"we're all in sales now"

Copyright © 2011 | Dark Matter Consulting

WE’RE ALL IN SALES NOW

David Kaiser, PhD, PCCExecutive Coach and CEOGet More Awesome Clients


Agenda

•Introduction•Why Sales is Important•Mindset•Action•Offer


Introduction•Executive Coach•CEO, Confidence for Women

Professionals

I help women in business make more money by overcoming insecurity & fear


Why is Sales Important?

• Your job is NOT SECURE, and you will probably have to sell your way into a new one at some point

• Self-employment or entrepreneurship REQUIRES selling• We need to PERSUADE people to our ideas


Beliefs About Sales That Get In The Way

• Selling is “slimy” and “manipulative”• Good ideas / products / services sell themselves• Rejection is bad


Beliefs: Selling is “Bad”

Why might you have this? •You have been pressured, manipulated or lied to•You have been “had” by buying a bad product•Sales language can be “cheesy”


Beliefs: Selling is “Bad”

• To be fair, selling CAN be this way, but it’s actually a bad way to do business, you don’t get repeat customers

• Selling can also be a service, bringing people the products and services they want and need


Beliefs: Good Products Sell Themselves

You might think this, but it’s not true•You might think this, but it’s not true•For example, Microsoft is NOT the best product, but it has good sales and marketing•“Send your resume and hope for an interview”


Beliefs: Rejection is “Bad”

We have been conditioned to think of “failure” as bad, and it can hurt, but life is a “numbers game”

•The BEST baseball players in the world are make “outs” twice as often as they make “hits”•“You miss 100% of the shots you don’t take”– Gretzky


New Beliefs About Selling

These beliefs are more helpful when selling: •Selling is “Helping”•Take Responsibility•Life is a “Numbers Game”


New Beliefs “Selling” is “Helping”

• Only “sell” something you believe in (Integrity)• Only sell when it creates mutual benefit• Take Responsibility for the process (this is valuable to

the other person)


New Beliefs “Take Responsibility”

• Be Persistent (respectfully)• Have Habits, Routines and Systems (more on this later)


New Beliefs “Life is a ‘Numbers Game’”

• Rejection isn’t bad, it’s a necessary element of success



"I've missed more than 9,000 shots in my career, I've lost almost 300 games. Twenty six times I've been trusted to take the game winning shot and missed. I've failed over and over and over in my life. And that's why I succeed!"

- Michael Jordan



• Only a certain portion of efforts pay off• Focus on what you can control, the effort (collect NOs)• Know your numbers (leads, close rate, etc)• Keep learning and experimenting, to improve your numbers


Crucial Moment

Seriously, the beliefs are really important, if you don’t replace the old beliefs, no technique or tool will save you.


Habits and Systems

• Automate / systematize as much as possible• Have solid habits and routines• Know your numbers and your process, track them• Keep learning


Habits and Systems: Automation

• Use scheduling systems like TimeTrade• Email auto-responders• Use a CRM system to track progress and remind you to

follow up (SalesForce, SugarCRM, CapsuleCRM)• Make it EASY, for them and for you!


Habits and Systems: Routines

• Set aside a regular time for sales / outreach• Follow up QUICKLY• Shows responsibility and professionalism• Interest has a way of fading…


Habits and Systems: Process

• Know your process, how do people become Prospects, then Clients / Customers?

• Know your numbers, track them• Keep reviewing your process and your numbers,

identify the problem points, and fix them


The Temptation!!!!

Under stress, You will tend to shrink and fall back,

Fight this urge, trust yourself and keep reaching out:People need what you have, but it’s your

responsibility to find them!


Re-Cap•Selling is a critical career skill•Selling is Service•Take Responsibility and Persist•Life is a “Numbers Game”•Have Systems and Routines


Offer(s)!

•“Ten Secrets of Confident, Successful Women” at www.ConfidenceForWomenProfessionals.com

http://www.ConfidenceForWomenProfessionals.com/

"we're all in sales now"

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