creating positive user experiences through technology - paul kenny

Building value throughMarginal GainsPaul Kenny

The life of a Sales Coach

Why we Win/Lose

Sales

Zone Of Uncomfortable

Debate

Big Ticket SellingStrategic Selling

SPIN Selling

High Trust Selling

Solutions SellingChallenger Sales

USEFUL QUESTIONS

Three insights• All value exists only in

the mind of the buyer• Few (if any) purchasing

decisions are rational• Our perceptions of

value are driven by many different factors

5 Key Battles

First Impression

Insight & Understanding

Air Time

Credibility

Relationship & Rapport

Sales Super Powers

Habits That MatterUnderstand “Value”

Dialogue

Ask For Commitment

Manage Resistance

Share Stories

Creative Empathy

The ability to appreciate and anticipate what a customer might value and to find a way of creating

value early in the sales process

Dialogue

The ability to build a detailed understanding of the need behind the

need

Engaging Stories

The ability to communicate our capabilities in a meaningful, relevant

and memorable way

Gaining Commitment

Our ability to build value by getting the client to make continuous commitments to address their

needs.

Managing Resistance

The ability to add value by addressing inevitable concerns worries and doubts in a

credible way

Finally

Never underestimate the value created by a thoughtful and well

executed sales process.

paul@oceanlearning.co.uk@paulkennyOL