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10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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The Inner Game of Selling and Marketing
at Shore 2 Shore
Dr Felton Lean, MBA, Ph.D.in Management
Certified NLP Master Practitioner and Certified Transformational CoachIgnite Holdings, Colombo
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Self Understanding
Discovering Why You Sell What You Sell !What Controls Your ability To Sell?• The Economy• Your Product/Service/CRM System/• Your Knowledge/ Experience/Compensation• Your Company ORA DEEP POWER WITHIN YOU
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Unconscious Beliefs
• Who You are• What You are capable of achieving• What level of life’s rewards you deserve to
enjoy
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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The Truth about You
You are made up of three PartsThe Intellectual “I Think” Logical, rational,knowledge part of You which learns information, makes decisions and chooses behaviour or action.The Emotional “ I Feel” Part of You that experiences feelings and emotionsThe Creative/unconscious “ I Am”The unlimited Power and Energy
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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The Ideal You
The great Combination of “ I THINK” and “ I AM” will drive your
SUCCESS
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Breakthrough Process
1. Become aware of your Current Behaviour2. Notice the attitude or feelings that seem to influence
these behaviours3. Attempt to connect these feelings and behaviours with
the unconscious beliefs that might be driving them4. Select embedded beliefs that you would like to have
embedded in Your “I AM”5. Have the Courage to go through Change, Conflict and
ambiguity that comes as you grow and develop new beliefs
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Part 2
BOUNDARIESExamining Your Current Boundaries Each one of us has our own Unique, Unconscious Belief Boundaries
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Your Belief Boundaries
• What’s possible for me to sell?• What’s possible for me to earn?• What size sales are possible for me to make?• What level of people am I able to call on?• What kind of home is possible for me to live in?• How much money am I able to save and invest?• What places can I afford to go?• What kind of clothes am I able to wear?
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Your Belief Boundaries
• What Kind of education can I give my Children?
• What rewards and advantages am I able to give my family , my society and my Company?
• What level of value can I create for People?
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Your Definition of SellingThe Questions we ask
Selling is a process of identifying and satisfying people’s wants or needs. It’s creating extra value for them above the price they pay you for it
Do You agree?Read it again…..
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Questions you ask as you determine how you sell
• Do You prospect yourself by asking yourself “Who can I sell something to/ or do you ask, “ Who might have a need,want,problem,or challenge that I can help fill, satisfy or solve?
• Do you approach people with the intent of selling them something or with the intent of first gaining trust and rapport with them?
• After gaining trust and rapport do you tell them about your product or service or do you ask questions to determine whether they have needs that you can help them fill?
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Questions you ask as you determine how you sell
• Do You expect people to buy what you’re selling because they understand its features, advantages and benefits or to make that decision because your offering will help them reach their goals?
• After people understand your product and service features do you attempt to close them or do you draw them out and make sure your solution is a fit?
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Questions you ask as you determine how you sell
• Do You view negotiation as a process of convincing people to see things your way or do you view it as a process of seeing things their way?
• Do You believe that closing is getting someone to do what you want them to do or do you view it as a step they want to take because of the benefits they’ll enjoy?
How honestly you answer these questions will determine your actual view of selling
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Abundance Mentality
These People look at the world and see abundance rather than Scarcity Developing an Abundance Mentality• Write tomorrows date• Who will I contact or meet tomorrow?• What extra value might I create for them?• How might they feel when I give them extra value?• How will I feel when I give them extra value?Do this daily at the end of each day and write down the process on a card or sheet of paper
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Influences upon your Self beliefs
• Parents beliefs• Upbringing• Past failures or success• Teacher's, Mentors, Managers, Friends
messages• Culture• Education• Perception
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Why do Blockages Occur?
• Seek Security and Comfort levels• Resist Challenges, change or risk• Seek the known and steer clear of the unknown• Confirm to the influence,opinions and wishes of others• Focus more on our weakness than strengths• Punishing ourselves more for our mistakes than
rewarding our success• Accept life as it comes along rather than challenging it.
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Common Blockages for Sales People
• Limited view of what selling is• Inadequate belief in their own abilities to do what they think
selling is• Negative Support Systems• Old, outdated , accumulated beliefs• Locked in an environment that does not allow success• Inability to erase old memories of old failures• Conflict between sales activities that they do and their inner
values• Unwillingness to take personal responsibility for their own
success and a deep sense of Unworthiness.
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Part 3Achievement
1. Strong Goal Clarity2. High Achievement Drive3. Healthy Emotional Intelligence4. Excellent Social Skills
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Goal Clarity
• Where You want to go----- Destination• When you want to arrive-----Time• How you’re going to get there--- Process
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Achievement Drive( Energy)
Rate the following on a scale of 1-101. Product Knowledge +2. Sales Skills +3. Inherent Abilities +4. Selling Experience +5. Products and resources +6. Achievement Drive X = Sales PowerMaximum will be 500( add the first five and multiply by the sixth)
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Emotional Intelligence( Maturity + Stability)
• Monitoring and understanding your own feelings and emotions and their impact on external behaviours
• Persistently doing result oriented activities despite roadbloacks,disappointments and setbacks
• Dealing with frustrating and difficult people with patience and even tempered responses
• Internally motivating yourself without the need for external motivation
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Excellent Social Skills
• Valuing People• Listening to what people say and how they
feel• Understanding what people say and how they
feel• Responding appropriately to varied social
situations• Causing others to feel Understood
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Part 4 - AbundanceGoal Achievement Congruence Model
• Goal Clarity• View of possibilities• Values• Sense of Worthiness• Supportive EnvironmentThus bringing about Congruence
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Explanations of the Five dimensions
1. Goal Clarity- having clear , specific, written goals of what you want to happen in future.
2. View of possibilities- Believing that your goals are possible for you to attain with reasonable effort
3. Values-the spiritual,moral,ethical beliefs that guide your behaviour
4. Sense of Worthiness-possesing a deep feeling that You’re worthy of higher goal achievement.
5. Supportive Environment- Being surrounded with people,places and things that support and encourage higher goal achievement.
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Goal Clarity
• Where are I with this Goal- What is my Progress?
• Are all my Goals still important to me?• How can I best use my time?• What sub-goals should I reach to take me to
my main goal?
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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View of Possibilities
• Think of a similar goal you achieved sometime in the past. Say to Yourself “ If I reached that Goal( Name it), I can reach this one too( Name it)
• Think of a person with education, skills and training much as your own , who has reached similar size goals that you’ve just set. Think , “ If ( Name) can reach goals like this, so can I”
• Study Listen and learn how other people who’ve reached goals you’d like to reach had attained them
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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View of Possibilities( Contd.)
• Review and study the Goal Achievement System)
• Associate with people who are reaching goals that you would like to achieve
• Plan Your strategy – designing a logical sequence of steps that will take you to your goals.
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Values( Do a Values Check)
Are My Goals Consistent with these Statements?1. I go that extra mile and give customers more
than they expect to get.2. I do the right thing because it is the right
thing to do.3. I focus on Understanding and filling the
wants or needs of others, knowing that when I do , my needs will be well filled
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Values( Do a Values Check) Contd.
4. I tell the truth in all situations , unless it would hurt someone5. I do unto others as I would have them do unto me.6. I know that I’ll enjoy high levels of prosperity if I create high levels of value for others
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Sense of Worthiness
The deep emotion of our inner beliefs lies in either the blocks or allows our goal achievement lies with the answers to the QUESTIONS• How worthy am I ?• What level of goals am I capable of reaching?• What is my Value to my Customers?• What levels of rewards, incomes and recognition are
possible for me to receive?• What do I deserve to enjoy in life and work rewards?
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Supportive Environment
Practical steps to create it.Find a few people to form a team• Each person reports a success principle he/she
learned in the past• Relate an example of how they practiced it• Tell what they learned when they put it into Practice• Pointing out strengths you see in each other• Sharing examples of other successful people’s
achievements
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Why People enhance achievement Drive?
• Their view of selling Changed• They consciously felt good about this new view
of selling and intuitively knew they could do it• This new view was congruent with their values
and self beliefs in terms of ethics and fair dealing
• Their conflicts that existed because of old self focussed views of selling fell away
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Why People enhance achievement Drive?Contd.
• They felt clean and fearless about selling in this customer focussed way
• Their egos were taken out of their line of sight so that they could focus on their customers’ needs
• They began to receive more reinforcements, recognition and appreciation from their customers for their new focus. This caused them to feel good about themselves
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Symptoms of Inner Conflicts
• Low Motivation • Resistance to learn• Forced Goals • Goal diffusion• Goals in Conflict• Negative Support System• Beliefs about Money• Low Activity level
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Goal Achievement System
1. Setting Goals2. Planning Strategy3. Building Belief4. Developing Strengths5. Managing Progress
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Customer FocusIntegrity Selling
1. Approach --to gain rapport2. Interview ---to identify and get agreement of
needs3. Demonstrate ---to explain how features and
benefits will satisfy their admitted needs4. Validate ---to prove your claims and develop trust5. Negotiate--- to work out problems that keep
people from buying6. Close --to ask for a decision at the right time
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Approach
Action Guidelines1. Tune the world out and people in2. Put them at ease and make them feel
important3. Get them talking about themselves4. Hold eye contact and listen to how they feel
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Interview
Interview Guidelines1. Ask Open-ended indirect questions that draw
out wants or needs2. Listen to an paraphrase all points and write
them down3. Identify dominant needs or wants and get
agreement4. Assure people that you want to help them
enjoy the most value
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Demonstration
Action Guidelines1. Repeat the dominant wants and needs that
have been admitted2. Show or tell how your product or service will
fill their wants or needs3. Avoid talking about price. Make it secondary
to finding out what best fills their needs4. Ask for their reactions, feelings or opinions
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Validation
Action Guidelines1. Translate product/service features into
Customer benefits2. Justify Price and emphasise value3. Offer proof and evidence4. Reassure and reinforce people to neutralise
their fear of buying
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Negotiation
Action Guidelines1. Find out what concerns or objections remain2. Welcome and understand objections3. Identify and isolate specific objections4. Discuss possible solutions– ask their opinion
for best solutions
10/04/2023 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka
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Close
Close Action Guidelines1. Ask trial –closing questions to get opinions and
responses2. Listen to and reinforce each response.3. Restate how the benefits will outweigh costs4. Ask for a decision A customer is ready to say “ Yes” only when you have successfully Approached, Identified, Demonstrated, Validated and Negotiated