Virginia WIA Conference -Mike Fazio Presentation

Audience Participation

“I attended this workshop because…

________________________________________________

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Building a Foundation for…

Change

Individual

Thinking Behavior Plan Perform

Changed World. Pre-21st Century 21st Century

Work Hard, Structure Loyalty is Valued Company Responsible for Training React to Company Directives Gold Watch for 30 Years Valued Service Job Security Career Confined to Single Industry Long-Term Employment Retirement Benefits Work at the Plant of Office Full-Time Employees Clearly Identified Career Path Little or No Home-Based Businesses Lucky to Have a Job Working for the Money

NETWORKING

Work Smart, Flexibility Loyalty Less Prevalent Individual Responsible for Own Training Proactive Gun for Hire No Such Thing No Job Security, Average Tenure 3.2 Years Career Involves Multiple Industries 15 Jobs Per Person Focus on Funding Own Retirement 60% Telecommute, Mobile Workers Contract Staff, Consultants 50% of Jobs Not Yet Created 60% of Homes Have a Business Work Resembles Play Work is a “Calling”, Would Do For Free

CONNECTING

CONNECTING means

creating a memorable and

emotional bond with

someone.

“In the world we now live in, you’re

not credible unless you’re visible.”

Are you

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2009 DOW was 6547.05

DOW is 13,500

+102%

March 2009 Gold was $922 oz.

Gold is $1800 oz +95%

March 2009 @ 8.5% 2012 @ 7.8%

What

people think

vs.

What you

want people

to think

Brand-ing

“People think my youth/customers are…

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“I want people to think my youth/customers are…

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NUTHIN’

FOR ,

GOVERNMENT WORKER

ABC Shoes

•Does everyone know the skills that I have?

Ask yourself….

•Does everyone know I am an expert at something?

Ask yourself….

•Does everyone know how much I love my job?

Ask yourself….

•Does everyone think I am really listening to this Ray Romano look-a-like guy?

Ask yourself….

“I want people to think I am…

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“Selling is

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“Selling is simply a

way of sharing enthusiasm for something you want everyone else to

benefit from.”

Workforce Training Visits

Delivering One

Simple Message

Telling

Is Not

Selling!

The Natural Born Sales Person?

Yes! Natural Born. No! Not Natural Born.

What you believe will

affect your approach.

Successful performance all

boils down to eliminating

blockages and improving our

ability to effectively…

_________________!

“Benefits of my program are……….

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TIME

Three Ways to Communicate With A

Customer or Co-Worker or Employer

• I didn’t eat those cookies.

• I didn’t eat those

cookies.

• I didn’t eat those cookies.

• I didn’t eat those cookies.

• I didn’t eat those

cookies.

Professional

Selling Basics

How NOT To Sell

“Examples of what I sell and who I sell to every day……….

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We Are Selling All The Time

• Sharing

• Helping

• Communicating

• Exchanging

• Educating

• Mentoring

• Negotiating

• Advising

• Coaching

• Seeking Promotion

• Dating

• Child Rearing

• Writing

• Interviewing

Selling What? Your Organization Your Programs Your History Your Successes Your Knowledge Your Awareness

Your Brand Your Enthusiasm Your Stories Your Determination Your Benefits Yourselves!!

#1. PROSPECTING!

We All Need To Do It! Need to enlist more customers

Need to make more customers aware

Need to create more customer relationships

Need to build our brand

When? 60% or 24 hours per week: Employer Engagement… GO SELL!!!!!

30% or 12 hours per week: Client Interaction

10% or 4 hours per week: Administrative Activity

Go Sell

Client Interaction

Admin Work

Where? 66% found in companies with less than 100 employees

18% found in companies with 101-1000 employees

16% found in companies with more than 1000 employees

66%

18% 16%

0%

10%

20%

30%

40%

50%

60%

70%

1-100

Employees

101-1000

Employees

1000+

Employees

Handling

neg-a-tiv-i-ty

Objections • Objections are Deal Makers

– Not Deal Breakers!

• No Objections – No Serious Involvement.

• Objections are Rungs on the Ladder to Success.

• Love Objections.

1. USE EMPATHY

• Empathy is the action of understanding, being aware of and being sensitive to thoughts of another of either the past or present without having the feelings, thoughts, and experience fully communicated in an explicit manner.

• In other words: to put yourself in another's shoes without getting all emotionally involved.

Empathy Statements

1. “I can understand..”

2. “I can appreciate…”

3. “That’s exactly why………”

2. Use Facts

•Truths. Not opinions.

•Case Notes. Not memories.

•Be specific. Not vague.

•Stats. Not theories.

Questions as

endings, designed

to get someone to

say YES.

3. USE TIE DOWNS

Tie-Downs

• Aren’t They?

• Aren’t You?

• Can’t You?

• Couldn’t It?

• Doesn’t It?

• Don’t You Agree?

• Don’t We?

• Shouldn’t It?

• Wouldn’t It?

• Haven’t They?

• Hasn’t He?

• Hasn’t She?

• Isn’t It?

• Isn’t That Right?

• Didn’t It?

• Wasn’t It?

• Won’t They?

• Won’t You?

1. Many companies are using computers these days_________________?

2. It would be an advantage to have your own twitter account, _____________?

3. These are fun, ______________?

4. It just takes practice,______?

6. They’re coming out naturally now, __________?

6. After you’ve practiced a while, the tie-downs certainly pop out, _______?

7. That one just did, ________?

8. Over time, you could create hundreds of questions that will lead clients towards a buying decision, __________?

9. In any given situation, professional salespeople should be able to rattle off ten, or twenty tie-downs without too much effort, ________?

10. You’re a professional, ___________?

Golly Gee, that Mike Fazio sure is one cool guy and great trainer__________?

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Objection Process

1.EMPATHY

2.FACT(s)

3.TIE DOWN

Audience Winner

Inspiration To be influenced,

moved, or

Guided by others.

NAWDP Job Development Certification Program WEBINAR SERIES

Starts Nov. 28 www.nawdp.org

Mike Fazio

mike@careerteam.com