selling for non sales people
DESCRIPTION
If you are not a trained sales person, what do you need to know to make sales for your company, your ideas, or organization.TRANSCRIPT
Selling for Non-Sales People
By J.R. Atkins, Social Media
Speaker, Strategist, Consultant
Are you a Sales Person?
Have you dated?
Are you married?
Do you have a job?
Do you ever get what you want?
Have you received investor money?
Can you share your ideas so that other get excited and take action?
Who is your Potential Customer?
Ideal Customer
Key Demographics
Business vs. Consumer
Annual Revenue or Income
Common Issues
Geography
Stephen Cover – “Begin with the end in mind.
12 Keys to Selling Success
1. Keep it simple and Brief
2. The fewer words you use the better
3. The smaller the words the better
4. Be careful of dumping the whole load on them
5. This of how you like to buy
6. The power of the Question
12 Keys to Selling Success
7. Pull vs. Push
8. Use visual aids: diagrams, pictures, models…
9. Have a one Page “leave behind” for story telling
10.Be aware of how feeling and figures affect the sale
11. Use the works of your prospect
12. Develop an understanding of communication styles
Type Strengths Potential Weaknesses
Analytical Thinking Excludes feelings from decisions
Thorough Goes too far; perfectionistDisciplined Too rigid or demanding of self/others
Amiable Supportive Tends to conform to wishes of othersPatient No time boundaries; things do not get doneDiplomatic Not assertive or directive
Driver Independent Has trouble operating with othersDecisive Does not take time to consider other perspectives
Determined Domineering; too focused on doing it "my way"
Expressive Good communicator
Talks too much
Enthusiastic Comes on too strongImaginative Dreamer; unrealistic
4 Communication Styles
Sales 1.0 vs. 2.0Sales 1.0 Sales 2.0
You call them They call you
You bring the info Your info is online
Push Pull
Low trust High trust
Low credibility High credibility
Early engagement Late engagement
Multiple visit Fewer visits
It's about you It's about them
Thank You
J.R. Atkins is a Speaker, Strategist and Consultant on Social Media residing in Dallas.
If you need a speaker for your group or association please see his website SDCLLC.us
LinkedIn: linkedin.com/in/jratkins85
Facebook: facebook.com/jratkins85
Twitter: twitter.com/jratkins
Blog: sdcllc/wordpress.com
YouTube: youtube.com/jratkins1