smart sessions solving client problems +44 (0) 1926 859 060 helping the client reach a solution...

SMART Sessions

Solving Client Problemswww.goodfoot.co.uk+44 (0) 1926 859 060

helping the client reach a solution

Solving Client Problems

SMART Sessions


style

fast paced overview hints and tips slides on-line short exercises discussions

SMART Sessions


topics

Listening skills

Situational analysis

Understanding the stakeholder

Generating Options

Making winning recommendations

SMART Sessions


Listening Skills

SMART Sessions


Listening styles

E Empathy

I Information

RRecommendation

C Critical

SMART Sessions


awareness

knowledge

liking

preference

conviction

purchase

Buying Steps

‘Selling’ is helping people to move through the

Buying Steps

Listen so you can understand what step

they are at

SMART Sessions


Situational Analysis

SMART Sessions


the trust scale

• trust is key to helping the client to open up

• how quickly can you get someone you don’t know to trust you?

• what are the techniques?

0 100

SMART Sessions


building a relationship

=TRUST

likecompetence +

RELATIONSHIP means TRUST

SMART Sessions


problems and solutions

situation analysis

recommendation

outline plan

options

risk analysis

SMART Sessions


causes & symptoms

it may be more economical to address a symptom than address a cause

if you address a symptom timetable when you are going to address the cause

QA

Quality

Management

QC

situation analysis

recommendation

outline plan

options

risk analysis

permanent, may be expensive temporary, may be cheaper

SMART Sessions


gathering information

make sure you are dealing with facts (numbers)

establish facts / numbers in categories of Certainty

measure where it is economically rewarding to do so

probing questioning: use what where when how why

never accept the first answer you get

situation analysis

recommendation

outline plan

options

risk analysis

SMART Sessions


Understanding Stakeholders

SMART Sessions


managing stakeholders

Network, develop a relationship, make them feel important

Report to them (Situation, Problems Resolved, Innovations, Next Steps)

Give them an input into the final solution Match client levels in the organisation

(senior to senior)

time canvassing stakeholders can shorten the sales time considerably

SMART Sessions


stake holder analysis

Stakeholders influence buying decisions

Identify Stakeholders Judge their attitude and

influence Plot them on the crosswire Devise tactics to deal with

them

Influence

Attitude

High

Low

Against For

SMART Sessions


Generating Options

SMART Sessions


option generation

brainstorm

mindmap

analogy

situation analysis

recommendation

outline plan

options

risk analysis

SMART Sessions


Winning Recommendations

SMART Sessions


worries of the decision maker

Are you credible? Can you really meet the deadlines? Will it work? Is it worth it? True Cost? / Actual Cost? Will I always get to work with you? How long will it really take? How much other work will it generate? Can I sell this idea internally? How will it impact the business and me?

people buy if there is no risk

SMART Sessions


putting your case

NUMBERS not opinionsthe current situation is

the impact is

the options are

the way forward is

short and long term

no change, big change, small change

low risk and assess progress

SMART Sessions


structures for documents

introductionproblemoptionsrecommendationsrisksaction to prevent risksnext steps

introductionbackgroundcurrent issuesfuture issuesoptionsnext steps

introductioncurrent situationdownsideoptionsrecommendationbenefitsnext steps

informative persuasive

SMART Sessions


Solving Client Problems

Thank You

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smart sessions solving client problems +44 (0) 1926 859 060 helping the client reach a solution...

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