Cathedral of Praise

Oct 28, 9am - 5pm

Mindset

Sales/Sales Opportunities

Personality Styles

- different personalities

Mode of Operations

Defining terms and conditions

What's your personality style exercise

(What Style R U)

- four personality styles that Mark has accrossed

- Driver, Analytical, Amiable and Expressive

- each style has pattern of action

- they act or react to certain keywords

- behave your styles

- i'm neither good or bad, they're just behaviour styles

- we need to relate to as many people as possible

Social Scale

- Reserved (up), Dominant (tell) (right), Outgoing (down), Yield (ask) (left)

- how we show ourselves to the world (vertical)

- intereact with each other (horizontal)

45 degrees angle sitting - not confrontational

- Analytical (reserved and yielding dimensions)

- Driver (reserved and dominant)

- Amiable (outgoing yet yielding)

- Expressive (dominant and outgoing)

We should be in the middle (in the intersection)

- requires a lot of discipline

- painful process

- At the end of the day, they buy you

- don't take yourself too seriously

Identifying the driver +VE characteristics: planner, goal setter

(-VE) characteristics: insensitive, easily bored

Powerful words: go for a decision - best, money, powerful, first, fast, quickly,

Analytical - very logical, good listener, rational, proscrastinator, closed to new ideas, hates overt
persuasion, loves statistics, search for inaccuracies, thoughtful, formal and disciplined, slow to
trust, subtle, deliberate, demands evidence, requires guarantee,

Influencing the analytical - proof, evidence, facts, figures, reason, safe, tried and tested, logic,
research

Amiable - good listeners, dependable, friendly, passive, gentle, thoughtful, people oriented,
quiet, easily influenced, cautious, submissive, slow to trust, requires proof, relies on outside
approval, hates pressure, dislike change

Power words: security, safety, guaranteed, reliable, popular

Expressive - responsible, talkative, very sociable, friendly, impulsive, relishes new ideas,
creative, time wasting, undisciplined, poor time keepers, enthusiastic, makes rapid decision,
disorganized, lazy, impulsive, gullible, easily lead, impatient, emotional, nostalgic, over
generalizes

Power words to influence: fun, easy, trouble free, enjoy, appreciate, simple, convenient,
inexpensive
Analytical buyer: do not be pushy, take your time, action rather than words, give details, stick
to specifics, don't overstate, discuss reasons and ask 'why' questions

Amiable buyer: be friendly, seek common ground, talk about hobbies, find out about personal
interests, be patient, give personal assurance, take your time to be agreeable, focus discussion
on 'how', demonstrate low risk solutions

Expressive buyer: ask open questions, keep the pace- don't make them bored

Keep sunmarizing, work out specifics on points of agreement, try short, fast moving experience
stories, get commitment today

10 days, 10 days follow-up, 10 days another follow-up

Driver buyer: be assertive, use eye contact, discuss actions and results, keep it to the facts, get
to the points fast, tell him what's in it for him up front - talk benefits, learn how to say no

Beware of silent cues - be observant.

***Jeremiah 29, Galatians

12 quick procrastination killers:

1. Get started

2. break the task down into manageable chunks

3. use your time gaps

4. important tasks first

5. reward yourself for doing it and not procrastinating

6. start in the middle

7. give yourself more time

8. simplify it

9. do nothing!

10. Delegate it

11. involve someone else

12. use your leisure time for leisure

*Google 'kanban'

Module 2: Features, Advantages, Benefits

*Listening

*Are you eager to talk about your solution?

*Not being interested on your solutions but being understood

*listening is the toughest task for sales people

*Are you thinking about your answer rather than listening?

*do you frequently interrupt?

*Do you talk more than you listen?

*One minute goals

*15-20 minutes presentation

*30 mins listening - Q&A

*Selling cars - let them experience what they're going to get into

*do you jump in and finish customers questions?

*just shake the tree, the fruits will go down eventually, just keep shaking

How to listen better?

1. Stop talking

2. give your customer your undivided attention

3. notice your customer's tone of voice and body language

4. take detailed notes (Tip: take notes using the customer's exact words and phrases)

5. repeat what you think you've heard (paraphrase)

6. ask insightful questions to understand your customer's needs

* Always sell high value items with the client's wife present

* features vs benefits

***A feature is what a product or service is or a part or element of it is (example: moulded

covers)

***A benefit is what a product/service does for or means to, a customer (example: maximum
comfort)

***Always talk benefits

Beware of information dumping - X

SO WHAT???

*we have stores all over the world

*this phone holds 2 sim cards

*this delivers 900 bytes per channel

*the car is equipped with XR tracking

*this is complete with accessories

The power of questions

- sometimes more powerful than teaching and preaching

- we cannot avoid the power of questions

Professional Selling Skills

- ...asking series of questions in a specific order so as to find out your customer's needs

People don't buy what they need

People buy what they want

Behind all human behaviours there are twin motivators: the need to avoid pain and the desire
to gain pleasure

Research shows that the strongest motivator: people will do anything to avoid pain

Who is control of any conversation? - the person asking the questions

*The royal path of sales is to get them buy

*questions, questions, questions

*get them engaged

*asking questions is three times more expressive than presentation skills

*listening does not mean waiting to interrupt

*understand two main types of questions:

*open questions - cannot be answered by yes or no, starts with WH and H questions; bring out
facts, opinions and suggestions from your clients

*closed questions - can answer with yes or no

*battleship game, page 18, book 2

Getting customers talking

1. Get them talking about themselves using the following open questions because they love it -
what, why, where, when, who and how

2. Use TED questions to get them to open up even more

"Tell me about..."

"Explain to me more about.."

"Describe to me how..."

TED - Tell, Explain & Describe

*throw the question

*enjoy the tension, the silence

*let the client talk, slow cook them

*let them talk

*take notes and paraphrase

*do not sell yet, keep the tension, ask more open questions

Open technique/Open question selling - about asking questions in particular order so that you
both lead yourself and the customer toward a mutually beneficial solution

*Operational questions- understand your customer's situation

*probing questions - uncover your customer's biggest problems

*effect questions- explode the problem into other areas of business

*nail down questions - direct customer towards discovering your solutions

*People really love to talk about their pain

*Do not shoot them all at once

*Make them feel interested

*Reeducate your customers

*Hot needs must be met

*Meet the need then upsell later

*Warm needs are not yet strong needs and turn them into hot needs by asking questions

*Hot need - urgent need

*good effects questions - hold up and do not provide solutions right away

-around saving money, family members, friends, personal image/look and time & convenience

OPEN questions - Operational, Probing, Effect and Nail down

Do not offer your solutions yet - ask nail down questions first. Get the customer uncover and
think of solutions themselves

Nail down questions are more effective when asked with an open heart and buddied up with
warm gestures/body language

Never give discount right away

Make them wait and take a short break

Come back and extend the process

Write down homeworks for you and your client, leave the paper and take a picture of the
task/homework notes then meet again after 10 days

Get the decision makers in, bring them to the table

Why we get objections?

1. Custoner misunderstands something you've said

2. customer feels pressured

3. customer is not convinced about your claims

4. customer hasn't yet made up his mind

5. customer has to go back and justify his buying decision to others

6. customer wants to make a buying decision

7. customer is looking for additional benefits

Resist the temptation to interrupt and justify

Listen to the objection, paraphrase and summarize and move in for the close