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My presentation on: Welcome to the New Age: The Old Rules of Selling are HistoryPresented at IHRSA 2011 in San Francisco
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Welcome to the New Age:
The Old Rules of Selling Are History
Welcome to the New Age:
The Old Rules of Selling Are History
Saturday, March 19, 2011
1:45pm-3:00pm 1:45pm-3:00pm byby Doug Miller Doug MillerSaturday, March 19, 2011
1:45pm-3:00pm 1:45pm-3:00pm byby Doug Miller Doug Miller
Please,Please, switch off your mobile phone!switch off your mobile phone!
In the beginning....In the beginning.... In the beginning....In the beginning....
there were order takersthere were order takers
and then there were sales and then there were sales
peoplepeople
now, there are Sales now, there are Sales
Makers!Makers!
The The Past...Past... The The Past...Past...
Hard PressureHard Pressure
First time incentives First time incentives
Annuals onlyAnnuals only
Enrolment Fees / Monthly Dues - 1981...Enrolment Fees / Monthly Dues - 1981...
The formulaThe formula
The The Past...Past... The The Past...Past...
Selling Corporate - 1982... Selling Corporate - 1982...
CapitationCapitation
ScandinavianScandinavian
100 Time Cards100 Time Cards
TheThe PresentPresent TheThe PresentPresent
Les Mills Commission Structure - 2009Les Mills Commission Structure - 2009
The Retention People/ManagementThe Retention People/Management
Visual Fitness PlannerVisual Fitness Planner
Social Media - 2010Social Media - 2010
Twitter, Facebook, Linked In, FoursquareTwitter, Facebook, Linked In, Foursquare
TheThe PresentPresent TheThe PresentPresent
Let’s Define...Let’s Define...
club 1 |kləb|noun [treated as sing. or pl. ]an association or organization dedicated to a particular interest or activity
• the building or facilities used by such an association• an organization or facility offering members social amenities, meals, and temporary residence • a nightclub• an organization constituted to play games in a particular sport : a football club • a commercial organization offering subscribers special benefits : a shopping club.• a group of people, organizations, or nations having something in common
network |ˈnetˌwərk|noun• an interconnected or interrelated chain, group, or system• a usually informally interconnected group or association of persons (as friends or professional colleagues
TheThe PresentPresent TheThe PresentPresent
Let’s Define...Let’s Define...
SOCIAL NETWORK – Wikipedia
A social structure made up of individuals (or organizations) called "nodes", which are tied (connected) by one or more specific types of interdependency, such as friendship, kinship, common interest, financial exchange.
FACEBOOK - Wikipediais a social network service and website launched in February 2004 that has more than 500 million active users
Users may create a personal profile, add other users as friends and exchange messages, including automatic notifications when they update their profile.
Additionally, users may join common interest user groups, organized by workplace, school, or college, or other characteristics - such as CLUBS!
According to Social Media Today as of April 2010, it is estimated that 41.6%
of the U.S. population has a Facebook account.
The Social The Social RevolutionRevolutionThe Social The Social RevolutionRevolution
QuickTime™ and a
AVC Coding decompressorare needed to see this picture.
TheThe PresentPresent TheThe PresentPresent
Social Media - 2010Social Media - 2010
Twitter, Facebook, Linked In, FoursquareTwitter, Facebook, Linked In, Foursquare
Selling during a Recession - 2011Selling during a Recession - 2011
Stress ReliefStress Relief
Synaesthetic SellingSynaesthetic Selling
Brain Sell - Tony BuzanBrain Sell - Tony Buzan
TheThe Future!Future! TheThe Future!Future!
InternetInternet
BloggingBlogging
promoted by Twitter, Facebook, Linked Inpromoted by Twitter, Facebook, Linked In
Budget & High End ClubsBudget & High End Clubs
under 20 and over 60under 20 and over 60
very few exceptionsvery few exceptions
Lifestyle CentresLifestyle Centres
Cooking, Computer skills, weight loss, stress management, all kinds of lifestyle Cooking, Computer skills, weight loss, stress management, all kinds of lifestyle
skills...skills...
Membership OptionsMembership Options
VarietyVariety
Anchoring - highest price first...Anchoring - highest price first...
Age Wave Age Wave - the population shift...- the population shift...
Ken DychwaldKen Dychwald
Based on a report released in 2009 by the U.S. Census Bureau, there are 78 million Baby Boomers living in the United States.
16.5 million seniors engage in social networking including Facebook, Twitter and My Space
TheThe Future!Future! TheThe Future!Future!
Reference MaterialsReference MaterialsReference MaterialsReference MaterialsStrengths Based Selling: Based on Decades of Gallup's Research into High-Performing Salespeople
Cold Calling for Chickens
Brain Sell: Harnessing the Selling Power of Your Whole Brain
The Age Wave: How The Most Important Trend Of Our Time Can Change Your Future
Recommended Recommended ReadingReading
Recommended Recommended ReadingReading
Tribes
Meatball Sundae: Is Your Marketing Out of Sync?
Mill House, Water RunHitcham, Suffolk IP7 7LN
+44 1449 744 222 office+44 7885 744 722 [email protected]
salesmakers skype, twitter, Linked In, Facebookwww.salesmakers.comwww.joinonline247.com
Mill House, Water RunHitcham, Suffolk IP7 7LN
+44 1449 744 222 office+44 7885 744 722 [email protected]
salesmakers skype, twitter, Linked In, Facebookwww.salesmakers.comwww.joinonline247.com
For Copies, For Copies, justjust give me give me
your your business business
card! card!