The Courtship Sales System Relationship Selling and Dynamic Marketing By Dan McKinnon

The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System

Relationship Selling and Relationship Selling and

Dynamic MarketingDynamic Marketing

By Dan McKinnonBy Dan McKinnon

Trying on your “sales wings”Trying on your “sales wings”Trying on your “sales wings”Trying on your “sales wings”


Who Sells?Who Sells? When?, Why?When?, Why? What Sells?What Sells?

Everyone does it, all Everyone does it, all of the time.of the time.

Its simply, persuasion Its simply, persuasion personified.personified.

Sales are the life force Sales are the life force of the organization…, of the organization…, it sells, therefore it is.it sells, therefore it is.


““A common sense approach A common sense approach to relationship selling”to relationship selling”


How is the How is the sales process sales process like a like a courtship?courtship?

AT-------AT------- IN------IN------ DES---DES--- ACT---ACT---


ATTENTIONATTENTION ““Opening the Client’s Opening the Client’s

door to You”, But door to You”, But How?How?

NewnessNewness UrgencyUrgency I know who you knowI know who you know Referrals are #1Referrals are #1 Stand up to be seen, Stand up to be seen,

Speak up to be heardSpeak up to be heard And more…?And more…?


INTERESTINTEREST How do I show you How do I show you

I’m interested in you?I’m interested in you? Another Attention...Another Attention... Loving to Listen…Loving to Listen… Creating USP’sCreating USP’s Making POP’sMaking POP’s


DESIREDESIRE Making it…Building Making it…Building

it...it’s a quest using it...it’s a quest using questionsquestions

Joe’s A.L.E. and his Joe’s A.L.E. and his A.D.E.A.D.E.

Know and Show Know and Show Covey’s 4thCovey’s 4th

Show you care with Show you care with Factscan questioningFactscan questioning

Fact scan….Fact scan…. Facts can….Facts can….


MORE MORE DESIREDESIRE

““We buy with our We buy with our emotions, not our emotions, not our cognitions”cognitions”

Joe’s Iceberg TheoryJoe’s Iceberg Theory

Factscan results in Factscan results in identifying GAPS OR identifying GAPS OR NEEDSNEEDS

Its up to you to fill the Its up to you to fill the client’s gaps and client’s gaps and needs with??needs with??

?? YOUR BENEFITS?? YOUR BENEFITS Emotion = MotionEmotion = Motion


ACTION ACTION PLEASEPLEASE

““People will act from People will act from their perceptions”their perceptions”

Ya’ gotta’ ask ‘em to Ya’ gotta’ ask ‘em to Close ‘emClose ‘em

Restate the matched Restate the matched Needs/Benefits, ANDNeeds/Benefits, AND

Go DirectGo Direct Be Either/OrBe Either/Or Do Assumptive MoveDo Assumptive Move Try a Trial Try a Trial


EXERCISE I: Using AIDA to EXERCISE I: Using AIDA to “unpack” some real life sales “unpack” some real life sales scenarios. Its SHOWTIME - 3 scenarios. Its SHOWTIME - 3 video vignettesvideo vignettes


The Stages of a Professional Sales The Stages of a Professional Sales RelationshipRelationship

Transforming Suspects into ConfidantsTransforming Suspects into Confidants

Know thyself, Know the otherKnow thyself, Know the otherKnow thyself, Know the otherKnow thyself, Know the other


A suspect is____________?A suspect is____________? A prospect is _____________?A prospect is _____________? A customer is _______________?A customer is _______________? A client is_____________________?A client is_____________________? A confidant is____________________?A confidant is____________________?


Ask yourself, ARE THEY….Ask yourself, ARE THEY…. Awake, Asleep or Dead?Awake, Asleep or Dead? Ask yourself, CAN THEY BE….Ask yourself, CAN THEY BE…. Broadened and Deepened ?Broadened and Deepened ? Ask yourself, SHOULD THEY BE….Ask yourself, SHOULD THEY BE…. Let Go===>To Grow?Let Go===>To Grow?


Coded byStage

Structure yourStories byStage

Close them byStage

Sell CycleLength

Set callfrequencyratios

Determineyour closingratios


EXERCISE II: Marking your EXERCISE II: Marking your homework True or False, Why? homework True or False, Why? Talk to us... Talk to us...


OBJECTIONSOBJECTIONS

““No’s or Know’s?No’s or Know’s?

What’s a “no” really What’s a “no” really mean?mean?

Their No-ing leads to Their No-ing leads to your Knowing your Knowing


OBJECTIFYING THOSE OBJECTIONSOBJECTIFYING THOSE OBJECTIONS An objection = A secret problemAn objection = A secret problem THREE TYPICAL OBJECTIONS ARE: THREE TYPICAL OBJECTIONS ARE:

NoTime/Too Busy, Your Price is too High, NoTime/Too Busy, Your Price is too High, I’m working with someone else. I’m working with someone else.


EXERCISE III: OBJECTIFYING EXERCISE III: OBJECTIFYING OBJECTIONSOBJECTIONS

Groups of 3 with a Seller (Sender), Groups of 3 with a Seller (Sender), Buyer (Receiver) & Observer. Try out Buyer (Receiver) & Observer. Try out each role with a common objection. each role with a common objection. 5 minutes each, 15 minutes total5 minutes each, 15 minutes total


SUMMING UPSUMMING UP Here’s an outline of today, add Here’s an outline of today, add

your notes to it. Here’s a your notes to it. Here’s a chart:The Sequential Model of chart:The Sequential Model of Professional SellingProfessional Selling

The Courtship Sales SystemThe Courtship Sales SystemThe Attitude LatitudeThe Attitude Latitude

The Courtship Sales SystemThe Courtship Sales SystemThe Attitude LatitudeThe Attitude Latitude

Reframe rejection, Reframe rejection, make “no’s” into make “no’s” into “knows”“knows”

UCasUR UCasUR Your Thoughts Your Thoughts

Become YouBecome You

Dare to CareDare to Care Enthus----Enthus---- I -Am-Sold-MyselfI -Am-Sold-Myself


IN CLOSING:IN CLOSING: How was today? Here’s your How was today? Here’s your

homework for #4-Conflict. Please homework for #4-Conflict. Please do your Stop-Continue-Start do your Stop-Continue-Start Journal. Thank you, see you next Journal. Thank you, see you next time.time.

Documents

The Courtship Sales System Relationship Selling and Dynamic Marketing By Dan McKinnon