Welcome to the IEEE Consultants’ Network Targeted Results, Inc. Seminar How to Communicate Powerfully without Selling L

1. Welcome to the IEEE Consultants’ NetworkTargeted Results, Inc. SeminarHow to CommunicatePowerfully without SellingLed by Ed Weinberg Targeted Results, Inc./Sandler Sales Institute

2. What is the purpose of this meeting? Show you… • How you can be powerful in business without a personality transplant • Your scientific approach to problem solving is not good for selling and what you should do • How to answer, “What do you do?” or begin a conversation with a prospect that will instantly make them interested in talking with you. Targeted Results, Inc./Sandler Sales Institute

3. Targeted Results, Inc./ Sandler Sales Institute

4. How to be likedBonding and Rapport Targeted Results, Inc./Sandler Sales Institute

5. Bonding & Rapport Bonding: Having common qualities that enhance a relationship Rapport: To answer back in a way that is like the initial activity Targeted Results, Inc./Sandler Sales Institute

6. Bonding and Rapport Rules • People like people who are like them • People like to be with people who are like them • People like to do business with people they like • All things being equal, being liked is critical • All things not being equal, being liked is more important than being right Targeted Results, Inc./Sandler Sales Institute

7. Building Rapport How to get people to be comfortable with you, and you with them, almost instantly • The Communication Pie • Mirroring and Matching • Understanding Ok-ness • Paraphrasing & Restating Targeted Results, Inc./Sandler Sales Institute

8. The Communication Pie Tonality38% Physiology55% Words 7% Targeted Results, Inc./Sandler Sales Institute

9. NLP- Neuro-Linguistic-Programming • We learn about patterned PHYSICAL behavior of others before we learn to speak and continue to update that information • These patterns are permanently in our memory and act subconsciously and consciously • The patterns vary very little from culture to culture so they communicate the same things to almost everyone Targeted Results, Inc./Sandler Sales Institute

10. Physiology: 55% of Communication • Mirror • Match • Body Language • Gestures Targeted Results, Inc./Sandler Sales Institute

11. Tonality: 38% of Communication • Pace • Pitch • Volume • Phrasing Targeted Results, Inc./Sandler Sales Institute

12. Actual Words: 7% of Communication “We have the most effective and efficient system because it focuses on your needs and can be customized for you instead of you having to conform to us” Targeted Results, Inc./Sandler Sales Institute

13. When You Use All 3 Elements Together • You get a synergistic or combined effect--This means that the whole is greater than the sum of its parts. • Your words become hugely more important when combined with the right physiology and right tonality. • Imagine: 1 + 1 + 1 = 10! Targeted Results, Inc./Sandler Sales Institute

14. A lesson about Unconditional Love • We didn’t get enough • We don’t get enough • We are ravenous for it • If we get it, we cling to it • It is one of the most powerful forces in the world • We get even with people who take it away • We need to learn to give it away by the bucket full! Targeted Results, Inc./Sandler Sales Institute

15. Add: “Not” Ok-ness • Protecting the ego state of the other person • Not playing ‘One Upmanship’ • Nurturing the other person Targeted Results, Inc./Sandler Sales Institute

16. “Ok-ness”It is good to be liked • People like to do business with people they like • Often, it is more important to be liked than right • Everyone needs more understanding and unconditional love and wants to be lifted up • When you put yourself ahead, you put the customer down • Don’t do or say anything that makes the client feel belittled • This works at work and at home Targeted Results, Inc./Sandler Sales Institute

17. Ok-ness Rules • Don’t tell people they are wrong…Just lead them to what is right • Don’t use Buzz-Words • It is nice to ask permission,it shows respect • Don’t act superior because you know something they don’t • Don’t tell them you’re the best…Just be the best • If you think it, is pleasant and true, say it. • This is respect, not weakness • NURTURE, NURTURE, NURTURE Targeted Results, Inc./Sandler Sales Institute

18. Paraphrasing and Restating One of the best ways to build rapport with a prospect is to demonstrate that you are really listening, paying close attention and care. We do this by- • Paraphrasing: repeating what the other person said in a short summary statement • Restating: repeating what the other person said almost verbatim Targeted Results, Inc./Sandler Sales Institute

19. Let’s move from How we say it to What we say and When Targeted Results, Inc./Sandler Sales Institute

20. The purpose of communication is for the receiver toreceive and understand, not just for the sender to send Targeted Results, Inc./Sandler Sales Institute

21. What are Features,Benefitsand Advantages? Why would anyone ask a simple question like… Targeted Results, Inc./Sandler Sales Institute

22. Features, Advantages & Benefits A FEATURE is a fact about your product or service…it is not a reason to buy A BENEFIT is the positive value your Feature delivers & could be a reason to buy An ADVANTAGE is why your product or service is superior to competition or the current prospect practice because of yourFeaturesandBenefits…& still only may be a reason to buy Targeted Results, Inc./Sandler Sales Institute

23. FEATURE CREATURE Assumes the needs Describes every factwith equal importance Assumes the prospect is blown awayby all the facts Assumes the prospect agrees Says, “Voila! We are Great!”Prospect says, “I’ll TIO. Send me a proposal.” News- “FEATURE CREATURE falls into own assumptions and drowns in Words” Targeted Results, Inc./Sandler Sales Institute

24. Hierarchy of Motivation Pain Fear of Pain Present Pleasure Future Pleasure Attention Interest Curiosity Targeted Results, Inc./Sandler Sales Institute

25. Professional Consultant • Uncovers the Pains • Asks if a fact is important to the prospect • OffersSolutions to accepted pains • Proves each Solution with the appropriatefacts • Says, “Does this make sense to you?” • Prospect says, “Yes” Targeted Results, Inc./Sandler Sales Institute

26. When you present… • Review Pains • Provide the BENEFIT that is the Resolution for thePAIN before the Features • Then, introduce the FEATURES to prove it Example Targeted Results, Inc./Sandler Sales Institute

27. PAIN is “WHY” the F&B are Important Items Features Benefits Pains New “X”Bike 1. 21 gears2. Light wt. Alum. 3. Stronger Welding 1. Fun, so you will Exercise 2. Less Effort 3. Durable 1. I need/hate exercise 2. My bike is Hard to ride3. I don’t take care of things Targeted Results, Inc./Sandler Sales Institute

28. (some) PAIN Words to use • Abused • Lied to • Trashed • Ignored • Cheated • Lost • Missed • Frustrated • Annoyed • Irritated • Disappointed • Tired of • Misled • Neglected Targeted Results, Inc./Sandler Sales Institute

29. My Elevator Speech Using PAINS I help people that sell directly. We improve their effectiveness and efficiency so they can succeed. Typically, we work with people or companies that are-- Frustratednot getting enough new business Annoyedthey can’t get to the DM to tell their story Irritatedwasting time giving away free consulting Disappointedwith the lack of referrals from clients Tiredof millions of $$’s in proposals & not 5 cents sold We work with them to fix their sales problems so they get the quality and quantity of business they are entitled to have. Targeted Results, Inc./Sandler Sales Institute

30. YOUR Sample Elevator Speech Using PAINS I help people that need unique electrical or electronic engineering. We design to their specification and provide them with creative choices that achieve their goals. Typically, we work with people or companies that are-- Frustratedwith engineers that don’t listenAnnoyedwith plans that start more problems than they fixIrritatedwith designs that swap ‘cheap’ for efficientDisappointedby designs that sub complex for qualityTiredof having things not thought through completely We listen and work carefully to help them achieve their goals that they are entitled to have met the first time. Targeted Results, Inc./Sandler Sales Institute

31. Product Knowledge Rules • Learn everything you can about your products, service, company and competition. Just don’t volunteer it • Your product knowledge includes your experience, creativity, deal making, problem solving, etc. • Don’t make statements…ASK PAIN QUESTIONS to determine interest, then follow up on what they care about • Don’t spill your candy in the lobby: Don’t dribble away your impact. Hold you answers for a comprehensive presentation. Targeted Results, Inc./Sandler Sales Institute

32. The End It is Q & A Time Targeted Results, Inc./Sandler Sales Institute

33. My Commercial • Selling, like your profession, is a continuing learning process • You Can’t Teach a Kid to Ride a Bike at a Seminar and there is no pill to take • The issue is not knowing how to sell, It is learning to sell • It is also learning the truth about what it takes or training to be an imitation Targeted Results, Inc./Sandler Sales Institute