1. We are ALL in the Selling Game Presented by Merry Robertson

2. What? What do I want? What goals does it meet? What emotions will I have? What is my fall-back?

3. Who? Status Power Personality Difficulty

4. When? When is your right time? When is their right time When is the company’s right time?

5. Neutral Location? Mood Coffee? Sitting or standing Where?

6. How? How will you word the request? –How will you make the appointment? How will you do the preparation? –How will you gather the evidence?

7. Why? Why that objective? Why that demand? Why target that person? Why that time? Why that location? Why that method?

8. Use the A B C of Rapport building A ttitude  Positive  Optimistic  Outgoing

9. B ody Language  Voice and tone  Posture  Facial expressions

10. C onversation  Be Assertive  Use questions  Outward focus  It’s about WIIF Them

11. Your Selling Summary Plan your approach Practice and Perform your ABCs Every conversation is a training opportunity! Presented by Merry Robertson www.jumpmarketing.com.au

12. Other Educational Seminars and Training Workshops Presented by Merry Robertson www.jumpmarketing.com.au  Dealing with Difficult People  Marketing your Business  Assertive Communication  Creating Dynamic Teams and Committees  Networking Skills  Professional Presentation Skills  Managing Email Communications … and other Custom-made solutions to your Communication issues