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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?

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We usually think of SELLING

PRODUCTS SERVICES

ORBOTH

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But what about..

Selling

Yourself ?

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Remember this truism…..

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”.

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Why are some salespeople so successful? 80% of Sales success is

psychological.

Top salespeople are OPTIMISTS.

They have a positive mental attitude.

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Optimism Optimism is a

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

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Seven Qualities of Top Salespeople

1. They are

ambitious.

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Ambition A strong desire to

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

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Seven Qualities of Top Salespeople

They are ambitious.

They are courageous.

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Courage

Everyone is afraid.The best

salespeople do it anyway! Ask for the sale…

The top people confront their fears.

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Seven Qualities of Top Salespeople

1. They are ambitious.

2. They are courageous.

3. They are committed.

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Commitment….

Caring is the key element in successful selling.

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

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Law of Correspondence

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

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Seven Qualities of Top Salespeople

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

consultants than as salespeople.

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Consultant stance…

People accept you at the way you present yourself.

Act like a consultant in everything you do and say.

What does a consultant do?

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What makes people remember?

Positive Associations Love, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Meaning, etc…

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Why Do Customers Stop Being Customers?

Beyond Customer Service, 1992.

100% 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

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Seven Qualities of Top Salespeople

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

consultants than as salespeople.5. They are prepared.

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Three Keys to Preparation in Selling

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.

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Seven Qualities of Top Salespeople

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

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

learning.

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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.

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Seven Qualities of Top Salespeople-summary

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

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Hooray! I Made the Sale!

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Just Remember…

YOU ARE SELLING

YOURSELF!!!