AN introduction to The art and science of selling and Events... · 2017-01-16 · The art and...
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The art and science of selling AN introduction to
Transcript of AN introduction to The art and science of selling and Events... · 2017-01-16 · The art and...
The art and science of sellingAN introduction to
The research
221Complex
Purchases
£5.1mRevenue
20%Overspend
Experience
Can real trust ever exist between buyer and seller?
Relationship drivers
The Buyer asks: How will we benefit from the relationship? Benefit was historically related to ‘value for money’ based on the time, cost and performance parameters of the product or service being procured. Increasingly, however, the focus is on achieving efficiencies and economies in delivery of outputs and, hence, achievement of departmental objectives (outcomes)
The Seller asks: How will we benefit from the relationship? Benefit is typically framed relative to a company’s ability to inform or influence decision-making and hence shape or change the company’s order intake, cashflow, profit, reputation, other factors that influence organisational capability and capacity or change the marketplace.
Exploring how we are sold to
What sales methodologies and techniques are you already aware of?
Knowledge itself is power
Most methodologies are based on one side not knowing what is going on. If you know where the sales person is trying to lead you, then you can remain in control of the sale.
How we buy
In the majority of cases, we buy with our hearts, and then justify our decision with our heads
I’ve got a gut feeling…
No logic, No Language
SITUATION PROBLEM
IMPLICATION NEEDS PAYOFF
Spin™sellingSource:SPINSelling,NeilRackham
The type of buyer you are is criticalSource:BuyerProfiles,TheRAINGroup
Controlling buying signals
Body language: smiling, head tilting, nodding leaning forward
Actual Language: Vehemently agreeing and siting examplesAny situation where you are imagining using the product or servicePricing or start dates before solution has actually been nailed down
Controlling the subconscious: Push language
How to use the language of the mind to consistently achieve our specific and desired outcomes.
What is it?
Neuro
Visual
Auditory
Kinaesthetic
Olfactory
Gustatory
Linguistic
programming
The ability to discover and utilise the programmes or strategies that we run (our communication to ourselves and others) in neurological systems to achieve our specific and desired outcomes
Planting ideas through the unconscious
Learning behaviour change is…unconscious
What ever you do, Don’t think about…
Human beings are essentially...
Where in your current role could you use ‘Push Language’?
Closing techniques
Key take-aways
If you can identify the method being used to sell to you then you are more likely to be able to control the sale
The sort of buyer you are has a large impact on your ability to negotiate the best value solution
Controlling your buying signals when interacting with suppliers is critical to gaining value for money solutions
[email protected] | 07921 364296
"WheelSpinner were really insightful and the knowledge gained about the tactics and techniques used within the commercial world
will no doubt prove to be extremely useful. Everyone in a commercial role should attend this course!"
Senior Commercial Manager, HMRC
