WE ALL LIVE BY SELLING SOMETHING

“GOD HAS NOT SEEN FIT TO DISTRIBUTE

EVENLY THE GIFT OF

INTELLIGENCE”.

JOHN WANAMAKER

CRITICISM IS FUTILE BECAUSE IT PUTS A PERSON ON THE DEFENSIVE AND

USUALLY MAKES HIM STRIVE TO JUSTIFY HIMSELF. CRITICISM IS DANGEROUS,

BECAUSE IT WOUNDS A PERSON'S PRECIOUS PRIDE, HURTS HIS SENSE OF

IMPORTANCE, AND AROUSES RESENTMENT.

"AS MUCH AS WE THIRST

FOR APPROVAL, WE DREAD

CONDEMNATION“

HANS SELYE

"THE ABILITY TO DEAL WITH PEOPLE IS AS PURCHASABLE A COMMODITY AS SUGAR OR COFFEE. AND I WILL PAY MORE FOR THAT ABILITY, THAN FOR ANY OTHER UNDER THE SUN.“

JOHN D. ROCKEFELLER

RESEARCH HAS REVEALED THAT EVEN IN SUCH TECHNICAL LINES AS ENGINEERING, ABOUT 15 PERCENT OF ONE'S FINANCIAL SUCCESS IS DUE TO ONE'S TECHNICAL KNOWLEDGE AND ABOUT 85 PERCENT ISDUE TO SKILL IN HUMAN ENGINEERING-TO PERSONALITY AND THE

ABILITY TO LEAD PEOPLE.

Know your customer KYC

Individual Client

Company Family

Industry Culture

HABITS OF GREAT SALESMEN

Be proactive: the ability to make a promise. The question is, what kind of promise do we make? Are we selling values or

just ideas? Why are we in the business of advertising?

WHAT’S YOUR PROMISE?

whyWhy?

How?

What?

Begin with the end in mind (Outcome Based Thinking OBT): create the mental vision of the outcome of your presentation, negotiation; get ready for possible questions and observations

Think win-win: this is a frame of mind and a heart that seeks mutual benefit and respect in all interactions; it’s

thinking in terms of “we”

Seek first to understand.

Then to be understood: when we listen with the

intent to understand rather than to reply, we

begin true communication and relationship building

Synergize: synergy is the third

alternative – not my way, not your way, but a third

way that is better than either of us would have come

up with individually

Persuasion Techniques

2. Clarify viewpoints: people will frequently respond to your communication in ways that leave their true position ambiguous. It’s therefore necessary to clarify their view points, values or beliefs to understand how to communicate more effectively with them

3. Dealing with emotional issues: pls get emotionally involved to know the roots of the present position

4. Clarify values: do not assume everyone has the same values as we do

5. Power words: the most powerful word on earth is our own name; for some people it’s their title

6. Courtesy: learn to say “Please” and “Thank you”

1. Masterful use of question