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The Inner Game of Selling and
Marketing
at
Shore 2 Shore
Dr Felton Lean, MBA,
Ph.D.in Management
Certified NLP Master Practitioner and Certified Transformational Coach
Ignite Holdings, Colombo
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
1
Self Understanding
Discovering Why You Sell What You Sell !
What Controls Your ability To Sell?
• The Economy
• Your Product/Service/CRM System/
• Your Knowledge/ Experience/Compensation
• Your Company
OR
A DEEP POWER WITHIN YOU
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
2
Unconscious Beliefs
• Who You are
• What You are capable of achieving
• What level of life’s rewards you deserve to
enjoy
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
3
The Truth about You
You are made up of three Parts
The Intellectual “I Think”
Logical, rational,knowledge part of You which
learns information, makes decisions and chooses
behaviour or action.
The Emotional “ I Feel”
Part of You that experiences feelings and emotions
The Creative/unconscious “ I Am”
The unlimited Power and Energy
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
4
The Ideal You
The great Combination of “ I THINK” and “ I
AM” will drive your
SUCCESS
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
5
Breakthrough Process
1. Become aware of your Current Behaviour
2. Notice the attitude or feelings that seem to
influence these behaviours
3. Attempt to connect these feelings and
behaviours with the unconscious beliefs that
might be driving them
4. Select embedded beliefs that you would like to
have embedded in Your “I AM”
5. Have the Courage to go through Change, Conflict
and ambiguity that comes as you grow and
develop new beliefs
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
6
Part 2
BOUNDARIES
Examining Your Current Boundaries
Each one of us has our own Unique,
Unconscious Belief Boundaries
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
7
Your Belief Boundaries
• What’s possible for me to sell?
• What’s possible for me to earn?
• What size sales are possible for me to make?
• What level of people am I able to call on?
• What kind of home is possible for me to live in?
• How much money am I able to save and invest?
• What places can I afford to go?
• What kind of clothes am I able to wear?
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
8
Your Belief Boundaries
• What Kind of education can I give my
Children?
• What rewards and advantages am I able to
give my family , my society and my Company?
• What level of value can I create for People?
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
9
Your Definition of Selling
The Questions we ask
Selling is a process of identifying and satisfying
people’s wants or needs. It’s creating extra value
for them above the price they pay you for it
Do You agree?
Read it again…..
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
10
Questions you ask as you determine
how you sell
• Do You prospect yourself by asking yourself “Who
can I sell something to/ or do you ask, “ Who
might have a need,want,problem,or challenge
that I can help fill, satisfy or solve?
• Do you approach people with the intent of selling
them something or with the intent of first gaining
trust and rapport with them?
• After gaining trust and rapport do you tell them
about your product or service or do you ask
questions to determine whether they have needs
that you can help them fill?
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
11
Questions you ask as you determine how
you sell
• Do You expect people to buy what you’re
selling because they understand its features,
advantages and benefits or to make that
decision because your offering will help them
reach their goals?
• After people understand your product and
service features do you attempt to close them
or do you draw them out and make sure your
solution is a fit?
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
12
Questions you ask as you determine how you
sell
• Do You view negotiation as a process of
convincing people to see things your way or do
you view it as a process of seeing things their
way?
• Do You believe that closing is getting someone to
do what you want them to do or do you view it as
a step they want to take because of the benefits
they’ll enjoy?
How honestly you answer these questions will
determine your actual view of selling
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
13
Abundance Mentality
These People look at the world and see abundance rather
than Scarcity
Developing an Abundance Mentality
• Write tomorrows date
• Who will I contact or meet tomorrow?
• What extra value might I create for them?
• How might they feel when I give them extra value?
• How will I feel when I give them extra value?
Do this daily at the end of each day and write down the
process on a card or sheet of paper
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
14
Influences upon your Self beliefs
• Parents beliefs
• Upbringing
• Past failures or success
• Teacher's, Mentors, Managers, Friends
messages
• Culture
• Education
• Perception
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
15
Why do Blockages Occur?
• Seek Security and Comfort levels
• Resist Challenges, change or risk
• Seek the known and steer clear of the unknown
• Confirm to the influence,opinions and wishes of
others
• Focus more on our weakness than strengths
• Punishing ourselves more for our mistakes than
rewarding our success
• Accept life as it comes along rather than
challenging it.
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
16
Common Blockages for Sales People
• Limited view of what selling is
• Inadequate belief in their own abilities to do what they
think selling is
• Negative Support Systems
• Old, outdated , accumulated beliefs
• Locked in an environment that does not allow success
• Inability to erase old memories of old failures
• Conflict between sales activities that they do and their
inner values
• Unwillingness to take personal responsibility for their
own success and a deep sense of Unworthiness.
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
17
Part 3
Achievement
1. Strong Goal Clarity
2. High Achievement Drive
3. Healthy Emotional Intelligence
4. Excellent Social Skills
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
18
Goal Clarity
• Where You want to go----- Destination
• When you want to arrive-----Time
• How you’re going to get there--- Process
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
19
Achievement Drive
( Energy)
Rate the following on a scale of 1-10
1. Product Knowledge +
2. Sales Skills +
3. Inherent Abilities +
4. Selling Experience +
5. Products and resources +
6. Achievement Drive X
= Sales Power
Maximum will be 500( add the first five and
multiply by the sixth)
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
20
Emotional Intelligence
( Maturity + Stability)
• Monitoring and understanding your own feelings
and emotions and their impact on external
behaviours
• Persistently doing result oriented activities
despite roadbloacks,disappointments and
setbacks
• Dealing with frustrating and difficult people with
patience and even tempered responses
• Internally motivating yourself without the need
for external motivation
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
21
Excellent Social Skills
• Valuing People
• Listening to what people say and how they
feel
• Understanding what people say and how they
feel
• Responding appropriately to varied social
situations
• Causing others to feel Understood
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
22
Part 4 - Abundance
Goal Achievement Congruence Model
• Goal Clarity
• View of possibilities
• Values
• Sense of Worthiness
• Supportive Environment
Thus bringing about Congruence
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
23
Explanations of the Five dimensions
1. Goal Clarity- having clear , specific, written goals of
what you want to happen in future.
2. View of possibilities- Believing that your goals are
possible for you to attain with reasonable effort
3. Values-the spiritual,moral,ethical beliefs that guide
your behaviour
4. Sense of Worthiness-possesing a deep feeling that
You’re worthy of higher goal achievement.
5. Supportive Environment- Being surrounded with
people,places and things that support and encourage
higher goal achievement.
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
24
Goal Clarity
• Where are I with this Goal- What is my
Progress?
• Are all my Goals still important to me?
• How can I best use my time?
• What sub-goals should I reach to take me to
my main goal?
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
25
View of Possibilities
• Think of a similar goal you achieved sometime in
the past. Say to Yourself “ If I reached that Goal(
Name it), I can reach this one too( Name it)
• Think of a person with education, skills and
training much as your own , who has reached
similar size goals that you’ve just set. Think , “ If (
Name) can reach goals like this, so can I”
• Study Listen and learn how other people who’ve
reached goals you’d like to reach had attained
them
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
26
View of Possibilities( Contd.)
• Review and study the Goal Achievement
System)
• Associate with people who are reaching goals
that you would like to achieve
• Plan Your strategy – designing a logical
sequence of steps that will take you to your
goals.
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
27
Values
( Do a Values Check)
Are My Goals Consistent with these Statements?
1. I go that extra mile and give customers more
than they expect to get.
2. I do the right thing because it is the right
thing to do.
3. I focus on Understanding and filling the
wants or needs of others, knowing that when
I do , my needs will be well filled
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
28
Values
( Do a Values Check) Contd.
4. I tell the truth in all situations , unless it would
hurt someone
5. I do unto others as I would have them do unto
me.
6. I know that I’ll enjoy high levels of prosperity
if I create high levels of value for others
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
29
Sense of Worthiness
The deep emotion of our inner beliefs lies in either
the blocks or allows our goal achievement lies with
the answers to the QUESTIONS
• How worthy am I ?
• What level of goals am I capable of reaching?
• What is my Value to my Customers?
• What levels of rewards, incomes and recognition
are possible for me to receive?
• What do I deserve to enjoy in life and work
rewards?
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
30
Supportive Environment
Practical steps to create it.Find a few people to form
a team
• Each person reports a success principle he/she
learned in the past
• Relate an example of how they practiced it
• Tell what they learned when they put it into
Practice
• Pointing out strengths you see in each other
• Sharing examples of other successful people’s
achievements
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
31
Why People enhance achievement
Drive?
• Their view of selling Changed
• They consciously felt good about this new
view of selling and intuitively knew they could
do it
• This new view was congruent with their values
and self beliefs in terms of ethics and fair
dealing
• Their conflicts that existed because of old self
focussed views of selling fell away
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
32
Why People enhance achievement Drive?
Contd.
• They felt clean and fearless about selling in
this customer focussed way
• Their egos were taken out of their line of sight
so that they could focus on their customers’
needs
• They began to receive more reinforcements,
recognition and appreciation from their
customers for their new focus. This caused
them to feel good about themselves
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
33
Symptoms of Inner Conflicts
• Low Motivation
• Resistance to learn
• Forced Goals
• Goal diffusion
• Goals in Conflict
• Negative Support System
• Beliefs about Money
• Low Activity level
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
34
Goal Achievement System
1. Setting Goals
2. Planning Strategy
3. Building Belief
4. Developing Strengths
5. Managing Progress
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
35
Customer Focus
Integrity Selling
1. Approach --to gain rapport
2. Interview ---to identify and get agreement of
needs
3. Demonstrate ---to explain how features and
benefits will satisfy their admitted needs
4. Validate ---to prove your claims and develop
trust
5. Negotiate--- to work out problems that keep
people from buying
6. Close --to ask for a decision at the right time
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
36
Approach
Action Guidelines
1. Tune the world out and people in
2. Put them at ease and make them feel
important
3. Get them talking about themselves
4. Hold eye contact and listen to how they feel
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
37
Interview
Interview Guidelines
1. Ask Open-ended indirect questions that
draw out wants or needs
2. Listen to an paraphrase all points and write
them down
3. Identify dominant needs or wants and get
agreement
4. Assure people that you want to help them
enjoy the most value
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
38
Demonstration
Action Guidelines
1. Repeat the dominant wants and needs that
have been admitted
2. Show or tell how your product or service will
fill their wants or needs
3. Avoid talking about price. Make it secondary
to finding out what best fills their needs
4. Ask for their reactions, feelings or opinions
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
39
Validation
Action Guidelines
1. Translate product/service features into
Customer benefits
2. Justify Price and emphasise value
3. Offer proof and evidence
4. Reassure and reinforce people to neutralise
their fear of buying
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
40
Negotiation
Action Guidelines
1. Find out what concerns or objections remain
2. Welcome and understand objections
3. Identify and isolate specific objections
4. Discuss possible solutions– ask their opinion
for best solutions
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
41
Close
Close Action Guidelines
1. Ask trial –closing questions to get opinions and
responses
2. Listen to and reinforce each response.
3. Restate how the benefits will outweigh costs
4. Ask for a decision
A customer is ready to say “ Yes” only when you
have successfully Approached, Identified,
Demonstrated, Validated and Negotiated
09-06-2014
Dr Felton Lean, Ignite Holdings, Colombo,
Sri Lanka
42

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The inner game of selling and marketing

  • 1. The Inner Game of Selling and Marketing at Shore 2 Shore Dr Felton Lean, MBA, Ph.D.in Management Certified NLP Master Practitioner and Certified Transformational Coach Ignite Holdings, Colombo 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 1
  • 2. Self Understanding Discovering Why You Sell What You Sell ! What Controls Your ability To Sell? • The Economy • Your Product/Service/CRM System/ • Your Knowledge/ Experience/Compensation • Your Company OR A DEEP POWER WITHIN YOU 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 2
  • 3. Unconscious Beliefs • Who You are • What You are capable of achieving • What level of life’s rewards you deserve to enjoy 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 3
  • 4. The Truth about You You are made up of three Parts The Intellectual “I Think” Logical, rational,knowledge part of You which learns information, makes decisions and chooses behaviour or action. The Emotional “ I Feel” Part of You that experiences feelings and emotions The Creative/unconscious “ I Am” The unlimited Power and Energy 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 4
  • 5. The Ideal You The great Combination of “ I THINK” and “ I AM” will drive your SUCCESS 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 5
  • 6. Breakthrough Process 1. Become aware of your Current Behaviour 2. Notice the attitude or feelings that seem to influence these behaviours 3. Attempt to connect these feelings and behaviours with the unconscious beliefs that might be driving them 4. Select embedded beliefs that you would like to have embedded in Your “I AM” 5. Have the Courage to go through Change, Conflict and ambiguity that comes as you grow and develop new beliefs 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 6
  • 7. Part 2 BOUNDARIES Examining Your Current Boundaries Each one of us has our own Unique, Unconscious Belief Boundaries 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 7
  • 8. Your Belief Boundaries • What’s possible for me to sell? • What’s possible for me to earn? • What size sales are possible for me to make? • What level of people am I able to call on? • What kind of home is possible for me to live in? • How much money am I able to save and invest? • What places can I afford to go? • What kind of clothes am I able to wear? 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 8
  • 9. Your Belief Boundaries • What Kind of education can I give my Children? • What rewards and advantages am I able to give my family , my society and my Company? • What level of value can I create for People? 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 9
  • 10. Your Definition of Selling The Questions we ask Selling is a process of identifying and satisfying people’s wants or needs. It’s creating extra value for them above the price they pay you for it Do You agree? Read it again….. 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 10
  • 11. Questions you ask as you determine how you sell • Do You prospect yourself by asking yourself “Who can I sell something to/ or do you ask, “ Who might have a need,want,problem,or challenge that I can help fill, satisfy or solve? • Do you approach people with the intent of selling them something or with the intent of first gaining trust and rapport with them? • After gaining trust and rapport do you tell them about your product or service or do you ask questions to determine whether they have needs that you can help them fill? 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 11
  • 12. Questions you ask as you determine how you sell • Do You expect people to buy what you’re selling because they understand its features, advantages and benefits or to make that decision because your offering will help them reach their goals? • After people understand your product and service features do you attempt to close them or do you draw them out and make sure your solution is a fit? 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 12
  • 13. Questions you ask as you determine how you sell • Do You view negotiation as a process of convincing people to see things your way or do you view it as a process of seeing things their way? • Do You believe that closing is getting someone to do what you want them to do or do you view it as a step they want to take because of the benefits they’ll enjoy? How honestly you answer these questions will determine your actual view of selling 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 13
  • 14. Abundance Mentality These People look at the world and see abundance rather than Scarcity Developing an Abundance Mentality • Write tomorrows date • Who will I contact or meet tomorrow? • What extra value might I create for them? • How might they feel when I give them extra value? • How will I feel when I give them extra value? Do this daily at the end of each day and write down the process on a card or sheet of paper 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 14
  • 15. Influences upon your Self beliefs • Parents beliefs • Upbringing • Past failures or success • Teacher's, Mentors, Managers, Friends messages • Culture • Education • Perception 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 15
  • 16. Why do Blockages Occur? • Seek Security and Comfort levels • Resist Challenges, change or risk • Seek the known and steer clear of the unknown • Confirm to the influence,opinions and wishes of others • Focus more on our weakness than strengths • Punishing ourselves more for our mistakes than rewarding our success • Accept life as it comes along rather than challenging it. 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 16
  • 17. Common Blockages for Sales People • Limited view of what selling is • Inadequate belief in their own abilities to do what they think selling is • Negative Support Systems • Old, outdated , accumulated beliefs • Locked in an environment that does not allow success • Inability to erase old memories of old failures • Conflict between sales activities that they do and their inner values • Unwillingness to take personal responsibility for their own success and a deep sense of Unworthiness. 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 17
  • 18. Part 3 Achievement 1. Strong Goal Clarity 2. High Achievement Drive 3. Healthy Emotional Intelligence 4. Excellent Social Skills 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 18
  • 19. Goal Clarity • Where You want to go----- Destination • When you want to arrive-----Time • How you’re going to get there--- Process 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 19
  • 20. Achievement Drive ( Energy) Rate the following on a scale of 1-10 1. Product Knowledge + 2. Sales Skills + 3. Inherent Abilities + 4. Selling Experience + 5. Products and resources + 6. Achievement Drive X = Sales Power Maximum will be 500( add the first five and multiply by the sixth) 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 20
  • 21. Emotional Intelligence ( Maturity + Stability) • Monitoring and understanding your own feelings and emotions and their impact on external behaviours • Persistently doing result oriented activities despite roadbloacks,disappointments and setbacks • Dealing with frustrating and difficult people with patience and even tempered responses • Internally motivating yourself without the need for external motivation 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 21
  • 22. Excellent Social Skills • Valuing People • Listening to what people say and how they feel • Understanding what people say and how they feel • Responding appropriately to varied social situations • Causing others to feel Understood 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 22
  • 23. Part 4 - Abundance Goal Achievement Congruence Model • Goal Clarity • View of possibilities • Values • Sense of Worthiness • Supportive Environment Thus bringing about Congruence 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 23
  • 24. Explanations of the Five dimensions 1. Goal Clarity- having clear , specific, written goals of what you want to happen in future. 2. View of possibilities- Believing that your goals are possible for you to attain with reasonable effort 3. Values-the spiritual,moral,ethical beliefs that guide your behaviour 4. Sense of Worthiness-possesing a deep feeling that You’re worthy of higher goal achievement. 5. Supportive Environment- Being surrounded with people,places and things that support and encourage higher goal achievement. 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 24
  • 25. Goal Clarity • Where are I with this Goal- What is my Progress? • Are all my Goals still important to me? • How can I best use my time? • What sub-goals should I reach to take me to my main goal? 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 25
  • 26. View of Possibilities • Think of a similar goal you achieved sometime in the past. Say to Yourself “ If I reached that Goal( Name it), I can reach this one too( Name it) • Think of a person with education, skills and training much as your own , who has reached similar size goals that you’ve just set. Think , “ If ( Name) can reach goals like this, so can I” • Study Listen and learn how other people who’ve reached goals you’d like to reach had attained them 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 26
  • 27. View of Possibilities( Contd.) • Review and study the Goal Achievement System) • Associate with people who are reaching goals that you would like to achieve • Plan Your strategy – designing a logical sequence of steps that will take you to your goals. 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 27
  • 28. Values ( Do a Values Check) Are My Goals Consistent with these Statements? 1. I go that extra mile and give customers more than they expect to get. 2. I do the right thing because it is the right thing to do. 3. I focus on Understanding and filling the wants or needs of others, knowing that when I do , my needs will be well filled 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 28
  • 29. Values ( Do a Values Check) Contd. 4. I tell the truth in all situations , unless it would hurt someone 5. I do unto others as I would have them do unto me. 6. I know that I’ll enjoy high levels of prosperity if I create high levels of value for others 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 29
  • 30. Sense of Worthiness The deep emotion of our inner beliefs lies in either the blocks or allows our goal achievement lies with the answers to the QUESTIONS • How worthy am I ? • What level of goals am I capable of reaching? • What is my Value to my Customers? • What levels of rewards, incomes and recognition are possible for me to receive? • What do I deserve to enjoy in life and work rewards? 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 30
  • 31. Supportive Environment Practical steps to create it.Find a few people to form a team • Each person reports a success principle he/she learned in the past • Relate an example of how they practiced it • Tell what they learned when they put it into Practice • Pointing out strengths you see in each other • Sharing examples of other successful people’s achievements 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 31
  • 32. Why People enhance achievement Drive? • Their view of selling Changed • They consciously felt good about this new view of selling and intuitively knew they could do it • This new view was congruent with their values and self beliefs in terms of ethics and fair dealing • Their conflicts that existed because of old self focussed views of selling fell away 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 32
  • 33. Why People enhance achievement Drive? Contd. • They felt clean and fearless about selling in this customer focussed way • Their egos were taken out of their line of sight so that they could focus on their customers’ needs • They began to receive more reinforcements, recognition and appreciation from their customers for their new focus. This caused them to feel good about themselves 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 33
  • 34. Symptoms of Inner Conflicts • Low Motivation • Resistance to learn • Forced Goals • Goal diffusion • Goals in Conflict • Negative Support System • Beliefs about Money • Low Activity level 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 34
  • 35. Goal Achievement System 1. Setting Goals 2. Planning Strategy 3. Building Belief 4. Developing Strengths 5. Managing Progress 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 35
  • 36. Customer Focus Integrity Selling 1. Approach --to gain rapport 2. Interview ---to identify and get agreement of needs 3. Demonstrate ---to explain how features and benefits will satisfy their admitted needs 4. Validate ---to prove your claims and develop trust 5. Negotiate--- to work out problems that keep people from buying 6. Close --to ask for a decision at the right time 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 36
  • 37. Approach Action Guidelines 1. Tune the world out and people in 2. Put them at ease and make them feel important 3. Get them talking about themselves 4. Hold eye contact and listen to how they feel 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 37
  • 38. Interview Interview Guidelines 1. Ask Open-ended indirect questions that draw out wants or needs 2. Listen to an paraphrase all points and write them down 3. Identify dominant needs or wants and get agreement 4. Assure people that you want to help them enjoy the most value 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 38
  • 39. Demonstration Action Guidelines 1. Repeat the dominant wants and needs that have been admitted 2. Show or tell how your product or service will fill their wants or needs 3. Avoid talking about price. Make it secondary to finding out what best fills their needs 4. Ask for their reactions, feelings or opinions 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 39
  • 40. Validation Action Guidelines 1. Translate product/service features into Customer benefits 2. Justify Price and emphasise value 3. Offer proof and evidence 4. Reassure and reinforce people to neutralise their fear of buying 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 40
  • 41. Negotiation Action Guidelines 1. Find out what concerns or objections remain 2. Welcome and understand objections 3. Identify and isolate specific objections 4. Discuss possible solutions– ask their opinion for best solutions 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 41
  • 42. Close Close Action Guidelines 1. Ask trial –closing questions to get opinions and responses 2. Listen to and reinforce each response. 3. Restate how the benefits will outweigh costs 4. Ask for a decision A customer is ready to say “ Yes” only when you have successfully Approached, Identified, Demonstrated, Validated and Negotiated 09-06-2014 Dr Felton Lean, Ignite Holdings, Colombo, Sri Lanka 42