Creating Positive User Experiences Through Technology - Paul Kenny
Download as PPTX, PDF0 likes736 views
This document discusses key insights and strategies for building value in sales. It outlines three insights: that value exists only in the mind of the buyer, few purchasing decisions are rational, and perceptions of value are driven by many different factors. It then discusses five key battles in sales: first impression, insight and understanding, air time, credibility, and relationship and rapport. Finally, it outlines five sales super powers or habits that can help create value: understanding value, dialogue, sharing stories, asking for commitment, and managing resistance.
Creating Positive User Experiences Through Technology - Paul Kenny
- 1. Building value through Marginal Gains Paul Kenny
- 2. The life of a Sales Coach
- 3. Why we Win/Lose Sales
- 5. Zone Of Uncomfortable Debate
- 11. Three insights • All value exists only in the mind of the buyer • Few (if any) purchasing decisions are rational • Our perceptions of value are driven by many different factors
- 13. 5 Key Battles
- 14. First Impression
- 16. Air Time
- 17. Credibility
- 20. Habits That Matter Understand “Value” Dialogue Share Stories Ask For Commitment Manage Resistance
- 21. Creative Empathy The ability to appreciate and anticipate what a customer might value and to find a way of creating value early in the sales process
- 22. Dialogue The ability to build a detailed understanding of the need behind the need
- 23. Engaging Stories The ability to communicate our capabilities in a meaningful, relevant and memorable way
- 24. Gaining Commitment Our ability to build value by getting the client to make continuous commitments to address their needs.
- 25. Managing Resistance The ability to add value by addressing inevitable concerns worries and doubts in a credible way
- 26. Finally Never underestimate the value created by a thoughtful and well executed sales process.
Editor's Notes
- #2: developed sales, management and personal development training programmes for companies in Europe, North America, Africa and Asia. providing coaching and L&D design, organising conferences and doing a spot of investing in interesting projects. Selected because of his insight into the market and the business of software.
- #3: The study of critical conversations i.e. sales conversations
- #4: Three difficulties Sales is a big word….describes the result and sometimes the process but not the nuance of the conversation.
- #10: These Questions are provided to give you a framework for discussion Winning business is always about beating the competition, (which may just be the status quo) The good news is you only have to win it by a nose
- #21: Value The Job that the product does not features and benefits Dialogue = Unselfish Questioning