for people who "don't, won't, can't sell" - but need to

15
Don’t Won’t Can’t Sell by Greg Twemlow Selling for Non-Sellers Monday, 11 November 13

Upload: greg-twemlow

Post on 06-May-2015

178 views

Category:

Self Improvement


2 download

DESCRIPTION

Selling is a fact of life for all of us and the secret to succeeding in business for you personally and your company. Yet many people feel totally uncomfortable with the idea that they "sell". Here's 3 easy steps to being effective in sales for the non-sellers.

TRANSCRIPT

Page 1: For people who "don't, won't, can't sell" - but need to

Don’tWon’tCan’tSell

by Greg Twemlow

Selling for Non-Sellers

Monday, 11 November 13

Page 2: For people who "don't, won't, can't sell" - but need to

It’s not selling, it’s influencing

Monday, 11 November 13

Page 3: For people who "don't, won't, can't sell" - but need to

RAPPORT

PartONE

PartTWO

PartTHREE

1 2 3

TRUST CONFIDENCE

Monday, 11 November 13

Page 4: For people who "don't, won't, can't sell" - but need to

EstablishRAPPORT

1

Monday, 11 November 13

Page 5: For people who "don't, won't, can't sell" - but need to

RAPPORTStart by

establishing

with whomever you want to

influence

Monday, 11 November 13

Page 6: For people who "don't, won't, can't sell" - but need to

 

You cannotINFLUENCEwithout rapport

RapportFrom Wikipedia, the free encyclopedia

Rapport occurs when two or more people feel that they are in sync or on the same wavelength because they feel similar or relate well to each other. Rapport is theorized to include three behavioral components: mutual attention, mutual positivity, and coordination.For example, they may realize that they share similar values, beliefs, knowledge, or behaviors around politics, business or sports.

Monday, 11 November 13

Page 7: For people who "don't, won't, can't sell" - but need to

RAPPORT=LISTEN+EMPATHYMonday, 11 November 13

Page 8: For people who "don't, won't, can't sell" - but need to

TRUSTEstablish

2

Monday, 11 November 13

Page 9: For people who "don't, won't, can't sell" - but need to

TRUST

ALWAYS answer

questions honestly

ALWAYSbe responsive

ALWAYS deliver on

your promises

Monday, 11 November 13

Page 10: For people who "don't, won't, can't sell" - but need to

& honesty the basis for trust.

is the basisfor rapport

Common ground

Monday, 11 November 13

Page 11: For people who "don't, won't, can't sell" - but need to

EstablishCONFIDENCE

3

Monday, 11 November 13

Page 12: For people who "don't, won't, can't sell" - but need to

RELIABILITYProving your

builds confidence

Monday, 11 November 13

Page 13: For people who "don't, won't, can't sell" - but need to

RELIABILITY

ALWAYSsee tasks

through tocompletion

ALWAYSemotionally

calm

ALWAYSstableunder

pressureMonday, 11 November 13

Page 14: For people who "don't, won't, can't sell" - but need to

RAPPORT+TRUST+CONFIDENCE=

Monday, 11 November 13