Liveblog – Shane Gibson on Needs Analysis (Sales Performance Meetup)
I’m again using Cover It Live – you can add your comments directly by playing the liveblog and inserting a comment.
| Shane Gibson’s Needs Analysis talk | (02/16/2009) Powered by: CoveritLive |
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6:40
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Greg Kettner is MC-ing the Sales Performance Meetup (featuring Shane Gibson from Knowledge Brokers International, speaking on Needs Analysis) |
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6:41
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Shane is now taking the floor. Today is really about our capacity and engage with our clients and people around us. We spend too much time perfecting our pitch and not focusing on our clients. |
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6:42
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What’s your credibility model? Why people will buy from you is very different from each other person. |
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6:43
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Listening – We get more out of the questions we ask than the stories we tell. We hear about telling stories, brilliant entertaining. But people are concerned that we are interested in THEM than we are interested in who WE are. |
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6:44
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Closing is a process, not an event. There is no brilliant, silver bullet that you can follow to sell. Selling is about creating an environment where an act of faith can take place. What is faith based upon? Trust. Longevity. Capacity to prove that we are going to stick around. Rapport, empathy. Believing that I will indeed do what I promised YOU that I would do. |
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6:45
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Needs Analysis Approach – A number of us, we start as rookies and we forget about this as time goes. 1.- Forces you to listen. 2. – Makes the customer think and explore 3.- Pertinent questions are not missed 4.- Sufficient information is gathered. 5.- You personally receive education from the real world. |
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6:47
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A 20% closing ratio is pretty good. But this was as a group. Shane’s ratio decreased to 1 out of 20. Then Shane learned that great sales professionals listen 60% of the time. |
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6:48
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You really need a solid process for listening. Shane mentions an anecdote that he needed to remind himself to listen again (drawing a little clock in each page of his notebook). |
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6:50
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Shane makes emphasis on this particular point You personally receive education from the real world. Shane learned about the lingo that his clients used through repeated contact with his clients. |
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6:50
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The power of interviewing questions Intelligent questions will - demonstrate that you are a professional - show that you are competent - build trust - prove that you are concerned about the client’s needs |
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6:52
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Selling doesn’t mean that we close EVERYBODY. The Needs Analysis Questionnaire follows three stages (the Larry King method). In the beginning, general standard easy questions. 20% of the questions gather 80% of the vital information. More focused opinions that begin to tell a story. At the end of the questionnaire - you can delve into confidential, personal, financial information. |
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6:54
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The timing of when you ask the questions is key as well. You can’t ask the personal, confidential questions right away. |
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6:56
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The Needs Analysis Questionnaire - Direct - Never sell - Be aware of rapport - Mix it up. |
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6:57
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Never sell during a needs analysis. You are assuming that you know what they need. You may actually break down the momentum. No more information will be shared with you. |
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6:59
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If you go through a Needs Analysis and you falter, or your voice cracks, or you sound non-confident, then the rapport might be broken. |
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6:59
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You have to mix it up (not all closed questions – some open questions). |
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7:02
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In summary - Very few sales people listen their way out of a sale. - Too few sales people actually listen at all. - It’s a free education that competitors can’t buy. - People don’t care much how much you know until they know how much you care about them and their organization. - Always think “What’s in it for me…” from their perspective. |
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7:03
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Make sure that our needs analysis is focused on HIGH RETURN ON INVESTMENT questions – where we can paint a picture to our prospect where we can build the business. |
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7:04
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Some of us are overtrained at pitching and undertrained at listening |
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7:05
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Related posts:
- What should your super power be?
- Building Your Brand with Your Company Blog (liveblog)
- Vancouver Sales Performance Meetup October 2008
- The Vancouver Sales Performance Meetup for July 2008
- How fast is your typing speed?
February 16th, 2009 in
Vancouver Sales Performance Meetup | tags: needs analysis, sales, Sales Performance Meetup
Raul thanks so much for attending and contributing to our community! Great live blog of the event. You covered it all well and still managed to buzz around and network hummingbird…
Cheers,
Shane