By Antoine DupontCEO – ADMIN eSOLUTIONS

About meCEO of ADMINeSOLUTIONSWeb & Marketing AgencySpecialize in Small BusinessesBeen in Internet Marketing since 1996Originally from Paris, FranceBumper sticker should say:

“I’d rather be playing Tennis”@adupont65 – Instagram & TwitterFacebook.com/antoine.dupont

Agenda

1. Job Description2. Communication as an art3. Simple Psychology4. Profiling5. What is Consultative Selling6. Q&A

What is that???

Professionally helping other people to BUY!

People like sellers who:

• Show concerns• Ask intelligent questions• Relate service to their specific need• Are friendly & confident…not pushy

People hate to be sold to…

…but they love to buy!

1-The Order Taker

2-The Product Pusher

3-The Over Seller

4-The Problem Solver

How to Communicate

All Sales are based on…20% Logic

80% Emotion

Tools

Modalities

Match & Mirror

But don’t mimic!

Disc Profiling

Behavioral Style

“Let’s just go for it.”

DirectDirect All about Results All about Results Bottom Line Bottom Line

OrientedOriented OrganizersOrganizers Self StartersSelf Starters

How do D’s make decisions?How do D’s make decisions?

Selling to a “D”

Selling to a “I”“Let’s go ahead and do it, things are going really

well in our business. I just feel it’s right!”

EnthusiasticEnthusiasticOptimisticOptimisticFriendly Friendly Team PlayersTeam Players

How do I’s make decisions?How do I’s make decisions?

Selling to a “S”“Great idea. Let’s

get everyone together and create

a detailed plan of action!”

How do S’s make decisions?How do S’s make decisions?

AmiableAmiableService Oriented Service Oriented StableStableDependableDependable

Selling to a “C”“ I don’t know, we have procedures and rules

that are intended to be followed! Let’s look

them up!”AnalyticalAnalyticalFact FinderFact FinderHigh High

StandardsStandardsDetail Detail

OrientedOrientedHow do C’s make decisions?How do C’s make decisions?

Be more interested

…than interesting!

Listen more…

…than you talk!

Ask WhyMostly we start with

WHAT, maybe HOW, rarely WHY

However, People don’t buy what you do, they buy WHY YOU DO IT!

Recreate…

…listen to feelings & intention and recreate that!

1 - Research

• What CMS?• Optimized?• Mobile responsive?• How old?• Etc…

2 - Ask

• Don’t assume anything • Open-ended questions• Who, What , Where, How, When & WHY?

3 - Listen

• Always. Be. Listening.• Take Notes

4 - Recreate

• Repeat all the concerns• What I heard you say…• Let me make sure I got this right…

5 – Make Offer

• Based on what I heard…• Our best solution for you is…

6 – Close

• Deal with objection• Draft Agreement or move on

Does that fit with what you had in mind?

Don’t try to convince

What makes you unique?Word not allowed:

Affordable, Competitive, Best Value, Excellent Customer Support, Unique,

Best in Class

What role does the website play in bringing

new business?

What does a qualified lead looks like

for your business?

What is the value for a new customer in your business?

How many new customer can your

business handle today?

Antoine Dupont Facebook.com/antoine.dupont Youtube.com/adupont9999 Instagram.com/adupont65

www.adminesolutions.com