefore THINK.
• Thinking strengthens thinking, creativity and
OWNERSHIP.
• Ownership, authorship catalyzes ACTION and
accountability.
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12. About Questions…really
• Aren’t we always ASKING…
– For contact details
– For a meeting
– For attention, love, food….blah, blah, blah!
– For money
– For an opportunity to “PRESENT”
• PRESENT…what is that?
• Encyclopedia Sales Girl / High Flying IT Execs in India
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Thinkers!

13. 5R QUESTIONS
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14. Curiosity=Inquiry=Influence; Research
• Research Questions: are questions of a general
nature where your objective is to collect raw data.
Data to ask better questions later and recognize areas
to SERVE client.
• Examples;
• How are you?
• How is business?
• What areas /services do you need ?
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15. Curiosity=Inquiry=Influence;Reflective
• Reflective Questions: make the client reflect upon
the how, the when and the why of past experience
with similar products/services. They through
anecdotal responses, surface needs, wants, hopes
and underlying values of client.
• Examples;
• How was your last experience?
• What would you like to have again?
• What lessons have you learned?
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Thinkers!

16. Curiosity=Inquiry=Influence; Resource Assessment
• Resource Assessment Questions: These are related
to the what, the when, the who, the where and the
how of the transaction can be achieved.
• Examples
• When can you start investing in it?
• What are the things you need to have?
• Whose support will you be needing, if any?
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Thinkers!

17. Curiosity=Inquiry=Influence; Redirect Focus
• Redirect Focus Questions: Create and reinforce the clear image
of the goal. They stimulate the mind and simulate experience
of experience the future. They creating powerful and positive
tension between what is and what will be?
• Examples;
• How will you feel after you have acquired it?
• Paint me a picture of how it will look?
• Can you imagine how happy your wife will be?
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18. Curiosity=Inquiry=Influence; Reinforcing
• Reinforcing Questions : These evoke action towards
the solution, the dream. Client will respond with
passion and conviction to own.
• Examples;
• When do we make the next move?
• Shall we consider this as a commitment?
• It’s a done deal then, huh?
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Thinkers!

19. Morphing Questions
• Think through all possible answers by client.
Choose the one that draws an answer you like.
• Be mindFul of personal biases, false
assumptions and judgmental attitude.
• Make questions purpose-driven. Soup story.
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20. Questions will Subtly…
Connect/
Prospect
Serve /
Deliver
Acquire Biz Engage/
Handle Obs/Close Qualify / Discover
Needs
Influence Ethically
Offer Options / Fill Needs
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21. ETHICS, ECOLOGY, LONG TERM
ORIENTATION
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22. Caution@ Power of Questions
• Questions are used by therapists,
psychologists and, also, hypnotists.
• Influence all “turn-arounds” such that the
small picture and big-picture outcomes are
“ecologically” correct.
• Use them with care and compassion to ADD
Value.
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Thinkers!

23. NOW ABOUT THAT GAME / TEST?
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24. Whenever you need…
Communication Skills
Creative Thinking and Innovation
Leadership Training
www.mandhyan.com
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25. Opening Questions, were a CLOSE
1. Mostly from sales? Or others here?
2. How has the day been for you so far?
3. Can you think up of ONE thing you learned & liked this
morning & SHARE it with a neighbor?
4. Do you hunger to learn a few more good things?
5. Why?
6. I am sure you are thinking how you will apply these ideas
and benefit from them. Right?
7. Great! If I give away 3 books will you commit to play a little
learning after my talk?
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Thinkers!