Friday, January 26, 2007

Becoming A Trusted Advisor

Speaking to the EEMEA sales team at Orange Business Services Sales Kick-Off 2007 in Faro, Portugal. The key ideas presented in "How to Over-Achieve in 2007 by becoming a Trusted Advisor" were:

      • The Sales Cycle vs the Buying Decision Process

      • Stages of Sales Proficiency

      • Building Trust

      • Creating Credibility: Expected vs Exceptional Credibility

      • Engaging Diagnostic Conversations

      • Asking questions with impact

      • Listening with your eyes

      • Sight vs Insight. Sight = seeing with your eyes. Insight = seeing with your mind

      • Communicating in Technocolour

      • Using Emotion = Energy in Motion

      • Creating a Culture of Excellence


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