A few weeks ago, I had the pleasure to lead a coaching session at the international Amazon Pay Sales Summit in Munich. It was so much fun to be back at my previous employer and to see many former colleagues and new faces. The entire European key account management team was present and they were all very welcoming, so in a way it felt like I had never left. It was very inspiring for me to see what they have achieved in the last year and how much further they have come.
My coaching session was build as an open discussion, based on questions the teams had sent in advance. Among other things we talked about topics such as:
how to best bring across the value proposition and keep customers engaged,
how to ask the right questions and tailor the offer to the specific needs of the client,
how to build meaningful relationships with customers and create win-win situations,
how to easily handle objections,
how to negotiate and
how to use urgency seeds.
At the beginning of the talk we did an exercise around power poses, that were developed by the researcher Amy Cuddy and team. The exercise made us feel present, motivated and empowered.
Then I shared theoretical sales knowledge about the above mentioned topics and practical experiences from being on the job for 4,5 years. In addition, participants contributed with their own learnings and case studies.
At the end we did a „status - exercise“, that is derived from the field of acting. We all went into the high status of feeling like a queen or a king, so feeling very present, open, empowered and in charge. Then we went into feeling a low status as for example being a beggar, and compared how different it felt. This exercise helps to understand what a huge impact your attitude, voice and body-language have in communicating with others. By becoming aware of your feelings and behavior you can easily adapt and be more present in every sales encounter.
After the session I got a lot of positive feedback and recognition from the team, which makes me very happy:
„It was mesmerizing and very inspiring to listen to you.“ - Olivia
„It was my favorite session and I am taking many learnings from it, for example to use storytelling in my next pitch.“ - Begüm
„I especially liked the exercises because I learned to show presence, the right attitude and using my voice to ace my next conversations“ - Sarah
„Thank you for this great, interesting and engaging session that helps me keep up the good work.“ - Matt
„I really liked the positive nature of the session.” - Emily
In the evening I was then invited to join the team on a little city tour through Munich. It felt very nice to be back in the city I called home for nearly 5 years and to learn some new facts about it’s history. Afterwards we went to a traditional Bavarian restaurant and had a great evening with delicious food and interesting conversations.
Thank you Amazon Pay for having me, it was a real pleasure! If you have questions or comments, feel free to contact me via email at flora@pauercoaching.de
All the best,
Flora
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