ACM AhlersTraining
Agenda:
Positioning for business
Psychology of Influence
Re-visit the “Sales Process”
Using a Meeting Agenda
Maybe:Best Practice ProcessPeak Performance cycleSales ideas
When pitching your story, or USP
Awareness
Interest
Desire
Action
Principles of Influence (Dr. Robert Cialdini)
Sample view at: http://youtu.be/oqopCq9meeY
Reciprocity (creating obligation)Scarcity (diminishing/scarce more appealing)Authority (Expert – Credible & Trustworthy)
Commitment (little commitments encourage larger ones)Liking (people more likely to do what those they like do)Consensus (people more likely to do what majority do)
Examples:
ReciprocitySending timely/useful information & tools.Introducing useful contacts/businessesHelping claims, emergencies for non-clients
Thank you’s:“that’s okay, I know you would have done the same for me....”
Examples:
ScarcityLimited spots at seminars or functionsExclusive offers or arrangements Products/reports/services with limited
distribution
Must be genuine!
Examples:
AuthorityExpert advice is followed– Credibility – how many listen to you; top of your
game professionally; industry profile/awards; CV– Trustworthiness – do what you say; image;
what others say; strengths & weaknesses demonstrated
“you might find this article I wrote in..... very helpful....”
Examples:
CommitmentKiwisaver client converts to risk clientDebt management plan leads to financial planSeminar attendance leads to reviewOne well-conducted referral leads to more
from same source Presenting quotes: Talk about weaknesses/downside of solution first, then strengths of it
Examples:
LikingSocial media heaven! (Facebook likes,
Twitter/Blog followers, LinkedIn contacts, etc)
Public testimonials & referencesEndorsements (genuine, not celebrity)
Examples:
ConsensusStatistics & facts (e.g. 35% Kiwi’s have
joined Kiwisaver)X% of our clients choose this solution
because...Case studies; public data; industry
numbers“...for example, here is what X% choose and why...”
The Traditional Sales Funnel
The Ideal....scheduled workflow that doesn’t miss a beat.
Transferring Risk needs 2 committed parties
Choose how you package your salary
Getting paid by getting valued
Consider a client engagement as a project with 3 distinct components:
1. Planning
2. Implementation
1. Monitoring & Servicing
How we work…
PLAN
PLAN IMPLEMENTATION
How we work…
PLAN IMPLEMENTATION MONITORING
How we work…
PLAN IMPLEMENTATION MONITORING
$(Fee)
How we work…
PLAN IMPLEMENTATION MONITORING
$(Fee)
The Client
can stop here
How we work…
PLAN IMPLEMENTATION MONITORING
$(Fee)
$Commission and/or
Fee Agreement
The Client
can stop here
How we work…
PLAN IMPLEMENTATION MONITORING
$(Fee)
The Client
can stop here
The Client
can stop here
How we work…
$Commission and/or
Fee Agreement
PLAN IMPLEMENTATION MONITORING
$(Fee)
$Renewal
Commission +/- ?
The Client
can stop here
The Client
can stop here
$Commission and/or
Fee Agreement
The Project with client choices