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Workshop learn to sell (october 2015)

Internet Advisory Corp
Internet Advisory Corp

This document outlines the agenda for a 4.75 hour sales training workshop taking place on October 17th. The workshop is split into two parts focused on communication principles in sales. Part one covers topics like body language, verbal and non-verbal cues, and interactive exercises. Part two discusses skills like questioning techniques, objection handling, closing strategies, and creating value propositions. The workshop utilizes videos, group discussions, and homework assignments. Attendees are divided into four groups and the workshop is led by Jeff Robinson, an experienced investor and consultant.

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Learn To Sell Like A Pro In Just 4.75 Hours Saturday, 17th October 2015 By Jeff Robinson @Contrariansmind
Agenda 10 am Meet and Greet 10.30 am Communication Principles in Sales Part One ≒ Who here is in Sales? ≒ Video: Your Body Language Shapes Who We Are (by Amy Cuddy) ≒ Attendees one-minute icebreaker ≒ Feedback ≒ Verbal and Non-verbal communication cues in Sales 12 pm Coffee, Croissant and Stretch 12.30 pm Communication Principles in Sales Part Two ≒ Video: Secrets from the Science of Persuasion (by Robert Cialdini & Steve Martin) ≒ Video: How to Speak so That People Want to Listen (by Julian Treasure) ≒ Specific case questions ≒ Closing remarks
Attendees and Groups Group A ≒ Agata Siudak ≒ Anand ≒ Andy Zenkevich ≒ Carmina Crusafon ≒ Chris Muscat Group B ≒ Daniel Marques ≒ Elina Zenkevich ≒ Elisabet Guasch ≒ Eloy Ferrer Group C ≒ Fernando ≒ Franz Inselkammer ≒ Julia ≒ Kim Xena ≒ Miquel Casas Group D ≒ Nahuel ≒ Ray Stanvius ≒ Stela Zarija ≒ Xavier Alonso ≒ Yibo Wen
Introduction Who is this guy Jeff Robinson? - Contrarian investor and observer of the stock markets with over 30 years of experience. - His nickname is Contrarians Mind. - Born in Toronto and now residing in beautiful Barcelona, since 2010. - Attended the Toronto French School and York University studying Economics. - Besides being a venture capitalist, he consults to startups, grownups and restarts through his company Internet Advisory Corp (IAC). - He founded Global Internet Startups (GIS), a thriving online hub with that nurtures entrepreneurship and startups globally. - Jeff is the CEO of Contrarian Ventures, a private company that invests in technology startups that integrate and deploy AI - Has lectured and mentored at Venture Lab (Stanford University), IESE Business School, ESADE Business & Law School and Barcelona College of Chiropractic (UPF). - Has a book for release late 2016 entitled: "There is No Secret - It's All About Hard Work.
I shall be telling this with a sigh Somewhere ages and ages hence: Two roads diverged in a wood, and I I took the one less traveled by, And that has made all the difference. ~ Robert Frost ~
Always interesting to see only a few hands raised after posing the question.
Each and every day you attempt to persuade others to do what you want them to do. This applies not only to business but family life as well. To SELL is HUMAN
Communication Is an Art Communicating Time Communication Is the Key I Know You Believe You Understand Communication Model Listening Dilemma Interactive Listening Tips Listening Bad Habits Silent Messages Non-verbal Listening Laws of Remembering Laws of Forgetting Meaning of Words Communication Circles Attention Spans Listening Questionnaire Communication Principles in Sales Part One
TED Talk https://www.youtube.com/watch?v=Ks-_Mh1QhMc A remarkable must-watch video...
Non-verbal cues are just as expressive as verbal communication. Non-verbal communication includes use of space, body positioning, facial expressions, etc. Listen, Look and Observe Beyond the Obvious
Be confident you can develop that outstanding skill you have. Get inspired by James Altuchers book: Choose Yourself. Choose Yourself
Everyday, practice. Say hello to strangers. Get to know your neighbors. It will get easier and easier with time
Icebreakers ≒ 45 seconds for each attendee to introduce themselves, what they do and why the listener should give a shit. ≒ 17 seconds to get to Wow!.
This is a boring and safe introduction. Be Bold. Create something memorable and remarkable.
Workshop learn to sell (october 2015)
Your customers ultimately buy into you first, and your product second. Create great stories about yourself and your team, and share them.
Nadal spends 2.5 hours daily doing physical training. Nadal hits for 2-3 hours daily. Nadal repeats daily.
Coffee Break Stretch, digest, and be ready in 20 minutes
Mastering professional Selling skills Define what Selling is Three requirements of an effective Salesperson. Who is your right customer? Your best opportunity to find prospects First contact success strategies Making the first call Discovery questioning style Questioning skills Benefits & features - The difference. Objection resolution strategies Successful closing strategies Listening Creating a Winning Value Proposition What is value? Why do you need a value proposition? Stand out from the crowd Where are you now and where would you like to be? Core message Your challenges Win more clients Differentiation is important Define target audience Communication Principles in Sales Part Two
When one door closes, another opens; but we often look so long and so regretfully upon the closed door that we do not see the one which has opened for us. ~ Alexander Graham Bell ~
Video Almost everything you need to know about persuasion can be found in this video. https://www.youtube.com/watch?v=Xmkfg_dcHFI
Another worthwhile video Julian Treasure https://www.youtube.com/watch?v=eIho2S0ZahI Would you buy from this guy? My guess is, yes. So emulate him. Copy-paste and deliver what he does.
Every child is an artist. The problem is how to remain an artist once we grow up. ~ Pablo Picasso ~
When you want to make a point, tell people there are Three Reasons Why. The Power of Three
Using quotes from well known speakers makes your point seem more valid and makes a big impact. For example, here are some quotes by Shakespeare that can be applied in a variety of different situations: It is not in the stars to hold our destiny but in ourselves. Better 3 hours too soon than a minute too late. Listen to many, speak to a few. Use of Quotes
Maybe you dont have to push yourself forward. Maybe you just have to stop holding yourself back. ~ Doe Zantamata ~
Our world is not shaped by those who think similarly, but by those who dare to think differently. ~ Rashida Rowe ~
I believe in a visual language that should be as strong as the written word. ~ David LaChapelle ~
Back up your claims with sources and factual information in order to support the points you are trying to make. Support Your Argument
Homework
What is my biggest weakness? Write 150 words describing your biggest weakness. What is my biggest strength? Write 150 words describing your biggest strenght. Exercise 1 Give to a friend and ask for feedback. Youll be surprised how others see you.
Write yourself a congratulations letter. Exercise 2 Hang it somewhere so that you will see it every day.
Dear Ashley, Congratulations on making the varsity swim team as a freshman in high school and becoming the trumpet section leader by junior year. Congratulations on becoming a peer mentor in college and on graduating with a Bachelor of Arts Degree. Congratulations on going to Spain even though you do not speak the language very well and are unfamiliar with this part of the world. Im proud of these accomplishments and Im proud to be me. Best Wishes, Me Example for exercise 2
Elon Musk - by Ashlee Vance This Years Must-Reads Bold - by Peter Diamandis
jeff@internetadvisorycorp.com | +34 600115789 Thanks for Your Time and Attention !

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Workshop learn to sell (october 2015)

  • 1. Learn To Sell Like A Pro In Just 4.75 Hours Saturday, 17th October 2015 By Jeff Robinson @Contrariansmind
  • 2. Agenda 10 am Meet and Greet 10.30 am Communication Principles in Sales Part One ≒ Who here is in Sales? ≒ Video: Your Body Language Shapes Who We Are (by Amy Cuddy) ≒ Attendees one-minute icebreaker ≒ Feedback ≒ Verbal and Non-verbal communication cues in Sales 12 pm Coffee, Croissant and Stretch 12.30 pm Communication Principles in Sales Part Two ≒ Video: Secrets from the Science of Persuasion (by Robert Cialdini & Steve Martin) ≒ Video: How to Speak so That People Want to Listen (by Julian Treasure) ≒ Specific case questions ≒ Closing remarks
  • 3. Attendees and Groups Group A ≒ Agata Siudak ≒ Anand ≒ Andy Zenkevich ≒ Carmina Crusafon ≒ Chris Muscat Group B ≒ Daniel Marques ≒ Elina Zenkevich ≒ Elisabet Guasch ≒ Eloy Ferrer Group C ≒ Fernando ≒ Franz Inselkammer ≒ Julia ≒ Kim Xena ≒ Miquel Casas Group D ≒ Nahuel ≒ Ray Stanvius ≒ Stela Zarija ≒ Xavier Alonso ≒ Yibo Wen
  • 4. Introduction Who is this guy Jeff Robinson? - Contrarian investor and observer of the stock markets with over 30 years of experience. - His nickname is Contrarians Mind. - Born in Toronto and now residing in beautiful Barcelona, since 2010. - Attended the Toronto French School and York University studying Economics. - Besides being a venture capitalist, he consults to startups, grownups and restarts through his company Internet Advisory Corp (IAC). - He founded Global Internet Startups (GIS), a thriving online hub with that nurtures entrepreneurship and startups globally. - Jeff is the CEO of Contrarian Ventures, a private company that invests in technology startups that integrate and deploy AI - Has lectured and mentored at Venture Lab (Stanford University), IESE Business School, ESADE Business & Law School and Barcelona College of Chiropractic (UPF). - Has a book for release late 2016 entitled: "There is No Secret - It's All About Hard Work.
  • 5. I shall be telling this with a sigh Somewhere ages and ages hence: Two roads diverged in a wood, and I I took the one less traveled by, And that has made all the difference. ~ Robert Frost ~
  • 6. Always interesting to see only a few hands raised after posing the question.
  • 7. Each and every day you attempt to persuade others to do what you want them to do. This applies not only to business but family life as well. To SELL is HUMAN
  • 8. Communication Is an Art Communicating Time Communication Is the Key I Know You Believe You Understand Communication Model Listening Dilemma Interactive Listening Tips Listening Bad Habits Silent Messages Non-verbal Listening Laws of Remembering Laws of Forgetting Meaning of Words Communication Circles Attention Spans Listening Questionnaire Communication Principles in Sales Part One
  • 10. Non-verbal cues are just as expressive as verbal communication. Non-verbal communication includes use of space, body positioning, facial expressions, etc. Listen, Look and Observe Beyond the Obvious
  • 11. Be confident you can develop that outstanding skill you have. Get inspired by James Altuchers book: Choose Yourself. Choose Yourself
  • 12. Everyday, practice. Say hello to strangers. Get to know your neighbors. It will get easier and easier with time
  • 13. Icebreakers ≒ 45 seconds for each attendee to introduce themselves, what they do and why the listener should give a shit. ≒ 17 seconds to get to Wow!.
  • 14. This is a boring and safe introduction. Be Bold. Create something memorable and remarkable.
  • 16. Your customers ultimately buy into you first, and your product second. Create great stories about yourself and your team, and share them.
  • 17. Nadal spends 2.5 hours daily doing physical training. Nadal hits for 2-3 hours daily. Nadal repeats daily.
  • 18. Coffee Break Stretch, digest, and be ready in 20 minutes
  • 19. Mastering professional Selling skills Define what Selling is Three requirements of an effective Salesperson. Who is your right customer? Your best opportunity to find prospects First contact success strategies Making the first call Discovery questioning style Questioning skills Benefits & features - The difference. Objection resolution strategies Successful closing strategies Listening Creating a Winning Value Proposition What is value? Why do you need a value proposition? Stand out from the crowd Where are you now and where would you like to be? Core message Your challenges Win more clients Differentiation is important Define target audience Communication Principles in Sales Part Two
  • 20. When one door closes, another opens; but we often look so long and so regretfully upon the closed door that we do not see the one which has opened for us. ~ Alexander Graham Bell ~
  • 21. Video Almost everything you need to know about persuasion can be found in this video. https://www.youtube.com/watch?v=Xmkfg_dcHFI
  • 22. Another worthwhile video Julian Treasure https://www.youtube.com/watch?v=eIho2S0ZahI Would you buy from this guy? My guess is, yes. So emulate him. Copy-paste and deliver what he does.
  • 23. Every child is an artist. The problem is how to remain an artist once we grow up. ~ Pablo Picasso ~
  • 24. When you want to make a point, tell people there are Three Reasons Why. The Power of Three
  • 25. Using quotes from well known speakers makes your point seem more valid and makes a big impact. For example, here are some quotes by Shakespeare that can be applied in a variety of different situations: It is not in the stars to hold our destiny but in ourselves. Better 3 hours too soon than a minute too late. Listen to many, speak to a few. Use of Quotes
  • 26. Maybe you dont have to push yourself forward. Maybe you just have to stop holding yourself back. ~ Doe Zantamata ~
  • 27. Our world is not shaped by those who think similarly, but by those who dare to think differently. ~ Rashida Rowe ~
  • 28. I believe in a visual language that should be as strong as the written word. ~ David LaChapelle ~
  • 29. Back up your claims with sources and factual information in order to support the points you are trying to make. Support Your Argument
  • 31. What is my biggest weakness? Write 150 words describing your biggest weakness. What is my biggest strength? Write 150 words describing your biggest strenght. Exercise 1 Give to a friend and ask for feedback. Youll be surprised how others see you.
  • 32. Write yourself a congratulations letter. Exercise 2 Hang it somewhere so that you will see it every day.
  • 33. Dear Ashley, Congratulations on making the varsity swim team as a freshman in high school and becoming the trumpet section leader by junior year. Congratulations on becoming a peer mentor in college and on graduating with a Bachelor of Arts Degree. Congratulations on going to Spain even though you do not speak the language very well and are unfamiliar with this part of the world. Im proud of these accomplishments and Im proud to be me. Best Wishes, Me Example for exercise 2
  • 34. Elon Musk - by Ashlee Vance This Years Must-Reads Bold - by Peter Diamandis
  • 35. jeff@internetadvisorycorp.com | +34 600115789 Thanks for Your Time and Attention !