presented byVince Espositostricklandgroup.sandler.com

Sequence of Our Time Together

Active listening

Know Your Audience

Change the Dynamic

Separate yourself from the crowd

It Is Not About You!

• Largest Complaint Harvard Business Review Study “Sales people do not listen ”

• Know Your Audience• Pattern Interrupt• Active listening

Paraphrasing Restatement

• 3 Elements of communication

It’s Not About You!

• 30/70 Rule! “About Them” Not Me!

• Take Off Pressure Don’t Be So Eager

• Know your audience

• Your value as a sales professional (and ultimately your success) is determined more by the amount of information you gather rather than by the amount of information you dispense

The Art of Upfront Contracting (UFC)

• The UpFront Contract is all to your advantage• Interrupts the pattern – throws the prospect off

balance• Gives you control – the prospect is comfortable

and feels in control• It is Painless, Honest & Effective

Elements of A UFC Contract

A “appreciate” your timeN naturally you have ?’s of “me”O obviously I have ?’s of you” T typically 2 things happen

No is OK!Or we decide next steps

Thank You

Next Steps

Productive

Client Agenda

Your Agenda

Rule: Begin and end everyMeeting with an UFC!

Elements of Communication

• Words __%

• Tonality __%

• Body Language __%

7

3855

Know Your Audience

CC DD

II

Dominant

Influencer Stable Relator

Cautious Thinker

SS

Copyright 2005 –Extended DISC N.A. Inc

How to identify C – style: How to identify D – style:

How to identify S – style: How to identify I – style:

• Precise, exact, analytical• Logical, systematic• Quiet, does not express emotions• Careful, formal, disciplined

DO:• Give detailed information• Answer questions patiently• Give time to think and decide

DO NOT:• Keep information to yourself• Pressure for immediate decisions• Be too chatty

Know Your Audience

• Decisive, tough, impatient• Strong-willed, competitive• Demanding, independent• Direct, does not listen

DO:• Give immediate feedback• Concentrate on subject• Maintain result-orientation

DO NOT:• Frustrate his/her desire to take action• Restrict his/her power• Spend time on non-essentials

• Calm, steady, laid back• Careful, patient, amiable• Listens carefully, sincere• Modest, indecisive, trustworthy

DO:• Slow down, take your time• Provide assurances and support• Give enough time to decide

DO NOT:• Be restless, pressure for action• Make sudden changes• Fail to deliver on the promises

• Sociable, talkative, open• Enthusiastic, energetic• Persuasive, spontaneous, impulsive• Emotional, talks more than listens

DO:• Show enthusiasm, smile chat• Focus on the positive, make it fun• Let him/her talk

DO NOT:• Put down his/her enthusiasm• Focus on the details• React negatively; remain positive

• Lack of focus – your thoughts are elsewhere

• You think you know what will be said next (finish sentences)

• Feel you already know the situation before they tell you everything

• No signs of listening (Non Verbal Skills)

• Distracted – by the environment

• Thinking about what you are going to say next

Ineffective Listening Habits

Active Listening Phrases

• It Sounds Like…

• What I hear You Saying…

• Let Me Make Sure I have this clear…

• I want to make sure we are on the same page…

• Just so I understand let me repeat what I just heard…

Establishing Relationships

Clients are more knowledgeable and less trustingKnow your audienceWhat people rememberPeople want to be heard and understood

All things being equal, people will do business with, and refer business to, people they

It’s Not About You –Key Strategies

• Get client comfortable

• Know your audience

• Start having 30/70 meetings

• Take the pressure off (UFC)/Pattern Interrupt

• People buy from people they know, like and trust.

Sandler Training• Our Clients Say It Best:• “"After more than a decade of working together, Sandler's superb sales and

sales management training programs continue to deliver the edge we need.  Your most recent prospecting seminar produced another big surge in appointment levels for the attending regions. Sandler's overall training efforts continue to earn an astounding 93 percent approval rating!"

• “Put simply, Sandler makes our sales personnel look very different to prospects than our competition, which are using a potpourri of classic sales pitches.”

• "What the Strickland Group and Sandler taught us was to really take charge of the sales process. We wanted the sales team to own it and set the marks and Sandler has helped tremendously!"

• WWW.STRICKLANDGROUP.SANDLER.COM• vespo@sandler.com Phone # 502-454-5454 Ex 3