from sales person to facilitator of a buying process
DESCRIPTION
Presentation delivered at Microsoft's WPC2013 in Houston on July 9, 2013. Theme : Forget about being a sales person and focus on being the coach who guides the customer towards siging the order form. Since few of us want to be sold to, but all of us want to buy, it becomes increasingly important to build compelling conversations with the customers and focus on an effective balance between ratio and emotion. This presentation highlights some tips and tricks to do so. Feel free to get in touch with me to discover how the Suppliers of Optimism and Inspiration can coach you in each of the steps.TRANSCRIPT
Doug ElieSeema Galish
Group Access
Intellectual Property Guidelines :The slides and content belong to Hans Demeyer, Supplier of Optimism. The deck can be re-used freely. I would appreciate, however, that, when re-used, reference is made to the author and owner. Thank you in advanceHans
Hans DemeyerSupplier of OptimismCT-Interactive (Belgium)
From sales person to facilitator of a buying process
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Trust 2x when deep expertise about their company
Trust 4x when insights about my industry
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Training by Hans Demeyer – Supplier of Inspiration and Optimism – All rights reserved – [email protected]
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Training by Hans Demeyer – Supplier of Inspiration and Optimism – All rights reserved – [email protected] kor
Training by Hans Demeyer – Supplier of Inspiration and Optimism – All rights reserved – [email protected]
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Training by Hans Demeyer – Supplier of Inspiration and Optimism – All rights reserved – [email protected]
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Training by Hans Demeyer – Supplier of Inspiration and Optimism – All rights reserved – [email protected]
¿𝒄𝒖𝒔𝒕𝒐𝒎𝒆𝒓𝒑𝒓𝒐𝒅𝒖𝒄𝒕
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Training by Hans Demeyer – Supplier of Inspiration and Optimism – All rights reserved – [email protected]
¿𝑬𝒎𝒐𝒕𝒊𝒐𝒏𝑹𝒂𝒕𝒊𝒐
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Training by Hans Demeyer – Supplier of Inspiration and Optimism – All rights reserved – [email protected]
¿𝑬𝒎𝒐𝒕𝒊𝒐𝒏𝑹𝒂𝒕𝒊𝒐
= Action
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for your company
for you
what’s in it
how
what
where
you have people on the road
they need to connect frequently
Office 365 offers unique features to make them more productive
they are often in meetings
get lost in meeting notes
OneNote will prove to be very useful to them
they are most of the time behind a computerTheir tasks are not too complex
You may want to offer….
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How would that make you feel ?
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curiosity
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S C O ERsymptom
scauses outcome resource effect
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Effective facilitators create
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EvaluateSession RK30T
