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Situational Selling: Who Am I? Who Are They?

Situational Selling: Who Am I? Who Are They?. Let’s Meet Chuck . Sales Background: 20 years in sales related fields Vice President Sales For Three Major Co’s Nissan Top 25 Salespeople 3 Yrs Designed & implemented sales infrastructures. Let’s Meet Chuck . Member: NSA, COACHU, AU

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Situational Selling: Who Am I? Who Are They?

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  1. Situational Selling:Who Am I? Who Are They?

  2. Let’s Meet Chuck • Sales Background:20 years in sales related fields Vice President Sales For Three Major Co’s Nissan Top 25 Salespeople 3 Yrs Designed & implemented sales infrastructures www.chuckbauer.com

  3. Let’s Meet Chuck • Member: NSA, COACHU, AU • 100'sSeminars Since 1988 • Shared The Stage With: Norman Schwarzkopf, Brian Tracy, Mark Victor Hanson • Personal Interest: Trophy Bass Hunter, Private Pilot, Body Builder www.chuckbauer.com

  4. Situational Selling Adjusting Our Personality Style To Match Our Clients:Different clients require different approaches www.chuckbauer.com

  5. Why Learn Situational Selling? • Salespeople work hard, not hard • Not understanding personalities cost revenue • Lose sales because we identify with only “us” • We “pitch” how we want to be “pitched” too • Salespeople don’t know how to build “intimacy” • Most personality programs are too analytical www.chuckbauer.com

  6. Situational Selling Benefits • Make more money and work less • Close sales normally missed • You’ll identify with all types of clients • “Pitch” how the client wants to be “pitched” too • Build “intimacy” with clients • Sales Distinctive - easy program – unlike others www.chuckbauer.com

  7. Situational Selling • Effect you personally as well as professionally! www.chuckbauer.com

  8. Situational Selling: Martson’s Model You can motivate people. • People do things for their reasons. • An overextension of one's strength becomes a weakness. • If I understand you better than you understand me, then I can control the communications. • If I understand you better than you understand yourself, then I can control you. www.chuckbauer.com

  9. Make The Best Out Of Situational Selling • Open mind – be flexible • Take notes -interact & participate • Master most of the content • Implement what you learn • Use discussion board @ www.chuckbauer.com • Thankful A millionaire I know once said . . . www.chuckbauer.com

  10. Situational Selling INSANITY Keep doing what you have been doing and expect things to change. www.chuckbauer.com

  11. Who Am I? Who Are They? • Four Distinct Personalities • Directors • Socializers • Relaters • Thinkers www.chuckbauer.com

  12. Celebrate The Differences In All People • Left brain - right brain • Logic & ego versus feelings • Handshake or hug? • Sit shoulder to shoulder? • Sit across? • Say "think" or "feel” • Tells vs. asks? The Secret Question? www.chuckbauer.com

  13. Who Am I? Who Are They? - Quick Glance • Director - Controls / Tells / Ego • Pres. Bush / Geo Steinbrenner • Primary Question? What?15% • Socializer - Tells / Feelings • Richard Branson / Princess Di • Primary Question? Who?15% • Relater - Asks / Feelings • Oprah / Kofi Annan • Primary Question? Why?60% • Thinker - Controls / Asks / Ego • Greenspan / Mozart • Primary Question? How?10% www.chuckbauer.com

  14. Situational Selling: In House Exercise Director Socializer Relater Thinker Name: Style? Clues? Strength? Improve?Unique? www.chuckbauer.com

  15. Situational Selling • Debrief & Break www.chuckbauer.com

  16. Director Traits • Strength's: Leaders • Weakness: Impatient • Decisions: Decisive • Fear: Hustled • Needs: What/When/Costs • Movement: Options • Satisfaction: Record www.chuckbauer.com

  17. Socializer Traits • Strength's: Persuading • Weakness: Disorganized • Decisions: Spontaneous • Fear: Rejection • Needs: How it enhances status • Movement: Incentives • Satisfaction: Regular contact www.chuckbauer.com

  18. Relater Traits • Strength's: Listening • Weakness: Indecisive • Decisions: Together • Fear: Sudden changes • Needs: Personal affect • Movement: Personal assurances • Satisfaction Regular Contact www.chuckbauer.com

  19. Thinker Traits • Strength's: Organization • Weakness: Perfectionist • Decisions: Deliberate • Fear: Mistakes/Criticism • Needs: Justify it logically • Movement: Data and documentation • Satisfaction Specific timetables/clarity www.chuckbauer.com

  20. Mix & Match Exercise The purpose of this activity is to talk with as many people as possible within a 10 minute time period and gather as many clues as possible in an effort to determine their own styles. www.chuckbauer.com

  21. Director Sales Strategies • Focus on task; be prepared & organized • Explore results & time restraints • Compliment them on accomplishments • Let them take the lead • Argue w/ conviction: Remember “Geronimo” • Back up everything w/ facts www.chuckbauer.com

  22. Socializer Sales Strategies: • Show enthusiasm, let them set the pace • Explore their dreams • Tell personal stories • Emphasize uniqueness • Involve as many senses as possible • Help them make a spontaneous decision www.chuckbauer.com

  23. Relater Sales Strategies: • Talk warmly & informal - build trust • Explore their work & needs • Use open ended questions • Emphasize harmony, safety, teamwork • "How do you feel about...?" • Provide direction and assurance • Make collaborative decisions www.chuckbauer.com

  24. Thinker Sales Strategies: • Avoid social talk, appeal to “Greenspan” • Explore expertise, objectives, concerns • Ask "bullet" questions • Emphasize accuracy, reliability • Provide documentation on options • Make deliberate decisions • Present worst case scenario www.chuckbauer.com

  25. Quick Glance/Traits • Thinker Organizer Perfect Deliberate Mistake Logically Data Timetable • Socializer Persuading Disorganized Spontaneous Rejection Status Incentives Contact • Relator Listens Indecisive Together Changes Personally Assurances Contact • Trait Strength: Weakness: Decisions: Fear: Needs: Move: Satisfied: • Director Leader Impatient Decisive Hustled What Options Record Tell me about you? www.chuckbauer.com

  26. Who Am I? Who Are They? • Debrief www.chuckbauer.com

  27. Positive Get to the point Give clear feedback Concentrate on task Help others focus Encourage organization Identify inconsistencies Negative Impatient w/ ramblers Jump ahead Reach conclusions Get distracted Critical Minimize feelings Directors Listening Characteristics www.chuckbauer.com

  28. Positive Manage & save time Set time requirements Set guidelines for meetings Discourage wordy speakers Give clues when time is wasted Negative Impatient w/ time wasters Interrupt Time affect concentration Look at watch or clock Limits creativity by time pressures Socializer Listening Characteristics www.chuckbauer.com

  29. Positive Care & concerned Non-judgmental Identify emotional state Want relationship Notice moods of other’s Negative Over involved w/ feelings Avoid seeing faults Internalize Overly expressive Non-discriminating Relater Listening Characteristics www.chuckbauer.com

  30. Positive Value data Test everything Encourage others support Welcome complex info Look at all sides Negative Detail orientated Intimidate others Minimize non-data info Discredit non-experts Long decision making Thinker Listening Characteristics www.chuckbauer.com

  31. Words/Statements To Use Appreciate Respect Agree Okay May I comment? Recommend Because Yes And Honor Challenge I'm sorry My apologies Building Intimacy www.chuckbauer.com

  32. Words Not To Use Can’t Possibly Try Maybe Yeah or yeah but But Whatever Decreasing Intimacy • Problem • Um • I dunno • If • Hey or Hey you • I'm busy www.chuckbauer.com

  33. Situational Selling • Self Assessment www.chuckbauer.com

  34. Sidebars • Chuck’s Purpose Statement:"My purpose is to contribute to God & Mankind by utilizing the utmost in values and integrity, while offering wisdom with everyone I come in contact with." • Chuck’s Action Statement:"Set the example by exceeding the standards!" • Chuck’s Most Favorite Quote:"You become the average sum of the five people that you associate with." -- Jim Rohn www.chuckbauer.com

  35. Recommended Books http://www.chuckbauer.com/Booklist.asp www.chuckbauer.com

  36. What They Remember Counts! Attraction In Action It's As Easy As One, Two, Three! Ten Ways To Be Attractive Thank-You's Advance Intimacy! Listenable Rate Of Speech GOALS... Set 'Em and Get 'Em! We Have A Long Way To Go! Questions That Advance Intimacy Eat to Live! A Tribute to Jim Rohn Special Tribute To My Dad Empower With A Personal Website Say What? Pay A Buck! Stop Internet Pollution T.I.P.S: To Insure Prompt Sales The CQQkie Man Strikes Again! Chuck's Articles Watch for Chuck’s upcoming book: AttractionMastery www.chuckbauer.com

  37. Situational Selling: Additional Tools • Quick Glance Charts • Closing Strategies Sheets • Behavioral Flexibility Chart www.chuckbauer.com

  38. Situational Selling • Final Debrief www.chuckbauer.com

  39. Where do we go from here? Please fill out evaluation & turn in to front of room! • Web: www.chuckbauer.com • E: chuck@chuckbauer.com • Cell: 972.740.4559 • Articles: www.chuckbauer.com • Services: Seminars & Keynotes Business Consulting Executive Coaching www.chuckbauer.com

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