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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3 comments:
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