And the one
Sponsoring some of the talks, the industry held an exhibition where the Biotech industry - suppliers, distributors, equipment manufacturers , genetic related charities, were engaged. Visitors to the stands engeaged in conversations . Sponsorship by Nanostring Technologies and Agilent Technologies acknowledge with special thanks by BHBC.
To encourage delegates to visit the trade exhibition stands, the registration desk issued registrants with an incentive to win a HP mini Netbook. On a pocket sized card were 41 circles with the names of the exhibitor organisations.
The card read " Go and TALK to the exhibitors and collect a sticker- match up with the circles - the person with the most will win the HP netbook. Don't forget to put your name and contact information and registration number and hand it to the registration desk by 1.00 on Wednesday 7 ( last day of the conference). The winner will be announced after the the BSHG lecture (last lecture of the conference) If there is a tie, then a draw will take place."
Various parties were asking each other many questions on their forefront their scientific work e.g. " Next Generation Sequencing - what's happening now? and Genetics Clinical Research studies asking " How can we help you".
So there was much SELLING going on whether they might have consciously acknowledged it or not.
For detailed reports www.bionews.org.uk, British Society for Human Genetics http://www.bshg.org.uk
Scarman House Re-fit
Meanwhile over at Scarman House just five minutes away TACK International were running their Solution Based Selling programme. http://www.tack.co.uk/course_details.php?cat_id=72&co_id=84&col=F6082E
The Scarman House premises are undergoing a refurbishment programme. The refit of the coffee lounges nearly complete with upgrading of certain bedrooms going on for the next few weeks.
Scarman House is also a great place place to meet up with friends and clients.
I was able to catch up with trainer colleague Emma Steward who been running a creativity course over in the sister building Radcliffe. So we had a good chat at the end of the day.
Also bumped into Paul Hayden who was running a coaching programme in another part of the site.
It was good to meet with Simon Cooper who was leading the Solution Based Selling course , Neil Parry and Sales Director of TACK International Carole Hudson. We have not all worked together since a job earlier in the year in Selville.
Solution Based Selling: The TACK model consists of the following elements
- Create rapport and trust
- Identify customer needs and priorities
- Create and design solution
- Present differentiated value proposition
- Negotiate terms and conditions
- Implement solution, evaluate and develop.
So the Solution Based Seller is there to listen and ask really good questions to help the clients develop and solve their . TACK employ a drill down questioning process.
Issue or Concern- Problem
Net Effect- Implication- Consequence
Develop Solutions - Conclusion
Maybe with the rise of Account development and Sales Processes CRM systems and the like are not enough because we must lose sight of the sale.
Thinking back to the Koan - there are unanswered questions not only in the fields of philosophy and genetics but also in selling. We still need to have the chutspah ask the "answerable questions" ( see also Dave Kurlan 10 mistakes sales people make see http://fruitsofsuccesswithhugh.blogspot.com/2011/07/dave-kurlan-omg-at-tmi-tack-world.html)
On the Solution Based Selling Course one delegate reminded us all about sometimes asking the questions we dare not ask. We had been discussing those challenging situations when business relationships has become bogged down and looking for ideas from the group as other approaches.
The delegate described how he had had a situation where he felt he had tried everything with this client with an competitor of his as the incumbent so he asked out boldly question no 1. below. And it worked!
Such directness is risky but when you have covered the bases and you seem to be treading water sometimes that reticence - that fear of rejection dissolves our courage .
Perhaps we have lost our way in selling due to the drive for models , Sales processes, CRM - Account Management, the tools of Selling 2.0 but have got a bit too prod to ASK for THE BUSINESS.
So here are ten questions we used to be a little braver to ask again.
- What makes you scared of taking the decision?
- What do we have to do to get your business?
- We've been working on this for a long time now, why exactly won't you give me a chance?
- Can we go ahead?
- Do you have the authority to decide?
- Why is it taking so long to take the decision?
- So why won't you buy from us?
- Why don't we get some dates in the diary?
- What are you actually prepared to spend with us?
Paul Hayden at Scarman House ( Lounge Bar)