1. WHY YOU SHOULD LOVE SELLING AND HOW TO DO IT! SARAH SHORT WWW.SARAHSHORT.CO.UK

2. WHAT WE ARE GOING TO COVER Why we fear selling so much (let’s cover this one off quickly!) Your input – this is going to feature prominently today. We are going to look at what you sell and why that isn’t necessarily the same as what your customers are buying I’m going to teach you the biggest secret about selling We are going to spend the remainder of the day looking at how to sell – the nuts and bolts of what selling actually is

3. THE SALESPERSON WE KNOW THEM WELL! WE DON’T WANT TO BE ONE!

4. TIME FOR YOUR INPUT!

5. WHY DO WE HATE SALESPEOPLE They are con merchants They are liars They trick you into buying things They force you to buy things you don’t want to buy They are only in it for the money

6. EUPHEMISMS Business Development Manager Consultant Associate Territory Manager Account Executive Or, my favourite: Wait for it…….. Customer Solution Specialist!

7. TIME FOR YOUR INPUT!

8. WHAT DO SALES PEOPLE REALLY DO? Provide products/services that fulfil a need (which may or may not be known to the customer) Provide products/services that solve a problem Provide products/services that make people feel good Help with a decision making process

9. WHAT DO I SELL? My time/ability as a project manager My time/ability as a sales person My time/ability as a business coach My time/ability as a trainer

10. INPUT TIME AGAIN

11. WHAT ARE YOUR CUSTOMERS BUYING?

12. WHAT ARE MY CLIENTS BUYING? Project management buyers buy organisation, clarity, peace of mind Sales buyers buy an increase in their product sales People who buy my business coaching buy their own success in reaching their business goals You are buying knowledge. In this case, of how to sell your own products/services

13. INPUT TIME AGAIN

14. WHAT DO YOUR CUSTOMERS WANT? How do you know?

15. THE SECRET TO BEING GOOD AT SALES IS…

16. INPUT TIME AGAIN

17. WE HAVE THE WHAT… NOW FOR THE HOW!

18. HOW TO SELL Resist the urge to launch into your sales pitch Listen to your customer, with your eyes and ears Ask open questions  What  Where  Why  When  How

19. CONTINUED: Match benefits (not features) to customer needs Love your product Stay up to date with your industry/field Watch for buying signals ASK FOR THE SALE!!

20. SEVEN DEADLY SINS OF SELLING Pride Sloth Gluttony Lust Anger Greed Envy

21. CONCLUSION: Selling is an art, which takes practice to perfect We are lucky to have our own things to sell Sales people are people people Remember – people buy people How can you NOT love selling?

22. TO GET A COPY OF THIS PRESENTATION www.sarahshort.co.uk/downloads