ACM AhlersTraining

Agenda:

Positioning for business

Psychology of Influence

Re-visit the “Sales Process”

Using a Meeting Agenda

Maybe:Best Practice ProcessPeak Performance cycleSales ideas

When pitching your story, or USP

Awareness

Interest

Desire

Action

Principles of Influence (Dr. Robert Cialdini)

Sample view at: http://youtu.be/oqopCq9meeY

Reciprocity (creating obligation)Scarcity (diminishing/scarce more appealing)Authority (Expert – Credible & Trustworthy)

Commitment (little commitments encourage larger ones)Liking (people more likely to do what those they like do)Consensus (people more likely to do what majority do)

Examples:

ReciprocitySending timely/useful information & tools.Introducing useful contacts/businessesHelping claims, emergencies for non-clients

Thank you’s:“that’s okay, I know you would have done the same for me....”

Examples:

ScarcityLimited spots at seminars or functionsExclusive offers or arrangements Products/reports/services with limited

distribution

Must be genuine!

Examples:

AuthorityExpert advice is followed– Credibility – how many listen to you; top of your

game professionally; industry profile/awards; CV– Trustworthiness – do what you say; image;

what others say; strengths & weaknesses demonstrated

“you might find this article I wrote in..... very helpful....”

Examples:

CommitmentKiwisaver client converts to risk clientDebt management plan leads to financial planSeminar attendance leads to reviewOne well-conducted referral leads to more

from same source Presenting quotes: Talk about weaknesses/downside of solution first, then strengths of it

Examples:

LikingSocial media heaven! (Facebook likes,

Twitter/Blog followers, LinkedIn contacts, etc)

Public testimonials & referencesEndorsements (genuine, not celebrity)

Examples:

ConsensusStatistics & facts (e.g. 35% Kiwi’s have

joined Kiwisaver)X% of our clients choose this solution

because...Case studies; public data; industry

numbers“...for example, here is what X% choose and why...”

The Traditional Sales Funnel

The Ideal....scheduled workflow that doesn’t miss a beat.

Transferring Risk needs 2 committed parties

Choose how you package your salary

Getting paid by getting valued

Consider a client engagement as a project with 3 distinct components:

1. Planning

2. Implementation

1. Monitoring & Servicing

How we work…

PLAN

PLAN IMPLEMENTATION

How we work…

PLAN IMPLEMENTATION MONITORING

How we work…

PLAN IMPLEMENTATION MONITORING

$(Fee)

How we work…

PLAN IMPLEMENTATION MONITORING

$(Fee)

The Client

can stop here

How we work…

PLAN IMPLEMENTATION MONITORING

$(Fee)

$Commission and/or

Fee Agreement

The Client

can stop here

How we work…

PLAN IMPLEMENTATION MONITORING

$(Fee)

The Client

can stop here

The Client

can stop here

How we work…

$Commission and/or

Fee Agreement

PLAN IMPLEMENTATION MONITORING

$(Fee)

$Renewal

Commission +/- ?

The Client

can stop here

The Client

can stop here

$Commission and/or

Fee Agreement

The Project with client choices