Talent Dynamics for Sales @NicciBonf
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
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
Blaze Steel
Tempo
Find your eGuide Talent Dynamics for Sales on the Intranet
Talent Dynamics for Sales @NicciBonf
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
Talent Dynamics for Sales
ANNOYER
Talent Dynamics for Sales
Trusted Advisor
Talent Dynamics for Sales @NicciBonf
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
STEEL
TEMPO
DYNAMO
BLAZE
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
AVOIDER ANNOYER
Talent Dynamics for Sales @NicciBonf
It’s not all about you
• Understanding the prospect’s problems not pitching a solution
AVOIDER ANNOYER
EFFECTIVE: focus on the
prospect
Talent Dynamics for Sales @NicciBonf
It’s not all about you
• Understanding the prospect’s problems not pitching a solution
AVOIDER ANNOYER
EFFECTIVE: focus on the
prospect
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
AVOIDER ANNOYER
EFFECTIVE: focus on the
prospect
Fear of “spoiling” the relationship, Rejection, self
Assume you know best, egotistical
Talent Dynamics for Sales
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 @NicciBonf
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?”
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 @NicciBonf
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 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
Talent Dynamics for Sales @NicciBonf
Sing along
I’ll sign up todayTo a workshop in SurreyThat will blow my mind away
Talent Dynamics for Sales @NicciBonf
It will teach me how to sellIt will teach me how to beComfortable around pricing and how much to value me!
Talent Dynamics for Sales @NicciBonf
Oh I will goOn 6th DecemberNothing’s going to stop meIt’s a date I will remember
Talent Dynamics for Sales @NicciBonf
It will be a step towards my business goals and I will seeHow 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.comText TD4SALES
to 01372 700077Or talk to me, Nicci Bonfanti