Embed Size (px)
Citation preview
Your Time to Lead: Selling and Influence Skills for Product Managers
/Productschool
@ProductSchool /ProductmanagementSV
Selling and Influence Skills for Product Management
Leading in Your Communications
• ResponsibilitiesYou will help form vision, roadmap, and goals for the product
• You have the technical skillset to talk shop and work closely with our engineers• Designers will become your best friends, and you love to build products for diverse
users• You will write specs, manage project execution, A/B test, UI/UX wireframe, and define
product roll-out strategy• Process, review and interpret large bodies of qualitative and quantitative data on
customer usage patterns to uncover new product insights• Work with engineering, design and marketing teams to plan, build and launch high
quality product experiences that simplify the way people work together
• Requirements• BS or MS in computer science, electrical engineering or similar field or experience as a
Software Engineer, Designer or startup Founder• 4 years or more working as a Product Manager• You can analyze and use data to inform decisions
• You have a deep understanding and empathy for users• You have launched multiple successful products and features, preferably on multiple
platforms (iOS, Android, desktop, and web)• Excellent written and oral communication skills
• You have demonstrated the ability to lead teams and work cross-functionally in a highly collaborative environment
Selling and Influence Skills for Product Management
Why Invest?-Foundation for Success
-Trust
-Commitment
-Championship
Career
-Elevate Leadership Skills
-Sustained Energy
-Keep Your View Strategic
Agenda Identify Communication Opportunities
A New Mindset for Leadership
Principles of Selling and Influence Skills
Behavior Awareness
Review
Product ManagementCommunication Challenge/Opportunity
Examples
Agenda Setting with stakeholders who have questions/concerns about initiatives Persuade CEO to a new business direction Gain agreement from developers on both sensible and non-sensible features Establish business/product credibility Negotiating what features to ‘work’ Maintain access and relationship Highlighting effectively product features for new launches
Selling in the ‘Me’ Dimension Pushy
Sleazy
Dishonest
Manipulative
Annoying
Selling is leading the interaction
Listening
Learning
Problem Finding/Identify Options
Relationship Building
Closing on Mutual Agreement
Done Well, Speaking is a Fraction of Effective Selling and Influence
For the purpose of communication our own personal pressures are irrelevant to team members and to the customer.
Selling and Influence Skills – A New Mindset
The conscious act of listening and learning
Focusing on the conversation at hand – not the outcome
The core skills of selling and influence are the pathway to relationships and trust
The Principles of Selling and Influence Skills
Closing Skills Agenda Setting High Gain Questions Listening to Learn Objection Handling Emulating the Customer
ClosingSolidifying Mutual Agreement
Review of conversation highlights
Mutual benefits of moving forward- together
Ask what you want them to do
Setting an AgendaEstablishing the Roadmap of Interaction - ‘Where are you wanting to take me’?
- Identification and agreement on topics and timeframe
- Closing on specific action items
- Incorporate into your daily communications
Asking High Gain QuestionsAccelerating the Process of Problem Finding
Identify business issues- together
‘What are the priorities or challenges as you see them?’
Customer centric vs. ‘what we can do for now’ centric?
Close on information gathered and next steps
Listening to Learn- Where do you see yourself?
Tune Out
Listen But Don’t Absorb
Hear and Seek Learning
Objection HandlingGetting Communications Back on Track
Merit
Full understanding
Brevity ----------------- Silence
Close
Accruing ‘No’s’
Emulating the CustomerDisplace Personal Motivations
Regroup the conversation
Convey the position of the customer
Close on agreement on the new perspective
Awareness of Your Behavior Leads to TrustSelf Trust Inventory- ‘Are You Credible?’
IntegrityDoes your staff believe you have the courage to act with your values and beliefs?
CompetenceEngaging your team makes you more competent
CongruenceAre you the same person every day?
Selling and Influence Skills Review
‘Closing’ is gaining mutual agreement and action, validatingthe interaction
Selling and Influence Skills Review
‘Agenda Setting’ establishes an interactiveroad map for action
Selling and Influence Skills Review
‘High Gain Questions’ accelerate the process of problem finding and solving
Selling and Influence Skills Review
‘Listening to Learn’ conveys you arepart of their problem solving equation
Selling and Influence Skills Review
‘Objection Handling’ brings the process back on track
Selling and Influence Skills Review
‘Emulating the Customer’ – Allows the team to stay focused and displaces personal motivations
Upcoming Courses
Silicon ValleyNovember Cohort
Weeknights: November 29Tuesdays and Thursdays: 6:30pm – 9:00pm
Weekends: December 3Saturdays: 9:30am – 3:30pm
Apply Atwww.productschool.com
www.productschool.com
www.productschool.com
Upcoming Workshops
Rsvp On Eventbrite
Nov 16: How to Become a Product Manager "Ask Me Anything"
Nov 30: Ask Me Anything with LinkedIn's Senior
Product Manager
Dec 7: How Product Managers Solve a Breakdown in Communication and Understanding
