Sales

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.

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

As we start 2023, I would like to share with you some proven habits that successful solopreneurs and sales teams do consistently to achieve greatness. These 5 habits include: - Leveling up your sales mindset and goal setting - Fanatical prospecting - Becoming disciplined with Time management - Influencing people - Being obsessed with Win Probability Join me as I take you on a journey to build your success plan for 2023!

Objections are a gift! We rarely see it that way because of how they make us feel. Best way to learn is to get involved. This is going to be an interactive workshop, so be prepared to get involved! It’ll be fun. Ivy Malik helps creative entrepreneurs break free from the cycle of overthinking and fear, guiding them towards confident pricing and smooth selling. Her business and sales coaching is influenced by Psychology, human design and 15+ years in business.

In this call, Chris Do breaks down the use of tone when talking to clients.

Chris Do breaks down how to listen to another person and how to double down.

Pro Members start the conversation with Chris Do by asking him questions about sales objections, after that, we get into role-playing.

What's the difference between pitching and proposal? How to ask follow-up questions to get context, what are the creative parameters, and how to create a client call summary.

It's really important in conversations to constantly be building trust and rapport. And the way that we do that is by understanding and listening and acknowledging what's going on.

Chris Do breaks down The Socratic 6: Raging Bull, Double Down, Hall of Mirrors, Ying Yang, The Wolf, Five Year Old

Richard Moore breaks down the 3 C's in a hyper-focused workshop: Content, Connections, and Community.

Chris Do tells an amazing story about customer service of how his relator sold him a house 14 years ago and still calls him wishing him a happy anniversary. Chris also teaches how we can we be curious longer?

Mo Ismail does a deep dive into a sales development process with the pro group.

I want to talk about slow wins, and how you can generate leads. Nobody's buying right now unless you're in a handful of industries where business is booming, nobody else is buying.

Help people tell your story, and the way that you do that is to make it simple and almost idiot-proof. What is it you want me to know about you? What's your one thing?

There appear to be two camps when it comes to selling during COVID right now. One camp says, "Don't sell, that's tone deaf, how dare you?" another says, "Don't sell, that's tone deaf, how dare you?" People are in a difficult situation. People are looking for toilet paper and shelter, and the other camp says that you owe it to your business to keep selling. So we decided to prompt ourselves and bring this follow-up to life. In a moment, we'll head into the breakout rooms. If the goal is to keep the business running and survive, or even grow as a company, we can't afford to be tone deaf.