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•Who makes a successful salesperson?
•The importance of story-telling.
•Dealing with rejection.
45 Minutes plus questions
Contact: [email protected]
3 aspects of a sale
•Economic - how much?
•Structural - what’s the process?
•Psychological - the battle of wits.
Delivery
Selling intangibles
Order-taking
Banging the drum
Selling tangiblesmore sk
ill and
pay
more
uncerta
inty
McMurry’s traits of the perfect salesman
•The wooing instinct.
•Boundless energy and optimism.
•A chronic hunger for money.
•Self-discipline and a capacity for hard work.
•Sees obstacles or rejections as a challenge.
3 kinds of sale•Task oriented - let’s get this done
•Self-oriented - buy me lunch and we’ll talk
•Relationship oriented - can we be friends?
Before hiring ask...•What’s the context?
•What will this salesperson have to do?
•What do I really need to pay for?
•What attitude must they have?
•Does this job match their self-perception?
•Finally, what skills?
Tell me a story
•Crisis
•Struggle
•Resolution
•Make the listener feel heroic.
•Make the salesperson feel heroic.
InternalIt’s all my fault
ExternalThey made me
rush!Stable
Always happens to me
UnstableFirst time in ages
GlobalMy whole life is like
this
SpecificIt’s just one sale
Pessimist Optimist
Responses to a lost sale
Cheerful realism•Identify any self-defeating
thinking.
•Gather evidence to support or undermine your fears.
•Distract yourself from negative thoughts.
•Widen your social bandwidth.
•The greatest opportunities in selling are in areas of uncertainty.
•When everyone knows everything, find an area they don’t know and guide them through it.