selling a product or selling yourself - roby

SELLING A PRODUCT OR

SELLING YOURSELF

ARISE TRAINING & RESEARCH CENTER

How many of you are planning a career in sales (show of hands)?

Anything less then a 100% show of hands is not acceptable…

NOW WHY DO I SAY THAT?


PRODUCTS SERVICES

ORBOTH

We usually think of SELLING


SellingYourself ?

But what about..


I don’t care what career path you are on. The reality is that you must sell yourself before you sell your skills.

I am talking about your “persona”---about how others see you as a human being.

I choose to call it “personal salesmanship”.

Remember this truism…..


BEGINNING TO GET THE MESSAGE?

ARE YOU……


20% of the salespeople make 80% of the sales and 80% of the commissions

10% of salespeople open 80% of new accounts (“hunters”)

The top 10% of sales professionals today earn 5X, 10X, 15X and even 20X the average of the other 80%-90%.

Why are some salespeople so successful?


1. They sell the product people want.

2. They convince people they wantthe product they have to sell.



Those with the 3.9 gpa’s?

ORThose who bring in the

most new clients?

Who do you think are the top earners in the big name consulting firms?


80% of Sales success is psychological.

Top salespeople are OPTIMISTS.They have a positive mental attitude.




Optimism

Optimism is a result, or effect, of the seven key qualities of top sales people


Seven Qualities of Top Salespeople1. They are

ambitious.


Ambition

A strong desire to gain a particular objective; specifically, the drive to succeed or to gain fame, power wealth, etc.


Seven Qualities of Top Salespeople

They are ambitious.

They are courageous.


Courage

Everyone is afraid.The best

salespeople do it anyway! Ask for the sale…

The top people confront their fears.


Seven Qualities of Top Salespeople1. They are

ambitious.2. They are

courageous.3. They are

committed.

Caring is the key element in successful selling.

Selling has often been defined as a “transfer of enthusiasm”.

Commitment….



Law of Correspondence

The more you believe in what you sell, the easier it is for you to convince someone else.

1. They are ambitious.2. They are courageous.3. They are committed.4. They see themselves more as consultants

than as salespeople.



People accept you at the way you present yourself.

Act like a consultant in everything you do and say.

What does a consultant do?

Consultant stance…


Forbidden Phrases

“WHY DO YOU NEED TO KNOW?”

“NO.”

“YOU’RE WRONG.”

“WE’VE NEVER DONE IT THAT WAY.”

“YOU’LL HAVE TO.”

“THAT’S NOT MY JOB.”

“THAT’S AGAINST COMPANY POLICY.”

“I DON’T KNOW.”


What makes people remember?


1% Die 3% Move Away 5% Seek alternatives 9% Go to the competition 14% Dissatisfied with

product/service 68% Upset with the treatment they

receive

Why Do Customers Stop Being Customers?

100%ARISE TRAINING & RESEARCH CENTER


than as salespeople.5. They are prepared.



1. Pre-call research – do your homework-mentally prepare.

2. Pre-call objectives – what are your goals? Starting out? Break it down.

3. Post-call analysis – write down every detail. When to re-contact.

Think what other approach could be used to advance your prospect of success.

Three Keys to Preparation in Selling



than as salespeople.5. They are prepared.6. They engage in continuous learning.




Keys to Continuous Learning Read one hour in

selling each day. Listen to audio

tapes in your car. Take all the

training you can get.

1. Be ambitious.2. Be courageous.3. Be committed4. Be professional.5. Be prepared.6. Engage in continuous learning.7. Be responsible.

Seven Qualities of Top Salespeople-summary



Hooray! I Made the Sale!


YOU ARE SELLINGYOURSELF!!!

Just Remember…

selling a product or selling yourself - roby

Education