2. How Do You Feel About: Sales people? Being sold? Selling as a career? Or

3. Selling - Practical Definition 1 Expressing your ideas Just a conversation. Selling is: From someone else’s view point of view

4. Selling - Practical Definition 2 Customer focused communication that... Builds TRUST & UNDERSTANDING and... Helps people make decisions that are good for them. Just a conversation. Selling is:

5. Foundational Principles: Selling is about TRUST Selling is about listening It’s about serving others. It’s about genuine connection People love to buy (make good decisions)

6. We Are All In Sales: Selling = Influence Selling = Communications Selling = Leadership “Leadership is just positive influence” - John Maxwell

8. The Three Truths of Selling 75% of the outcome of any selling opportunity is directly related to the trust and rapport you establish in the initial stages of a presentation. Truth #1 You Can’t Close Before You Open!

9. The Three Truths of Selling Every buyer will make 5 Critical Decisions in a precise psychological order before you can sell, convince, or persuade them of anything. Truth #2

10. The Three Truths of Selling 1. About You 2. About Your Company 3. About Your Product or Service 4. About Your Price 5. About The Time to Buy Truth #2 (How People Buy and Decide)

11. The Three Truths of Selling 62% of the time, people don’t ask for a next step commitment even once, while most buyers typically pose 2 objections or stall tactics. Truth #3 You can achieve a 31% increase in results just by asking for a commitment at every opportunity.

12. 3 Keys to Differentiation 1. Increase your likeability. 2. Talk less; listen more! 3. Get the other’s perspective

13. All Things Being Equal … People cooperate with people they like and trust.

14. #1 - Your Life Is A Popularity Contest! Friendliness Relevance Empathy Realness Likeability is your personal capacity to consistently produce positive effect in others regardless of the situation. If you are not likeable, customers won’t listen to you, won’t remember what you said, and they’ll never trust you.

15. Increasing your Likeability The perceptions of others shape your life more than the choices you make. Highly likeable people earn 40 X more than average or neutral personalities. For A Free Likeability Test Visit: www.high-output.com/store

16. The # 1 Rule of Communication People prefer talking to listening. People decide for their reasons Everyone wants to be understood If you want to be a great leader be a great listener. Key 2: Ask, Listen Understand

17. “So, what have you got?” “Tell me a bit about what you do. “Can we skip the small talk?” “What can you do for us?” “What makes you different?” Or maybe you had a social call that never got past the small talk Key 2: Ask, Listen Understand

18. Everybody wants the same 3 things: To be significant To be appreciated To be understood People Need To Understand That They Have Been Understood Key 2: Ask, Listen Understand

19. The Power In Selling Is Not In Telling: The Power comes from: Asking Good Broad Questions Listening with your whole being Confirming that you understand That’s the foundation of deep and lasting trust.

20. #3 Get The Other’s Perspective Ask 3 questions to assess others’ styles: 1. - Are they extroverted? - Are they introverted? 2. - Are they verbal? - Are they nonverbal? 3. - Are they people-oriented? - Are they task-oriented?

21. Practice Assessing Others Name: Donald Trump ExtrovertedB + A IntrovertedC + I VerbalC + A Non VerbalB + I TaskB + C People I + A Potential Style “B”“B”

22. Practice Assessing Others Name: Oprah Winfrey ExtrovertedB + A IntrovertedC + I VerbalC + A Non VerbalB + I TaskB + C People I + A Potential Style “A”“A”

23. Practice Assessing Others Name: Oprah Winfrey 2 ExtrovertedB + A IntrovertedC + I VerbalC + A Non VerbalB + I TaskB + C People I + A Potential Style “B, C, A”

24. “High sales achievers take a new thought and take it to the next dimension; they put it into action.”

25. Visit: www.high-output.com