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Growing Exchange

Growing Exchange. One relationship at a time Presented by Tracey Edwards. Relationships. Six Step Process : • Prepare • Connect • Consult • Present • Agree • Serve. Prepare. Your goal: Establish and internalize your mindset for success

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Growing Exchange

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  1. Growing Exchange One relationship at a time Presented by Tracey Edwards

  2. Relationships Six Step Process: • Prepare • Connect • Consult • Present • Agree • Serve

  3. Prepare Your goal: • Establishand internalizeyour mindsetfor success • Create a game plan for taking action

  4. Prepare Communication is the key to success! • Top sales people all have one thing in common... the ability to communicate at a high level • Know your story and be able to communicate it to others

  5. Connect Your goal: • Approach in a way that builds trust and rapport How to achieve this goal: • The 3 C's: Curiosity + Commonality + Communication = Connection

  6. Curiosity 1. Stay in curiosity and out of judgment 'Seek first to understand' 2. Break the ice with F.O.R.D. • Family and Friends • Occupation • Recreation • Dreams

  7. Commonality • Dig deeper....ask ‘layering‘ questions • Focus on commonality not selling, You must first earn the right.

  8. Commonality • Listen and Observe 2 ears and 1 mouth for a reason 2. Acknowledge your understanding 3. Adapt your style

  9. Connection Once a connection is established, it can always be strengthened – it’s an ongoing process

  10. Consult Your goal: • Identify the needs, wants, and values of your prospect so you can deliver Exchange in a way that makes sense.

  11. Consult Ask questions: • “Is community service important to you?” • “Do you place a high value on community service?” • “Tell me more about what giving back to the community means to you” • “If we can help you find a place to fulfill your desire to give back to your community, would you consider joining Exchange?”

  12. Present Your goal: • Validateto the prospect • Who, What, Why • Demonstrate how Exchange is of benefit

  13. W.I.I.F.M.

  14. Present Group exercise • What is the Value Proposition of Exchange? • Validation – Who, what, why, how we can benefit the prospect • Make it FABFeatures - Advantages - Benefits

  15. Agree Your goal: • Identify and agree on solutionsthat meet the needs of your prospect • Set mutual expectations about how you both conduct the business of Exchange, and make a commitment to work together

  16. Serve Your goal: • Regularly communicatewith your new Exchangemember and deliver the expected results. • Deliver great results … great service is not enough!

  17. What counts in life is not the mere fact that we have lived, it is what difference we have made to the lives of others that will determine the significance of the life we lead. From a speech for the 90th birthday of anti-apartheid activist Walter Sisulu, 2002

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