1. 1 SALES INTERVENTION SALES INTERVENTION www.osmconsultgroup.com O PEN S OURCE M ANAGEMENT

2. Slides www.paoloruggeri.net www.paoloruggeri.net 2

3. Generating Value 3

4. Comfort ZoneUncomfortable == Consuming valueCreating value

5. «Perspectives and opportunities in the wheat market»

6. Accept a challenge… Take a scary decision

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8. OUT OF THE COMFORT ZONE

9. 9 ATTITUDE ATTITUDE www.osmconsultgroup.com O PEN S OURCE M ANAGEMENT

10. I AM NOT CLOSING CAUSE (I am the source thus I can learn) EFFECT (It is the customer, the market, etc)

11. 11 LOGIC MAKES PEOPLE THINK- EMOTIONS MAKE PEOPLE ACT

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13. Now that you have experienced an emotion you’d be willing to help 13

14. When do people buy? 14

15. People buy (except e- commerce) when: a) They feel their need has been understood b) When they like and are attracted by the salesperson c) When they have experienced an emotion 15

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17. 17 Building the rapport Understanding Real Needs Present the solution Emotion Overcome objections Close Effort

18. 18 CUSTOMER NEED PROPOSAL

19. 19 Подход Интервю Представяне на решението Разрешаване на възражения Затваряне Усилие

20. 20 What the customer buys In order to get a sale, the customer must buy 5 things in sequence: THE SALESPERSON THE COMPANY THE PRODUCT/THE SERVICE/THE PROJECT/THE PROPOSAL THE PRICE WHEN TO DO IT

21. Characteristics of the Great Salesperson Listen with interest Dont do unto others what you wouldn’t want done to you Be a friendly and likeable person (be excited about your work) Be always available outside work hours People have to perceive you really are a hard working person. 21

22. 22 Триъгълник на подхода КомуникацияТочки на Контакт Feeling

23. 23 The Triangle of Rapport By increasing one of the factors, the other two increase as well. By decreasing one of the factors, the other two automatically decrease. During the Interview Phase we would need the customer to have an open communication with us. He has to be willing to tell us all his problems and needs. To bring about that situation we need to expand the triangle with the customer. Communication Points of Agreement Feeling

24. 24 FEELING With «Feeling or Affection» we mean positive emotion, willingness to care about another, positive emotion. It manifest itself with the desire to be near the person for whom we have affection or a good feeling.

25. 25 POINTS OF AGREEMENT What is true for YOU What is true for HIM Common Reality

26. 26 Points of Agreement To establish points of agreement with the customer, we need to discover things we have in common or similar experiences or viewpoints that we both share. We can also find subject matters that we are both interested in and keep talking about them until the triangle is large enough to go to the Phase of Needs Analysis.

27. 27 EXERCISE 1) Write 5 examples of agreement or «points of agreement» among two people. 2) Write 2 examples of people with whom you have very few Points of Agreement and note how is your feeling towards them. 3) On what subject matters could you establish Points of Agreement with the Trainer of this workshop? 4) On what subject matters could you establish Points of Agreement with somebody in the room you barely know?

28. 28 HOW TO BUILD RAPPORT To expand the triangle, the salesperson has to establish some Points of Agreement with the customer. To do that he should : Be interested or curious in whatever he sees or hear from the customer. The «Causative Salesperson» is INTERESTED (curious, eager to know and find out). The «Effect Salesperson» tries to be INTERESTING.

29. 29 A good strategy to build feeling with the customer Observe the customer, listen to him and be curious and interested. Identify something about him that really sparks your interest. Ask him some questions about that.

30. 30 EXERCISE 1) Geometric drawing 2) Exercise the Warm Up/Rapport Phase

31. Exercise With another student you don’t know so well, practice the Warm Up Phase. The other student impersonates a potential customer of your company. You: –A) Introduce yourself –B) Notice something about the other person that interests you –C) Ask questions and keep being interested until the other student gets excited about something 31

32. 32 Warm Up/Rapport The end result of this phase is: A Customer who bought the salesperson and who is ready to talk openly about his problems and difficulties (he gets excited)

33. 33 CUSTOMER NEED PROPOSAL

34. 34 EXCHANGE IN ABUNDANCE

35. 35 TIME TIME www.osmconsultgroup.com O PEN S OURCE M ANAGEMENT

36. URGENT VS. IMPORTANT What is that activity that when done regularly for the next months (years) would make a huge difference for your company/sales activity?

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38. 38 Urgent Non Urgent Important Not Important Quadrant I Crisis Visiting customers Selling Quadrant II Developing new customers/ niches Training and Exercising Building rapport with the 20% Blogging/Marketing/Events Strategic Progress Prevention Marketing Planning/Organizing Quadrant III Some phonecalls E-mail Some meetings Reports/Expenses Customers with low potential Quadrant IV Useless activities you generally do when you’re burned out Checking facebook Surfing the Internet Etc

39. 39 CRISIS Quadrant I Quadrant IV Quadrant III Quad. II Poor Salesperson Time Allocation

40. 40 CRISIS Quadrant I Quadrant II Effective Salesperson Prevention, planning and improvement activities

41. 41 Working on “important and not urgent” activities, the effective salesperson compresses the crisis of tomorrow

42. 42 How to work on Quadrant II 1.Identify the Q2 activities (strategic progress) we would like to get done during the next few weeks. 2.Set aside IRREVOCABLE slots of time in your calendar to take care of such activities. Agenda + drill

43. 43 BONUS BONUS www.osmconsultgroup.com O PEN S OURCE M ANAGEMENT

44. SOMETIMES THINGS ARE NOT AS THEY APPEAR

46. Are the colors of Square A and Square B the same???

48. 19% CONTROLS 85% WEALTH 48

49. MANY OF THE PRACTICE AND ATTITUDES THAT BRING ABOUT PROSPERITY ARE COUNTER – INTUITIVE, THAT IS TO SAY APPARENTLY GOING AGAINST LOGIC

50. THE SCALE OF «PSYCHOLOGICAL HAVE» Having Waste (I can do without) Not Having I cannot lose it I am owned 50

51. You and the emotional energy You & emotional energy + sales strategy +product/service = success 51