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Presents
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Offering Dessert in Client Centered Meetings
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So you’re going to have eye surgery?
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Looking for a great financial planner?
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Three Strategies for Double Digit Growth
Strategy #1 – Identify your “A” clients and super – please them
Strategy #2 – Identify your “B” clients and turn them into “A” clients
Strategy #3 – Look into the marketplace and find prospects like your “A” and “B” clients.
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Objectives Client centered meetings Spirit of cooperation Listen more effectively Better communicate Offer dessert Gaining commitment for the right solutions
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A New Attitude
Old Paradigm New Paradigm
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Two Attitudes
Old ParadigmI just bill by the hour.
New ParadigmI’m here to help you succeed.
Waits for the client to call Proactively connects with clients
Demonstrates capabilities Asks questions
Solves problems I see Uncovers solutions
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Three Behaviors…
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Time and Tension Model
Time
Low
High
Trust Tension
Relationship tension is the
feeling of anxiety or
discomfort we have about
other people.
Trust
Tension
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Relationship Tension
Your goal is to decrease relationship tension as fast as possible to promote a good
business conversation
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Relationship Tension
High Low
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What can be done to reduce relationship tension?
Connect
Reason for Meeting
Ask Questions
Listen
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Reason, Process, and Benefit
Reason: Why are we meeting?
Process: How do we proceed?
Benefit: How will we both benefit from spending this time together?
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Skills Practice
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Word Association – Selling is__________?
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Principles of Cross Selling
1. Cross selling is the most cost effective and proven method…2. Cross selling can only be accomplished if there is strong
teamwork.3. Cross selling can only be accomplished if there is an
understanding of the firm’s menu of services.4. Cross selling can only be achieved if there is a strong
relationship built on trust and mutual goals and objectives.
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The Law of the LadderAt the Top of the
Ladder Price Resistance
Decreases There is Little or
No Competition
At the Bottom of the Ladder
Price Resistance is intense
Competition is fierce
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Cross Selling Process
Internal1. Know your firm’s menu
of services2. Tell others what you do3. Know what others do4. Have a client success
story5. Know buzz words and
have questions to ask
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External1. What services is the
client using now?2. What services could
they use?3. Cycle Selling
1. Clients2. Referral Sources3. Centers of Influence
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List of My Firm’s High Value Services
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Know your firm’s menu of services
Partner / Manager
Services
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SPEED Model
Objective FocusSituation Current Status
(Have)Problem Uncover problems and
needs
Expansion Build on the problem and create a desire to change
Exploration Develop Solutions
Discovery Advancing Commitment
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Situation
Who provided this service?
Benefits to the client?
Services they could be using?
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Problem
Problems in the marketplace
Anticipate problems the client may face
No Problem…No Sale!
What other problems?
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Expansion # 1 Problem?
How serious?
Super size the pain!
LISTEN and respond to their concern
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Exploration
Right Solution
Receptive
Pay more for wants
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Discovery
Advance Commitment
Pricing Discussion
Terms and Conditions
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Buying Conditions
Internal - Buying Decisions- Price, Payment Ability Features- Quality Standards
External - Industry Trends- Economy- Exchange Rates- AR/AP- Potential M & A’s
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Brian Tracy How to Listen
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Listening
….Is suspending one’s own judgment to really understand what someone else is meaning
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List the skills of a good listener
Think of people you believe consistently listen well. What are some common traits they share?
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Listening Skills
Restatement of your understanding
Listen with… Heart first Eyes second Ears third
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Skill Practice #2
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Offering Dessert
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Cycle Selling
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ClientService Matrix
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Centers of Influence
List ideas on how to expose your Centers of Influence to your services
List 5 Centers of Influence that you will tell about your high value services
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Develop Solution, Application and Benefit Statements
Solution: What is it? (service)
Application: How does it solve the problem?
Benefit: What does it do for the Client?
Communicates why a client should use this service
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Skill Practice #3
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Learning Points
Time and Tension Model Ladder of Trust Reason – Process – Benefit Statements (RPB’s) SEED Model Offering Dessert The Satisfied Client Story to Gain Commitment
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Thank You!