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Winning & Retaining Clients Mastery & Fluency

Winning & Retaining Clients Mastery & Fluency. Agenda. Opportunities The RAIN Model 12 months SUCCESS in the real world!. Part One Opportunities. Opportunity. See Opportunity. “In the beginners mind there are many possibilities, but in the expert’s there are few” Shunru Suzuki.

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Winning & Retaining Clients Mastery & Fluency

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  1. Winning & Retaining ClientsMastery & Fluency

  2. Agenda • Opportunities • The RAIN Model • 12 months SUCCESS in the real world!

  3. Part One Opportunities

  4. Opportunity

  5. See Opportunity “In the beginners mind there are many possibilities, but in the expert’s there are few” Shunru Suzuki

  6. Harvest the Opportunity

  7. Part Two RAIN framework

  8. The RAIN framework Rapport Aspirations & Afflictions Impact New Reality

  9. Prospect Meeting Final Value Gap

  10. Rapport - Connect Active listening – Discover & reflect Tell stories – Use case studies Show Relevance Balance great questions with suggestions

  11. Aspirations Future seeking Open ended questions Closed end questions Show interest!!! Have passion about what you do

  12. Ailments In the NOW! Uncover PROBLEMS Ask great Questions Balance aspirations & ailments Offer insights & solutions

  13. Aspirations & Ailments Balance Advocacy (Ideas) and Questions Get tuned to the prospect Tell stories to get context and connection

  14. Impact!!! What if? What won’t happen if? Identify the quantified impacts of working with you

  15. New Reality Change your clients world Paint the picture of their new world Specify the value

  16. Your Journey with ClientsWinning & Retaining Clients Webinars Long term Relationship Today

  17. Learning Cycle

  18. Fluency with Prospects & Clients

  19. Working Toward Mastery Achieve Mastery Get Experience Projects Worked On Get Familiar Time Spent

  20. Part Three CAD Partners Partner Development

  21. Success with the New Scheme Initial Training Monthly Review Weekly Contact – Lee Rogers Guidance with Proposals Guidance with Agenda Setting

  22. Agenda Setting - Aspirations Discovering the Future Sit with the client – rapport, understanding, credibility Go through their aspirations Quantify Goals • Sales • Profits • Cash “I have no special talents. I am only passionately curious” - Albert Einstein

  23. Agenda Setting -Problems Problem solving OPPORTUNITIES What are the roadblocks to: • Improved Sales • Cost control • Cost reduction • Profit Improvement • Cash Flow Improvement

  24. See sample proposal & Agenda

  25. Take Aways Self understanding RAIN framework Learning – repeating the cycle Discovery & Synthesis Client Relationships Fluency Mastery

  26. Reading Material • Rainmaking Conversations – Doerr & Schultz • All for One - Sobel • Likeonomics – Bhargava • People Buy You – Blount • Outliers - Gladwell

  27. Winning & Retaining ClientsFluency & Mastery

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