2.
- The changing face of selling
-
- Research, Research, Research
- Becoming business partners
3. 4. Yesterday Today 5. The product advantagehas all but
disappeared
- In a world of commodities the only differentiator is
YOU! 6. Why should I brand myself?
- If you don't brand yourself, others will.
7. 8. 9. 10.
- The more prospects I see the more deals I'll close
- I need to keep my sales pipeline full of prospects
- Getting an appointment means the prospect is interested
11.
- Their suppliers & customers
12.
- Finding compelling reasons to engage
- Detective/forensics looking for clues to entry-point
13. 14. 15. 16. 17.
- Plan watch your internal dialogue
- Intro Ive been looking at your website and
- Present the link opportunity
- Our specific USP (how we can help)
18.
- How fast does the brain think in WPM?
- Be succinct - to the point
19.
- Preferably under 10 words
20. 21. 22.
- It is a team of 2 working together
23. Turbulent Talk:
- Negative words that focus immediately on what cannot be
done
Yes, but I'm afraid Ja, okay, alright (& other slang) Cannot
Unfortunately No But Unavailable I can't promise, but Sorry Unable
I'll try 24. Partnering Talk:
- Words & phrases that create a positive, proactive,
empathetic response
Yes, we can We're on the same side What do you think? Certainly
Let us 25.
- HR =staff welfare motivated - churn
- SM = sales ratios targets
- PM = Quality - waste reduction- efficiencies
26.
- Stop selling your product/service sell yourself
- Research researchresearch
- Understand their business intimately
- Put them 1 stnot your product
- Add VALUE at every opportunity
27.
- The changing face of selling
-
- Research, Research, Research
- Becoming business partners
28. Would you buywhat you are selling? 29. Presented by: 30.
