SMART Sessions Solving Client Problems (0) helping the client reach a solution Solving Client Problems

SMART Sessions Solving Client Problems (0) style  fast paced overview  hints and tips  slides on-line  short exercises  discussions

SMART Sessions Solving Client Problems (0) topics  Listening skills  Situational analysis  Understanding the stakeholder  Generating Options  Making winning recommendations

SMART Sessions Solving Client Problems (0) Listening Skills

SMART Sessions Solving Client Problems (0) Listening styles EEmpathy IInformation RRecommendation CCritical

SMART Sessions Solving Client Problems (0) Buying Steps ‘Selling’ is helping people to move through the Buying Steps Listen so you can understand what step they are at

SMART Sessions Solving Client Problems (0) Situational Analysis

SMART Sessions Solving Client Problems (0) the trust scale trust is key to helping the client to open up how quickly can you get someone you don’t know to trust you? what are the techniques? 0 100

SMART Sessions Solving Client Problems (0) building a relationship =TRUST likecompetence+  RELATIONSHIP means TRUST

SMART Sessions Solving Client Problems (0) problems and solutions

SMART Sessions Solving Client Problems (0) causes & symptoms  it may be more economical to address a symptom than address a cause  if you address a symptom timetable when you are going to address the cause permanent, may be expensivetemporary, may be cheaper

SMART Sessions Solving Client Problems (0) gathering information  make sure you are dealing with facts (numbers)  establish facts / numbers in categories of Certainty  measure where it is economically rewarding to do so  probing questioning: use what where when how why  never accept the first answer you get

SMART Sessions Solving Client Problems (0) Understanding Stakeholders

SMART Sessions Solving Client Problems (0) managing stakeholders  Network, develop a relationship, make them feel important  Report to them (Situation, Problems Resolved, Innovations, Next Steps)  Give them an input into the final solution  Match client levels in the organisation (senior to senior) time canvassing stakeholders can shorten the sales time considerably

SMART Sessions Solving Client Problems (0) stake holder analysis  Stakeholders influence buying decisions  Identify Stakeholders  Judge their attitude and influence  Plot them on the crosswire  Devise tactics to deal with them Influence Attitude High Low AgainstFor

SMART Sessions Solving Client Problems (0) Generating Options

SMART Sessions Solving Client Problems (0) option generation brain storm mind map analogy

SMART Sessions Solving Client Problems (0) Winning Recommendations

SMART Sessions Solving Client Problems (0) worries of the decision maker  Are you credible?  Can you really meet the deadlines?  Will it work?  Is it worth it?  True Cost? / Actual Cost?  Will I always get to work with you?  How long will it really take?  How much other work will it generate?  Can I sell this idea internally?  How will it impact the business and me? people buy if there is no risk

SMART Sessions Solving Client Problems (0) putting your case NUMBERS not opinions short and long term no change, big change, small change low risk and assess progress

SMART Sessions Solving Client Problems (0) structures for documents introduction problem options recommendations risks action to prevent risks next steps introduction background current issues future issues options next steps introduction current situation downside options recommendation benefits next steps informativepersuasive

SMART Sessions Solving Client Problems (0) Solving Client Problems Thank You