Demonstration with Patrick as Seller and Gordon as Buyer of an IT system for an NFP that is undergoing structural change. Then role-swap and Gordon is the Seller.

Next, Alan (Buyer) and Priya (Seller) in the Solar Bay scenario

Coaching points:

• Keep questions short to keep Buyer talking and..
• You can't think of questions and listen simultaneously. It's impossible (that's science). And so you miss cues which makes it even harder to think of the next question.
• Instead stay in the moment (literally) and hang on every word the Buyer says and you will pick up on cues.
• Questions can then be...what happens then? How do you feel about that? What would that look like? What makes you say that? etc

• What is appropriate?
• What is a good reason for reaching out?
• How do you start the conversation?

With some good role-play examples

• What is appropriate?
• What is a good reason for reaching out?
• How do you start the conversation?

With some good role-play examples

Discussed responses to common Buyer comments and questions. Mainly price objections and how to handle those.

Discussion on how to make Buyers aware of the need to consider changing requirements in the light of circumstances e.g. Covid-19, without it sounding like a sale ploy.

Patrick in the middle testing his cold call U WE I's to promote The Sales Natural

Here is a download on Mastery that succinctly captures the mindset necessary to succeed in selling

https://link.salesnatural.com/1DOu

Then Steve, Lynnaire, Brenden and Tom with some great discussion on the I WE U's they had prepared

Here is a download on Mastery that succinctly captures the mindset necessary to succeed in selling

https://link.salesnatural.com/1DOu

Then Priya, Adrian, Gordon and Alan with some good discussion on why do I WE U's. Hint: because they save you a lot of time

• Role play with Lynnaire first with Patrick as Seller then role reversed. Is a good example of a phone conversation with a Buyer seeking a service, in this case, creation of a Linked In profile. Includes tips on how to price services based on value rather than your cost.
• I WE U discussion, with Tom''s I WE U as an example.

Topics:

• The Buyer says 'I'll get back to you'. What do you do next?
• I WE U's: Way more important than you think. Not simply a way to introduce yourself, but a way to take the effectiveness of your interactions to another level. They set the foundation for the entire interaction e.g. by creating a forward-looking (to receiving value) dynamic, rather than being stuck in today's problems.