LEAP Framework Workshop

LEAP Ethical Selling Framework

Listen

3 Core Principles for Listening

• Join the conversation going on in their mind
• Attunement - Be attuned to them
• Try to be a problem finder rather than a problem solver

Be an Explorer

• Ask Questions
• Assign the correct meaning to the given answers
• Question the answers
• Beware of confirmation bias - you might be assigning meaning that you want to be true.

Be interested in the other person rather than trying to be interesting.

Question to ask yourself

1. What are their fears and frustrations?
2. What are their wants and aspirations?
3. What problem are they trying to solve?
   • What is the problem behind that problem?
     • What is behind that? 5 Whys

See sales as an act of service.

Explain

Questions to ask yourself

1. What makes this buyer a 'no' for you?
2. What should make this offer a clear 'no' for them?
3. What can you say to make it very clear that they are in control and that you don't need their purchase?

Ask

How to handle a 'No'

Be Ok with it. Offer a no to them during the conversation.

• "In what way the offer don't meet your needs?"
• "What would have made it an yes?"
• "Can I follow up with you at a later time?"
• "Is there anything else that I can help you with?"
• "Would you want me to give you some resources that might help you with the problem(books, links, etc.)?"
• "Anyone comes to mind who might be interested in this?"

Questions to ask yourself

1. What vision do they have - and where don't they overlap with your vision?
   • Helps you understand the fears and objections.
2. What's the best way to make the ask based on their vision?
3. How can you make sure that no is a valid option for them?

What is a typical reaction when you hear a no? What would be a more helpful reaction?