S01:E02
Marsha and John assisted to a Value Communication workshop delivered for sales people at ClearMedia by Coach Hans. They share their learnings in this episode.
They also give away 20 copies of Hans’ book “Beyond Words”. Listen to the episode and find out how to claim your copy. Enjoy the free gifts for our loyal listeners : https://podcast.thehouseofcoaching.com
Value Selling Workshop for Sales Professionals The workshop, titled “From Product to Value,” focuses on teaching sales professionals how to transition from product-focused selling to value-driven selling. • The workshop employs various interactive exercises and techniques, combining theory and practice. Participants engage in activities like the “pen selling” exercise, where they must sell a pen without discussing its features. This exercise emphasizes the importance of focusing on the value the product brings to the customer. • A key exercise is the “Value-archeologist” activity, which simulates a sales conversation. Participants are divided into groups of three: a salesperson, a customer with a real business problem, and an observer. The salesperson’s role is to ask questions to understand the customer’s needs and desired outcomes without prematurely offering solutions. Understanding Customer Needs • The “Value-archeologist” exercise emphasizes the importance of asking effective questions. This includes open-ended questions, follow-up questions to clarify understanding, and questions that challenge assumptions. • The SCORE model (Situation, Causes, Outcome, Resource, Effect) is introduced as a framework for guiding the questioning process. The focus is on understanding the customer’s desired outcome (O) and the effect (E) of achieving that outcome. The salesperson should guide the customer to visualize a world where their problems are solved, prompting them to articulate how they would recognize the solution’s effectiveness. • The training emphasizes the importance of listening and understanding the “subtext” behind customer statements. It encourages salespeople to focus on the emotional aspects of the customer’s experience. Effective Communication Techniques • The workshop introduces Neuro-Linguistic Programming (NLP) techniques, such as Milton-patterns, which are language patterns designed to create rapport and influence. Participants are taught how to “harvest” customer information through careful listening and observation. • The training encourages the use of “Barnum statements,” which are generalized statements that can resonate with a wide range of individuals. These statements are designed to create a sense of connection and understanding. Practical Application and Impact • The workshop concludes with participants identifying one specific technique they will implement in their sales conversations the following week. This reinforces the practical application of the concepts learned. • Feedback from participants suggests that even experienced sales professionals gained valuable insights from the training. The workshop helped them shift their mindset from product-centric to value-driven selling. Key Takeaways • Selling based on value, not just product features. • Effective questioning techniques are crucial for understanding customer needs. • NLP and other communication strategies can enhance sales conversations. • Practical application and ongoing development are essential for success. Visit thehouseofcoaching.com for more info Enjoy the free gifts for our loyal listeners : https://podcast.thehouseofcoaching.com