Transcript Document

Talent Dynamics for Sales
@NicciBonf
What’s in store
3 things that have helped me sell more
1.
2.
3.
Selling has changed
Talent Dynamics
TRUST based selling
Talent Dynamics for Sales
@NicciBonf
Selling has changed
Then
Now
Talent Dynamics for Sales
@NicciBonf
Don’t focus on
closing the sale but
on opening
the relationship
Talent Dynamics for Sales
@NicciBonf
Relationship Builder v Challenger
Talent Dynamics for Sales
@NicciBonf
Time poor
Talent Dynamics for Sales
@NicciBonf
Selling Differently to Different Energy
Dynamo
Steel
Blaze
Tempo
Dynamics for Sales @NicciBonf
Find your eGuide TalentTalent
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
@NicciBonf
AVOIDER
Talent Dynamics for Sales
ANNOYER
Talent Dynamics for Sales
Trusted Advisor
Talent Dynamics for Sales
People don’t care how
much you know..
..Until they know how
much you care.
Talent Dynamics for Sales
@NicciBonf
TRUST based sales
• Rapport building depending on profile/energy
DYNAMO
STEEL
BLAZE
TEMPO
Talent Dynamics for Sales
@NicciBonf
Better communication = better sales
“…helped … communicate ….efficient and effective
communication ……..quicker sales …. negotiating
processes..” Ian Smart, Director of Business
Development, Protégé International
Talent Dynamics for Sales
@NicciBonf
It’s not all about you
• Understanding the prospect’s problems not
pitching a solution
ANNOYER
AVOIDER
Talent Dynamics for Sales
@NicciBonf
It’s not all about you
• Understanding the prospect’s problems not
pitching a solution
EFFECTIVE:
focus on the
prospect
ANNOYER
AVOIDER
Talent Dynamics for Sales
@NicciBonf
It’s not all about you
• Understanding the prospect’s problems not
pitching a solution
EFFECTIVE:
focus on the
prospect
ANNOYER
AVOIDER
Fear of “spoiling”
the relationship,
Rejection, self
Talent Dynamics for Sales
@NicciBonf
It’s not all about you
• Understanding the prospect’s problems not
pitching a solution
EFFECTIVE:
focus on the
prospect
ANNOYER
AVOIDER
Fear of “spoiling”
the relationship,
Rejection, self
Assume you know best,
egotistical
Talent Dynamics for Sales
@NicciBonf
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
Talent Dynamics for Sales
TRUST based sales
• Share the journey – dialogue, not monologue
Talent Dynamics for Sales
@NicciBonf
Progression strategy 3. Over to you
• “How would you like to take this further?”
Talent Dynamics for Sales
@NicciBonf
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
Talent Dynamics for Sales
@NicciBonf
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
Talent Dynamics for Sales
@NicciBonf
Talent Dynamics for Sales
Accreditation
When? Sunday 10th November
Where? Preston
How much? Will be charging £799 next year but for
2013 only £499
First 5 people will get a copy of my favourite sales
book
How to I sign up?
Text TD4SALES to 01372 700077
Talent Dynamics for Sales
@NicciBonf
Sing along
I’ll sign up today
To a workshop in Surrey
That will blow my mind
away
Talent Dynamics for Sales
@NicciBonf
It will teach me how to sell
It will teach me how to be
Comfortable around pricing
and how much to value me!
Talent Dynamics for Sales
@NicciBonf
Oh I will go
th
On 6 December
Nothing’s going to stop me
It’s a date I will remember
Talent Dynamics for Sales
@NicciBonf
It will be a step towards my
business goals and I will see
How to be more confident
and be financially free
Talent Dynamics for Sales
@NicciBonf
Hey hey.
I will be there!
Talent Dynamics for Sales
@NicciBonf
For more information
http://tdsales.eventbrite.com
Text TD4SALES
to 01372 700077
Or talk to me, Nicci Bonfanti
Talent Dynamics for Sales
@NicciBonf