2 Key Steps to Your Benefit Statement

STEP 1

What is their IDEAL outcome from this situation?

STEP 2

What is their greatest concern if STEP 1 is not achieved?

LAPAC to Handle Objections

Signposting

WIN Call Structure

1.
W

1.
WELCOME

2.
I

2.
IDENTIFY & UNDERSTAND

3.
N

3.
NEXT STEPS

9. 4 Key Stages of Active Listening

PREPARE

Clear your mind of other thoughts

Remove any physical distractions

Mindset of ‘listen to understand’ not ‘listen to respond’

Get in the zone

ENGAGE

Stop talking

Put the other person at ease

Be patient and allow more time for answers

Allow the person the chance to speak

LISTEN

Listen to the tone

With your eyes (if face-to-face)

Ask yourself – what is not being said?

Take notes

WAIT to speak

CONFIRM

Probe for clarification

Recap and summarise

Play back the other person’s words and language

Check before moving on

Follow up

Body Language & Amy’s Power Pose

VSTEP

VOLUME

SPEED

TONE

EMPHASIS

PAUSE

Getting the most from this programme…

Have mobile device to hand and be logged in to the portal…

Thinking outside the box…

Sharing…

Great idea… mind if I take it…

Honesty mirror…

E + R = O

Event + Response = Outcome

Nurture, Deepen & Review

The Resource vs Opportunity Matrix

The Resource vs Opportunity Matrix – ‘Z-Shift’

Execution

Client Alignment Matrix

Present Solutions & Close

IDB^TM – Present Solutions

Strategic Understanding

Client Snapshot

IDI^TM Needs Exploration

Client Engagement

Perception Ladder

Trust Equation

Value Proposition

Identify, Qualify & Approach

Mindset, Attitude & Planning

ODO^TM – Optimum Desired Outcome

What do I/we want to achieve?

What are my/our conditions of success?

What do I/we want the client to say, think or feel after the meeting has finished?

The Resource vs Opportunity Matrix

The Client Alignment Matrix

LAPAC

IDB

IDI

The Client Snapshot

ODO

Optimum Desired Outcome and the three questions you need to ask yourself are…

1

What do I want to achieve?

2

What are my conditions of success?

3

What do I want the other person to say, think or feel afterwards?

Value Proposition

The Trust Equation

The Perception Ladder

Client Meetings Preparation Template

Strategic Sales Development

Learning Portal

What is their IDEAL outcome from this situation?

What is their greatest concern if STEP 1 is not achieved?

PREPARE

Clear your mind of other thoughts

Remove any physical distractions

Mindset of ‘listen to understand’ not ‘listen to respond’

Get in the zone

ENGAGE

Stop talking

Put the other person at ease

Be patient and allow more time for answers

Allow the person the chance to speak

LISTEN

Listen to the tone

With your eyes (if face-to-face)

Ask yourself – what is not being said?

Take notes

WAIT to speak

CONFIRM

Probe for clarification

Recap and summarise

Play back the other person’s words and language

Check before moving on

Follow up

What do I want to achieve?

What are my conditions of success?

What do I want the other person to say, think or feel afterwards?