Building Value Through Marginal Gains Sales Process Insights
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Keynote Session - Creating Positive User Experiences Through Technology - Paul Kenny
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Building Value Through Marginal Gains Sales Process Insights
- 1. Building value through Marginal Gains Paul Kenny
- 2. The life of a Sales Coach
- 3. Why we Win/Lose Sales
- 5. Zone Of Uncomfortable Debate
- 11. Three insights • All value exists only in the mind of the buyer • Few (if any) purchasing decisions are rational • Our perceptions of value are driven by many different factors
- 13. 5 Key Battles
- 14. First Impression
- 16. Air Time
- 17. Credibility
- 20. Habits That Matter Understand “Value” Dialogue Share Stories Ask For Commitment Manage Resistance
- 21. Creative Empathy The ability to appreciate and anticipate what a customer might value and to find a way of creating value early in the sales process
- 22. Dialogue The ability to build a detailed understanding of the need behind the need
- 23. Engaging Stories The ability to communicate our capabilities in a meaningful, relevant and memorable way
- 24. Gaining Commitment Our ability to build value by getting the client to make continuous commitments to address their needs.
- 25. Managing Resistance The ability to add value by addressing inevitable concerns worries and doubts in a credible way
- 26. Finally Never underestimate the value created by a thoughtful and well executed sales process.
Notes de l'éditeur
- developed sales, management and personal development training programmes for companies in Europe, North America, Africa and Asia. providing coaching and L&D design, organising conferences and doing a spot of investing in interesting projects. Selected because of his insight into the market and the business of software.
- The study of critical conversations i.e. sales conversations
- Three difficulties Sales is a big word….describes the result and sometimes the process but not the nuance of the conversation.
- These Questions are provided to give you a framework for discussion Winning business is always about beating the competition, (which may just be the status quo) The good news is you only have to win it by a nose
- Value The Job that the product does not features and benefits Dialogue = Unselfish Questioning