About me

Competencies Ron Buckland 2017 rundown

- Relationship Builder - Builds rapport both internally and externally. Empathetic. Good active listener. Uses appropriate body language mirroring appropriately. Confident open and friendly. Recognises personality types and adjusts behaviour and methodology accordingly.

- Preparer and Planner - Adopts planned methodologies to address situations. Thorough advance preparation and planning. Anticipates potential outcomes and objections and prepares in advance.

- Active Listener - Uses active listening skills to build rapport with the client. Takes notes, confirms and summarises effectively. Uses silence as a powerful tool. Replays client language and phrases. Questioning style and rapport building encourages prospects to open up. Confirms meeting output and actions.

- Needs Analyser - Has a structured approach to uncovering needs of prospects or internal customers. Uses funnel questioning technique to go from wider issues to product specific. In prospect situations looks for decision makers, timescale, business results, personal wins, scope of opportunity, budget, competitors / alternatives, next steps. Clarifies when necessary. Goes with the flow rather than pre-selected path. Identifies and explores areas of pain using deficit questions.

- Networker - Appreciates the need to network widely either internally or externally with all influencers to create buy-in. Uses differing networking opportunities to create relationships with all stakeholders. Naturally inquisitive about people and what makes them tick. Uses structured approach to "covering the bases". Identifies and uses a "Coach" . Identifies and gets to the Economic Buyer. Recognises User and Technical Buyers and the roles they play. Positions themselves as a subject matter expert.

- Inspiring Presenter - Adopts appropriate communication media to the situation and people involved. Verbally confident and persuasive. Creates impact, eloquent. Logical persuasive structure to any communication. Clearly articulates the Value Proposition and service offering using Features, Advantages, Benefits, Evidence to match client needs and pain points and to overcome objections. Uses anecdotes, story telling and case study evidence to graphically illustrate and positively persuade.

- Solution Developer - Gathers all relevant information that could impact a situation (eg 7 M's - market, machines, materials, minutes, methods, money, manpower) Creates solutions that match the needs of influencers. Adjusts solution presentation to meet individual styles. Knowledge of financial modeling to balance risk and reward. Creates a Win-Win solution. Creates differentiation and counters competition appropriately.

- Sales Tactician - Plans a sales campaign to counter and minimise red flags, maximise strengths, counter competitor threats and position the sale positively. Uses effective relationship mapping to position internal and or external resources to move a sale forward. Uses a Coach to overcome difficulties and win the business.

- Delivering Results - Focused on delivering results whatever the task. Plans an outcome before commencing the process. Proven track record of consistent results against targets set. Uses effective negotiating techniques. Gains commitment and closure. Agrees next actions and/or a call to action.

Attributes

- Self Motivated.

- Strong Interpersonal Skills.

- Has presence and confidence.

- Persistent and tenacious.

- Highly persuasive.

- Professional Image.