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The most useful selling technique I have ever used: EQ in Selling
Fri. 19 May 2017, 9:00 am – 5:00 pm AEST
WIIFM (What's in it for me): Participants will learn the most valuable selling lesson in their life. I have been a director and chairman of over 30 SMEs and many consultants have told me the keys to success are things such as vision, business plans, etc. Frankly most suggestions were BS; the thing that makes a successful business is continuous sales to paying debtors.
Three outcomes for the participants:
Assuming you believe selling is an emotional process you will learn how to discover a prospect’s core emotional drives, how to sell to them and how to close them.
Here are three direct results for me using the technique:
1. In my first year as salesman on quota in 1973, I sold $1.4 million and took the only account from IBM for ICL worldwide.
2. In the last 18 months as General Manager of TNT Payroll Systems, the division won all 15 of its major tenders, when on a market share basis only 1 or 2 wins were expected.
3. As a founder of the early stage Venture Capitalist Nanyang Ventures, we raised $140 million in 3 institutional VC funds which meant $28 million in fees over a ten year period.
PSAQ (prior to attending: All participants complete the PSAQ (Personal Style Assessment Questionnaire) which is a subjective test to establish their dominant and weaker components.
The 7 core EQ components: Each of the seven components is covered in a twenty minute module. The material is reviewed using with several exercises
TOPDOG: Particpants learn to develop empathy by six clues: Talk-Organisation-Position-Dress-Office-Gambit
Video #1: Why people buy different cars
Presentation strategies: Why certain strategies work with one component and not with others and what are the best strategies for each component
Objections: What objections to expect from each component and how to answer the objections and at the same time gaining emotional commitment.
Closing: Which of the seven commitment techniques works best with each component.
Video #2: A visit to seven managers
Potential alienation. What are risk groups for each component?
Video #3: Two case studies of Personality Dissonance in Sales Calls
Besides a 56 page workbook, participants also receive a copy of Empathy Selling: The New Sales Technique for the 21st Century.