Download - What’s in store

Talent Dynamics for Sales @NicciBonf


What’s in store

3 things that have helped me sell more

1. Selling has changed2. Talent Dynamics 3. TRUST based selling


Selling has changed

Then Now


Don’t focus on closing the sale but on opening the relationship


Relationship Builder v Challenger


Time poor


Selling Differently to Different Energy

Dynamo

Blaze Steel

Tempo

Find your eGuide Talent Dynamics for Sales on the Intranet


TRUSTT based sales

• Trusted advisor v sales person

• Rapport building depending on profile/energy

• Understanding the prospect’s problems not pitching a solution

• Share the journey – dialogue, not monologue

• Truth of where your prospect is at and

Talent Dynamics for Sales

AVOIDER


ANNOYER


Trusted Advisor


People don’t care how much you know..

..Until they know how much you care.


TRUST based sales

• Rapport building depending on profile/energy

STEEL

TEMPO

DYNAMO

BLAZE


Better communication = better sales

“…helped … communicate ….efficient and effective communication ……..quicker sales …. negotiating processes..” Ian Smart, Director of Business Development, Protégé International


It’s not all about you


AVOIDER ANNOYER




AVOIDER ANNOYER

EFFECTIVE: focus on the

prospect




AVOIDER ANNOYER


prospect

Fear of “spoiling” the relationship, Rejection, self




AVOIDER ANNOYER


prospect

Fear of “spoiling” the relationship, Rejection, self

Assume you know best, egotistical


How would you feel if someone asked you for more information?

• Avoider “They are trying to get rid of me” won’t bother

• Annoyer “Yes, they are hooked, can call them tomorrow and keep sending them info until they cave.” (assume and blast)

• Trusted Advisor “What specifically are you interested in, key issues, so I can just send you relevant information. “Keep dialogue going


TRUST based sales

• Share the journey – dialogue, not monologue


Progression strategy 3. Over to you

• “How would you like to take this further?”

Trusth of where your prospect is at

• On a scale of 1-10, where 1 is I hate this idea and I never want to see you again and 10 is This is exactly what I am looking for, what would you rate this proposal?


Talent Dynamics for Sales Accreditation



• 1 day of interactive sales training using Talent Dynamics

• Why would you be interested?– How to sell more of your own coaching/training

services and product– How to sell more TD programmes– I’m looking for more Superhero Sales Trainers



When? Sunday 10th NovemberWhere? PrestonHow much? Will be charging £799 next year but for 2013 only £499First 5 people will get a copy of my favourite sales bookHow to I sign up?

Text TD4SALES to 01372 700077


Sing along

I’ll sign up todayTo a workshop in SurreyThat will blow my mind away


It will teach me how to sellIt will teach me how to beComfortable around pricing and how much to value me!


Oh I will goOn 6th DecemberNothing’s going to stop meIt’s a date I will remember


It will be a step towards my business goals and I will seeHow to be more confident and be financially free


Hey hey. I will be there!


For more information

http://tdsales.eventbrite.comText TD4SALES

to 01372 700077Or talk to me, Nicci Bonfanti

http://tdsales.eventbrite.com/

