Pro Sales Workshop

The most important aspect when building trust in a sales or client relationship is focusing on genuinely understanding the other person's perspective. Active listening and asking open-ended questions demonstrate care for their unique situation and goals. Reflecting back what was said verifies comprehension, while avoiding assumptions or inserting one's own analysis prematurely.

Uncovering the client's "insight moments" where they gain a new lens through respectful dialogue strengthens rapport far better than simple agreement. These "aha!" realizations that solutions exist where previously there were only challenges boost confidence in working together to succeed.

Using empathy through "I statements" instead of accusations maintains constructive discussion. Choosing neutral emotions keeps interactions calm and solution-focused, whether addressing objections, uncertainties or even pricing concerns. Understanding tangible value propositions builds confidence in proper resources and budgets.

Allowing clients to envision desired outcomes from expertise generates willingness to invest appropriately. Transparency into strategic processes and delivering incremental value at milestones reduces risk perceptions. Ensuring compatibility between provider philosophy and client priorities sustains long-term partnerships over transactional exchanges.

With patience and experience, these facilitation techniques give professionals the confidence to have courageous yet graceful conversations that move prospects from confusion to clarity and motivation. The goal is to unveil win-win insights through listening with compassionate curiosity.

9 Core Principles of Sales:

1. Help prospect gain clarity
2. Consultative Questions.
3. Ask deep follow up questions
4. Transparent/Say what you think
5. Match & Mirror
6. Talk less. Ask more.
7. Don't pitch
8. Logical progression (scaffolding)
9. Use neutral/objective language

Additional Points:
- Authenticity, logic and empathy must be present together for effective communication and trust-building.
- Reflecting back at key junctures shows understanding, but over-reflecting interrupts the natural flow.
- Asking thoughtful follow-up questions keeps clients engaged in discovery of their own needs and preferences.
- Storytelling helps convey expertise and experience in relatable ways for clients.
- Setting achievable, action-oriented objectives together creates accountability and momentum.
- Reassurance of understanding uncertainties and not rushing commitments nourishes confidence.
- Reasonable budget ramp-ups that demonstrate proof of success alleviate concerns over large initial investments.
- Establishing methods for feedback enables adjustments to meet evolving expectations.
- Regular check-ins maintain the collaborative partnership beyond the sales cycle.
- With practice, facilitating open conversations in a confident yet gracious manner becomes second nature for advisors at any experience level.

The overall aim is empowering clients through insights into their goals and situations, so they feel heard as esteemed partners in defining winning strategies.

Top 9 Action Items:

1. Focus on understanding the client's unique perspective, goals and challenges through active listening and open-ended questions. Avoid assumptions.
2. Help clients gain new insights and "aha!" moments by how you frame discussions, but don't over-analyze or insert your own views prematurely.  
3. Use "I statements" when addressing sensitive topics to de-escalate conflicts and show vulnerability to build empathy.
4. Help the client envision the positive outcomes and future state that can come from achieving their objectives with your expertise.
5. Clearly explain the specific value, benefits, strategic process and expected results for any proposed budget or solution.
6. Set achievable, measurable objectives together that create accountability and momentum over time.
7. Consider reasonable budget ramp-ups that demonstrate proof of success through milestones to alleviate concerns.
8. Establish regular feedback check-ins to maintain the collaborative partnership and adjust approaches as needed.
9. With practice, facilitate conversations with confidence, empathy and authenticity to forge trusted advisor relationships.

The overarching action is to focus on understanding the client's perspective above all else through the 9 Core Principles of Sales.

‍

the Whiteboard Link:
https://zoom.us/wb/doc/S5rNkQFxTgu1_mDZHOYCXg