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Keynotes and Workshops

Wednesday, July 06, 2016

Client Based Selling | Sales & Marketing Speaker | Keynote Presenter






Do you sell to clients the way they buy, or the way you want to sell?

We know that people like to do business with people that they like, trust and feel comfortable with. People like to buy from people similar to themselves.

One of the most powerful courses I attended many years ago was one about dealing with different personalities and being able to adapt your selling style to suit the client’s way of buying.

It made me realise that everyone is different; there is no wrong or right personality style, people are just different and as great salespeople we have to have great versatility to recognise their style immediately and adapt ourselves to make it easy for the e clients to want to do business with us.

There are many styles and sub styles, but I am just going to highlight the four major styles, see if you can recognise your clients that fit the profile or indeed which style you are.



Task Focused buyers

STRENGTHS          
Determined
Assertive                                
Efficient                                    
Decisive                                     
Thorough

WEAKNESSES
Pushy
Severe
Tough-minded
Dominating
Harsh

BUSINESS ATMOSPHERE
Wants to reach a decision quickly
No small talk
No time wasting

WHERE YOU FIND THEM
Decision Makers
Directors
Management
Politicians
Self-employed business owners
Solicitors

OFFICE
Efficient                    
Picture to fit office, Awards (no   posters or slogans)
Desk may be packed with work materials
Desk used as a barrier

ATMOSPHERE                   
Businesslike

PRIORITIES                
Disciplined - Wants effectiveness and  efficiency

PACE                            
Fast/Quick - gets to the point

ABOUT YOU              
Wants to know your qualifications/ company record (strengths/past performance) / how good is your product

WINNING ACCEPTANCE              
Documentation stressing results                 

YOUR PRODUCT                  
What your product can do                                                         

PROBLEM SOLVING                         
Support their ideas 

How to win them over
Impress them by:                           Getting to the point
Ask questions that:                        Are relevant
Support their:                                  Actions
Demonstrate your:                         Experience
Make benefits:                                Tangible & concrete
Show commitment by:                 Getting things done
Be impressed by their:                 Strength
Best close:                                       Be direct

 Relationship focused buyers - Enthusiasts
           
STRENGTHS          
Personable             
Stimulating  
Enthusiast
Dramatic                                   
Inspiring

WEAKNESSES
Opinionated            
Excitable                  
Undisciplined
Reacting
Self Promotional

BUSINESS ATMOSPHERE
Open, friendly and enthusiastic
Wants proof of your success  

WHERE YOU FIND THEM
Trainers
Salespeople
Sales Managers
Creative, Advertising & Media people
                                                                               
OFFICE                                                          
Motivation is the theme
Walls contain recognition certificates slogans, posters
Open friendly atmosphere
Office appears disorganised
                                                         
ATMOSPHERE                                        
Open and enthusiastic

PRIORITIES                                                
Develop the relationship

PACE                                                               
Quick

ABOUT YOU                                               
Who are you/ your thoughts /who you know/ who uses  your product

WINNING ACCEPTANCE       
Give recognition and praise

YOUR PRODUCT                                      
Who has used it

PROBLEM SOLVING              
Support their dream, ideas and ambitions

DECISION MAKING               
Testimony and incentive

How to win them over
Impress them by:                                       Your flexibility
Ask questions that:                                   Support their dreams
Support their:                                              Ideas
Demonstrate your:                                     Originality & creativity
Make benefits:                                            Innovative
Show commitment by:                            Giving fresh ideas
Be impressed by their:                            Achievements
Best close:                                                  Be direct

Security Focused Buyers

STRENGTHS                                
Supportive                                      
Respectful                                       
Willing                                              
Dependable                                  
Personal

WEAKNESSES
Conforming
Retiring
Non-committal
Undisciplined
Emotional

OFFICE                                                              
Friendly and open                                          
Family pictures on desk
Desk is neat and functional
Open contact; round desk or couch
                                                         
ATMOSPHERE                                
Open and sincere

PRIORITIES                                    
Develop the relationship

PACE                                                            
Cautious and deliberate

ABOUT YOU                                   
You must be friendly/honest/ non- threatening or pushy

WINNING ACCEPTANCE          
Show personal interest                                                           

YOUR PRODUCT                                        
Why your product is best

PROBLEM SOLVING                
Support their feelings and interests

DECISION MAKING                                     

How to win them over
Impress them by:                                       Friendliness
Ask questions that:                                   Are non-threatening
Support their:                                              Feelings
Demonstrate your:                                     Warmth
Make benefits:                                            Personal
Show commitment by:                             Working with them
Be impressed by their:                             Loyalty
Best close:                                                   Assumptive

           
Frank Furness is an international speaker & author who has presented in 58 countries. He is a specialist in sales & marketing, technology, social media and goal setting and how they work in tandem to produce great results for organizations.
He has helped organisations understand how to manage disruptive change and what they should be doing to embrace it.
Apart from being a partner in an insurance brokerage in London, Frank consults and works in-house with companies and marketing teams around the globe.
For more information on Frank, check out his website at www.frankfurness.com or email him at frank@frankfurness.com