Customers: Your Greatest Asset or Your

Worst Nightm

are?

TASTER SLIDES!!

Agenda

• What is Selling• The Sales Process• Having a Purpose• Communication Skills

– Questioning Skills– Presentation Skills– Sales Tips and Checklist

• Practical – Assertiveness in Difficult Circumstances

Why Sell?

• Production minus sales=scrap

• Pays for our salaries

• Develops the business

• Provides profits to reinvest

Ancient Chinese Proverb

“A man without a smiling face

must not open a shop”

Who would you rather buy from?

Bored and unhelpful Pleasant and interested

Empathy

empathize(also empathise)   • verb understand and share the feelings of another.

Have a Selling Purpose

• Sales is not your goal in life, it is an objective

• Help people get good feelings they want about what they bought and themselves

• Have a Purpose

Funnelling

• Open questions

• Directive questions

• Closed questions

• Closing

Presenting your product/service

• Product Preciousness• Personalise the presentation• Say/Show principle• Magic Wand• Hands on principle

Communication

Transmitter

Message

Receiver

// = interference/”N

oise”

//

Visual

Auditory

Kinaesthetic Which is your

preference?

Communication Channels

Digital

Features Advantages Benefits

• Features tell, benefits sell

• “So What” Test

What do you make of these people?

Using the Voice

I Love You

Menacing

• Remember this is what we want to see:– Assertive

Meet the

MADMAXMAN™

Thank youIf you would like to face the

MADMAXMAN for real please let one of us know and leave your details