Table of Contents
Acknowledgements
About the authors
Introduction
1 I Owe U - second generation consultative sales strategies
1.1 Selling today
1.2 Next generation selling
1.3 The I Owe U sales journey
1.4 Customer or client
2 How other people really see you
2.1 Why you need to know how others see you
2.2 Who you are
2.3 The OctagonTM Behavioural Assessment
2.4 What are you going to do next?
2.5 Finding out what other people really think
3 Understanding and changing your relationships
3.1 Types of relationship
3.2 Knowing where you are with a relationship
3.3 How to change your relationships
3.4 A matrix of relationships
4 Understanding and adapting to buyers
4.1 Different organisational approaches to buying
4.2 Buyer types and their influence
4.3 Roles
4.4 Personal preferences
5 Building rapport and trust ¿ the I Owe U approach
5.1 Control and structure
5.2 I Owe U
6 Uncovering real needs
6.1 Personal power
6.2 Introducing SHAPE
6.3 Surface (the facts)
6.4 Hunt (for challenges)
6.5 Adjust (to signal direction)
6.6 Paint (for positive future outcomes)
6.7 Engage (to move to action)
6.8 Summary of SHAPE and tools to assist your learning
6.9 An easier SHAPE
6.10 Common areas for questioning
6.11 Spicy Questions
6.12 Value-Sheets
7 Moving to a higher level
7.1 Different levels of conversation
7.2 Getting from level 1 to level 4
8 Cementing credibility and trust
8.1 Confirming the situation
8.2 No proposals
8.3 Proof
9 Presenting your ideas for positive impact
9.1 Audience
9.2 Structure
9.3 Delivery
9.4 Pulling it all together
9.5 Q & A
9.6 Visuals
10 Getting smarter: putting I Owe U to work
11 Summary of key messages
Appendices
1. Your OctagonTM behavioural assessment
2. Your OctagonTM action plan
3. Buyer Feedback Tool
4. Blank planning sheets
5. Recognising SHAPE questions
Index
