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Sales Concepts and Apps

Sales Concepts and Apps. Trust and Service in Sales. Trust. Trust is the basis for all relationships Jeffrey Gitomer. Trust-Based Selling. Principles of Trust-Based Selling Buyers do business with people who genuinely care about them. Customers screen providers and choose

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Sales Concepts and Apps

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  1. Sales Concepts and Apps Trust and Service in Sales

  2. Trust Trust is the basis for all relationships Jeffrey Gitomer 2

  3. Trust-Based Selling • Principles of Trust-Based Selling • Buyers do business with people who • genuinely care about them. • Customers screen providers and choose • someone they trust when they buy. • • "Trust-based selling" focuses on the buyer's • needs rather than the seller's needs. 3

  4. Trust-Based Selling Principles of Trust-Based Selling • Trust-based relationships add value by reducing costs and increasing revenue. • The building blocks of trust are client focus, a spirit of collaboration, long-term perspective and transparency. • The five steps of trust creation are "engage, listen, frame, envision and commit.“ • Some people, industries or firms are more open to trust-based relationships. 4

  5. Trust-Based Selling Principles of Trust-Based Selling • If winning is your main objective, you will sacrifice other benefits such as higher long- term profitability. • If you use trust as a sales strategy, you will appear insincere and devious, and you'll be less effective. • Companies reduce risk by using structured purchasing procedures. . 5

  6. Trust-Based Selling The Two Steps of Purchasing Trust-based selling requires you to develop your customers' trust through your actions.  Trust-based relationships add value by reducing costs and increasing revenue. . 6

  7. Trust-Based Selling Trust 101 The Four Building Blocks of Trust Client Focus Collaboration The Long-Term View Transparency . 7

  8. Trust-Based Selling The Five Steps of "Trust Creation“ Engage Listen Frame Envision Action . 8

  9. Trust-Based Selling Consider the Pitfalls “The Elevator Speech” The Problems with the ABC’s Invest a Little Time . 9

  10. Trust-Based Selling Winner May NOT Take All Negotiating from Trust An Attitude Adjustment . 10

  11. Trust-Based Selling Buyers Beware You Can’t Measure it . 11

  12. The Speed of Trust • The One Thing That Changes Everything • Stephen Covey • The “Four Cores of Credibility” are integrity, intent, • capability and results. • The “13 Behaviors” are ways to act that express • and develop trust. • Trusting others is a way to build trust, but trust is • not gullibility. Exercise good judgment when you • decide whom to trust and how much. • . 12

  13. The Speed of Trust • The One Thing That Changes Everything • Stephen Covey • Trusting others is a way to build trust, but trust is • not gullibility. Exercise good judgment when you • decide whom to trust and how much. • You can repair broken trust and make it even • stronger than the original trust. • When others break trust with you, be slow to judge • and quick to forgive. • . 13

  14. The Speed of Trust • Self Trust • Integrity • Intent • Capabilities • Results • . 14

  15. The Speed of Trust !3 Behaviours based on the four core attributes of credibility Talk straight Demonstrate respect Create transparency Right wrongs . 15

  16. The Speed of Trust 13 Behaviours based on the four core attributes of credibility 5. Show loyalty 6. Deliver results 7. Get Better 8. Confront reality . 16

  17. The Speed of Trust 3 Behaviours based on the four core attributes of credibility 9. Clarify expectations 10. Practice accountability 11. Listen first 12. Keep commitments 13. Extend trust . 17

  18. Benefits of Likeability • Likeable people bring out the best in others. • Likeable people get recognized. • Likeable people outperform. • Likeable people enjoy better health. 18

  19. 4 Elements of Likeability Friendliness Relevant Empathy Realness 19

  20. How to Raise your L-Factor • Friendliness • - Develop a friendly mindset and communicate • friendliness • Relevance • - Connect with others interests, needs and wants • Empathy • - Show an interest in how others feel, experience • and respond to their feelings • Realness • - Be true to yourself and others, share your • realness 20

  21. Likeability Assessment 21

  22. Tying It All Together

  23. Tying It All Together • How can the Four Building Blocks of Trust be applied in the golf sales sector? • How can the Five Steps of Trust Creation be applied in the golf sales sector?

  24. The Challenge of Change

  25. Guiding Questions • Why are you changing – i.e. is there need for improvement in creating trust with your customers? • What is in it for you? • What can you do differently? • What tools/support do you have?

  26. Do you have a … • Clear Direction? • Where are you going? • Clear Strategy? • How are you going to get there? • Clear set of Expectations? • What results do you expect?

  27. The Challenge of Change S – Specify M – Measurable A – Appropriate R – Realistic T – Time Bound

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