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Value Based Selling

With Andrew Bryant CSP PCC

Notes are available at,www.selfleadership .com/blog

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What is Selling ?

“Selling is a professional, interactive process directed toward demonstrating to all your buyers how your product or service serves their self interest, and will enhance their lives.” – Heiman

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FACT: Consumers are getting Smarter.

QUESTION: Are sales people getting smarter?

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With access to the internet buyers often know as much as the sales person. They are often familiar with your competitors products and their pricing.

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Find a partner and decide who is A and who is B

A will ask B for a favor such as:– “I want you to come over and watch my

kids.” – “Can I borrow your car?”– “I need $100.” – “I need you to take notes from this

seminar and type them up for me.”

B will politely say “No”

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What is Influence?

Influence can be described as simply asking someone to do something that that they wouldn’t normally do.

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FACT: You can’t influence people if they don’t TRUST YOU.

Self-Leadership is having a developed sense of who you are, what you can do, where you are going coupled with the ability to manage your communication, emotions and behaviours on the way to getting there.

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What is your intention?

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Induction

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Foundations of Influence

Pathos = Empathy

Ethos = Character

Logos = Logic

384-322 BCE

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FACT: People don’t care how much you know until they know how much you care.

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Learning to Listen Lis-ten-ing n “the process of receiving, constructing meaning from, and responding to spoken and/or nonverbal messages.”(1996, International Listening Association)

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FACT: You will not meet your sales numbers if:

You are unable to identify & effectively communicate unique value contribution by understanding, prioritizing, and matching to customer needs.

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The Important Question

What’s important to you about that?

…And what’s important about that?

…And ultimately what’s the most important?

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S - security or safetyP - performanceA - appearance - or how they will appear!C - comfort or convenienceE - economyD - durability

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Advanced Influence

... Operates at the level of values and

beliefs, thus altering actions.

www.selfleadership.com

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What do you want to influence the client to do?

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The Influence Secret

PACE PACEPACELEAD

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Frames

You can ‘frame’ your influence using language such as:

In terms of…Realizing…Being aware of…This X causes you to…

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The Law of Reciprocity

if you want to create success for yourself, help someone else become successful.

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With your original partner:B will now ask A for a favor A will consider whether or not

to say “Yes” based on whether B appealed to your values.

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Andrew Bryantwww.selfleadership.com/blog