1. Effective Communication Seminars Ebby Halliday Builder Sales & Service Greater DallasHome Builders Association

2. Effective Communication Seminars

Sell to People the Way they Prefer to Buy

Listen to a Better Customer Experience

Balancing the Sales and Buying Process

Connecting: The Key to a Successful Buying and Selling Relationship

Discovery and Qualifying: The FineArt of Asking Precise Questions

3. Step One Step Two Step Three Step Four Step Six Step Seven Sales is a Process S A L E 4. Sell to People the Waythey Prefer to Buy

Pacing and leading

Language pacing

Body pacing

Speech pacing

Minimal cues

Eye Patterns

5. Balancing the Sales Processwith the Buying Process

You are always communicating

The mind and body are parts of the same system

Ride the horse in the direction its going

The person with the most knowledgewill have the most influence

The map is not the territory

The exception is not the rule

6. Connecting: The Key to a Successful Buying Relationship

Five Step Process

• Attitude

• Presentation

• Rapport Building

• Determining Needs

• Time Strategy

7. Discovery & Qualifying: The Art of Asking Precise Questions

Curiosity and Sincerity

Precise Questions

Decision-Making and Need-to-know Conditions

Five-Step Process

• Ask decision-making questions

• Transition listening

• Ask need-to-know questions

• Listen for buying motivations

• Repeat to verify

8. Building Value Price Is Not The Issue 9. Initially people have a very narrow focus but eventually they need to know everything. Raving Fans Ken Blanchard 10. Four BuildingValueBeliefs 11. Belief One

Customers Mentally Weigh Two Things

12. How much do I have to pay? 13. What do I get for my money? 14. Belief Two

Salespeople cant change the price of their product but they can change the value of their product

15. Price versus Value

Maybe a Sale

16. Price versus Value

No Sale

17. Price versus Value

Sale

18. Belief Three Salespeople make two fatal selling assumptions 19. Customer is aware of benefits 20. Customer is thinking about benefits 21. Belief Four

Features justify a price

Benefits justify a purchase

22. Demonstrating The Competitive Advantage 23. Four Demonstrating Beliefs 24. Dominant Buying Motivation

Convenience

Family

Investment

Prestige/Ego

Belief One 25. Dominant Buying Motivation Present Situation Desired Situation 26. Belief Two

Demonstrating is the art of connecting features and benefits to buying motivations

Family Investment Prestige/Ego Convenience 27. Belief Three

Products dont need arguments; products require demonstrations .

28. Belief Four

You can show more in 5 minutes than you can tell in 1 hour

29. Demonstration Process Four Steps 30. Step One

Ask questions

31. Understand needs, wants, what is important and dominant buying motivation. 32. Dominant Buying Motivation Present Situation Desired Situation 33. Step Two

Organize the presentation

34. Most people can consciously attend to a maximum of five to nine variables at any given time. 35. Step Three

Develop a presentation style

36. Buying Preference

Customers prefer to look first

Customers prefer to compare and contrast what they see to what they have in mind

Customers prefer to ask questions rather than answer questions

Customers prefer to eliminate

initially rather than buy

37. Strategy

Please make yourself comfortable,lookaround,comparewhat you see to what you have in mind.Contrastwhat we offer to what you have already seen or are thinking about. I will be here to answerquestions . Please do noteliminateus if what you see does not meet what you have in mind. We offer more solutions than what Im displaying here.

38. Practice! Practice! Practice! 39. Step Four

Build Value

40. 41. Building Value Process 42. Step One Discover what is important, listen for buying motivation Family, investment, convenience and prestige 43. Step Two State a Feature 44. StepThree Build aBridge 45. StepFour State a Benefit 46. Step Five Link to Buying Motivation Family, investment, convenience and prestige 47. StepSix Gain Agreement 48. Practice Makes Perfect

Dont commit to integrating a new idea into your daily sales process until you fully understand why its important to implement.

Practice the idea for at least 21 days straight.

Give full attention to each idea you are practicing. Dont just practice to practice. Have a specific intent.

Evaluate only the sales skill you are practicing at the time. Stay focused!

Make learning enjoyable.

49.