1. Selling Essentials Presented by Bob Perry

2. Selling is important! Selling includes Products Services Ideas Influence YOURSELF!

3. Selling is about Building Relationships Influence Success

4. Steps to Making the Sale (From a Fishing Perspective) 1.Find the fish 2.Bait the hook 3.Catch 4.Release

5. Steps to making the sale 1.Networking and preparation Find the Fish 2.Making the pitch Bait the hook. 3.Getting action Catch 4.Reinforcing Release

6. 1. Networking and preparation  Everyone’s a salesperson…everyone’s a prospect.  Know your mission statement  Box of cards a month  Build quick rapport (People buy from who they like!)

7. 6 proven techniques to get people on your side  Look people in the eye  Smile  To be interesting…be interested  Know features…but talk benefits  What’s In It For Me  KNOW the Unique Selling Points

8. Buying Psychology (Why people buy)  Needs (Immediate) Out of stock Breakage Obsolescence  Wants (Distant) Conscience Subliminal  Buying Motivators Self-preservation (Fear of Loss…Sense of Urgency) Romance Economic

9. Needs and Wants  Needs: Tend to be occurrences satisfied by having a product, service, or solution readily available.  Wants: Tend to be more long-range and abstract in the decision-making process. Wants are where the real art of selling can be most profitable.

10. Buying Motivators  Self-preservation Fear of Loss…Sense of Urgency  Romance How do I see myself…or how do I want to see myself  Economic What’s the cost/benefit of this purchase

11. Validating Rationalizations  Identify needs and wants  Realize customers will have conscience and subliminal wants  Try to validate as many of their rationalizations as possible  The sale occurs when the awareness of the product and its benefits are aligned with customer desires, needs, and wants

12. 2. Making the pitch  Be available  Prove competence by knowing your product Quick Response Accurate knowledge Confidence, enthusiasm, and passion about your product  Know features…explain benefits  Emphasize the Unique Selling Points  Set realistic yet enticing expectations  Set up the customer to win

13. Features and Benefits Features are what the product does… benefits are what the product will do for the customer Features A vacuum cleaner has a 5 amp motor and beater bar A reclining chair has a multi position footrest and an independently reclining back A car has a 240 horse power V-6 engine Benefits Clean carpets This chair will allow you to get in any position for comfort You will be able to pass cars on the highway with ease

14. Unique Selling Points Unique Selling Points are the things that are different or better about a company’s product, service or business that will make customers want to do business with that company. Sales strategies should focus on aligning the USP with the wants and needs of customers.

15. Overcoming Objections  Proactive (Anticipate customer desires and understand USP)  Clarify information  Question (Ask probing questions to determine the gap between product benefit and customer wants)  Compensation

16. The ADA principle… it’s not just a town in Oklahoma Awareness + Desire = Action

17. Old school salesmanship  Sell the “sizzle” not the steak Develop “you-ability”  Telegraph…the first 10 words can be more important than the next 10,000  Say it with flowers Be Enthusiastic!  Ask the right question…not if but which Hook them with ? Instead of beating them with an !

18. 3. Getting action  Ask for the order  Simplify and eliminate  Condition affirmations  Ask which…not if  Assumptive close  Close on a minor point  Standing room only…you don’t want to miss out  Offer a special inducement  Summarize benefits  Erect barriers  Close on an objection  Offer to alter the product

19. 4. Follow-up  Selling is about building positive relationships  The best transaction is one that is advantages to all parties  Reaffirm the customer’s good decision