1. Engaging Dialogue How to build sales by asking better questions and really listening to customers

2. Let’s be frank about Frank

4. Low hanging fruit is not a great business strategy

6. Data explains Stories inspire

7. Invest time in discovering your sales storySan Francisco2009

8. How do I know which stories to share with which customers ?

10. The purpose of dialogue is to reach a mature understanding of what the client values most..

11. My Key Message Today Quality of Dialogue Quality of Customer Acquisition

12. Dialogue Builds Rapport When there is little or no difference in the perceived value offered between the two or more products you will buy from the person you like the most. The most interesting people you will ever meet will be the people who are most interested in you People like to be sold to in their own language not yours

13. Dialogue builds faith in your product The customer’s faith in your product as a solution to their problem is directly proportional to how well they believe that you understand their problem

14. Customers have a unique perspective

15. Dialogue opens up new possibilities

16. What type of marketplace are you operating in? Differentiate The Dream Established Need High Burn/Hi Risk Evangelists Competition

17. Differentiate Living Dream Established Need High Burn/Hi Risk Evangelists Competition

19. Differentiate The Dream Established Need High Burn/Hi Risk Evangelists Competition

21. Differentiate The Dream Established Need High Burn/Hi Risk Evangelists Competition

23. Differentiate The Dream Established Need High Burn/Hi Risk Evangelists Competition

24. Why we need to talk about performance

25. 47 Seconds

27. How well do we really know our customers?

28. What do we need to know about Hard Data Contact/Product/ Company/Business Sector/Location/Product downloads Soft Data (DNA) Aspirations Drivers Needs

29. How well do we really know our customers? Needs Drivers Aspirations

30. Needs Function Timescale Scalability Integration Affordable Result

32. Ego Security GAIN Ease Belonging Drivers

33. Ego GAIN Security Belonging Ease Answering the need behind the need

34. Security Ego GAIN Belonging Ease

35. Aspirations Project Team Personal

36. More than asking questions........

37. Some really important guidelines for creating a better dialogue with clients

38. #1 JFDI Molly Says

39. Rule # 2 Selfless Questioning

40. #3 Have a Questioning Strategy Experience & Enquiry Business and Project Utility Options Values Resource

41. # 4 Ask simple, direct, open, questions and..... Listen!

42. Hard wire the Dialogue Habit into your culture Revenue Growth Feedback Loyalty and CHI

43. How to make selfless enquiry stick Build DNA into your CRM and hold all customer facing staff responsible for the quality of their dialogue

44. How to make selfless enquiry stick When the time comes to hire a sales team don’t hire Frank. Hire the person who asks the most interesting questions.

45. The Founders Advantage

46. Molly Says Customer Dialogue paul@oceanlearning.co.uk