Welcome!              Turning Job           Developers Into              Salespeople
Mike FazioVice President,CareerTEAM  •Government  •Education  •Consultingwww.careerteam.commike@careerteam.com203-245-3363...
What’s Coming Up….
Three Things This Morning1.Commit2.Learn3.Share
What 21st Century Selling Means……  Branding             Technology  Connecting       Presentation Skills5 Pillars
2010/11 Training Visits
Delivering OneSimple Message
TELLING    IS   NOTSELLING!!!
Last week I pulled our Business Services team together and tried toget some concrete answers as to why our employer partic...
What’s The Difference Between     Telling and Selling?
What’s in it for them? Money Energy Time
Selling or Telling?
The Landscape…Only about 10% of thenation’s workforce staffhave received anyformal sales training.
What They’re Saying“Nobody ishiring…”                “I’m not really a                salesperson….” “Things are changing ...
Do You Really KnowHow Much The World   Is Changing?    Has Already    Changed?
Are You Changed? “If the rate of change on the  outside exceeds the rate of      change on the inside,        the end is n...
Building a Foundation for…..                 Change                            Plan  Individual               Behavior    ...
Human Potential            Habits            AttitudesActual      Beliefs                           Realized            Ex...
FINISHED FILES ARE   THE RESULT OFYEARS OF SCIENTIFIC  STUDY COMBINED     WITH THEEXPERIENCE OF MANY YEARS OF EXPERTS
ScotomaFINISHED FILES ARE   THE RESULT OFYEARS OF SCIENTIFIC  STUDY COMBINED     WITH THEEXPERIENCE OF MANY YEARS OF EXPERTS
Selling What?Your OrganizationYour ProgramsYour HistoryYour SuccessesYour KnowledgeYour AwarenessYour BrandYour Enthusiasm...
Selling When?60% or 24 hours  per week: Employer  Engagement… GO  SELL!!!!!                               Go Sell         ...
Selling Where?66% found in  companies with   70%     66%  less than 100    60%  employees                   50%           ...
Are You Technologizing?
Mobile Smart Phones?
Started in 2006140 character conceptlaunchedReceive s $15 million infunding in 2008100 million tweets perquarter by Decemb...
www.twitter.com/careerteammike
www.inform.com
Launched in April 2005100 million views per day by July 2006CNN debates via on youtube Nov 200715 hours worth of video upl...
9 million viewers on   50million+views on
Are You            21 st      Century Thinking ?Pre-21st Century                         21st CenturyWork Hard, Structure ...
CONNECTINGmeans creating amemorable and     emotional     bond with someone.    Workforce One SEEDCO CBO Network
BELLA AND TARA CONNECT!
Are You Branding?Workforce has the dented soup can stigma.  When customers think of your organization,         they curren...
Is This Our Brand?
Promote Your Brand
Client Branding?
JOB vs CAREER Just Over Broke
What is Work?These are many times the common responses to the question:“What is Work?”•   Work is a way to pay the bills• ...
JOB vs CAREER C reative A ction R elevant E xpertise E quals R esults!
ME Inc.• Become an  EXPERT.• Increase  KNOWLEDGE.• Take RISKS.• Think BIG.• Create VALUE.
Make yourself            and/or         organizationunique andcompelling.
3Truths And   A  Lie         lie
3Truths And   A  Lie         lie
Salesand SkillsConfusion?
3 TYPES OF SKILLS TO SELL1.   Self-Management Skills2.   Transferable Skills3.   Job-Content Skills
SKILLS-SELLER  EXERCISE
1. Has a year’s experienceas a truck driver. Has agood driving record; latefor work fairly often;missed some deliveries;co...
ProfessionalSelling Basics
What Sales Is Not • The Business of     Unjustly Separating     Money From Unwilling     People. •   An Act of Aggression....
How NOT To Sell
Some Different Definitions  Sales is:    “Sharing your enthusiasm     about something that     you wish someone else     c...
Excellent Outreach Professional Traits   In your opinion, what   are some traits needed   to be an excellent sales   leader?
Essential Qualities of Effective Leaders  Quality                Points Scored  INTEGRITY                  15,000  Communi...
We Are Selling All The Time •   Sharing         •   Advising •   Helping         •   Coaching •   Communicating   •   Seek...
The Natural Born Sales Person?  Yes! Natural Born.   No! Not Natural Born.What do you believe?What you believe will affect...
Great SalespeopleSimply Do the Basics Well • They Understand the Basics. • They Study Ways of Improving the Basics. • They...
To Whom Are You Selling? • Employers • Your Clients • Personnel Agencies • Co-Workers • Boss • Can you think of any others?
What Are You Selling? • Self • Success Stories • Curriculum • Your Program • Organization/Agency History
The Five Basic Pillars of Sales
PROSPECTING!       We All Need To Do It!Need   to   enlist more businessesNeed   to   make more businesses awareNeed   to ...
Where and How Much                    to Prospect•   Telephone.                      Out of 50 Calls•   Internet.•   Refer...
Let’s Practice!
What To Say on the Phone             • Keep goal in mind             • Don’t get off track             • Go for appointmen...
THE GATEKEEPER!
What To Say Face to Face           • Exude confidence           • Be assumptive           • Be ready           • Aim!     ...
BuildingRapport—Perfecting Small Talk andBUILDING a Bridge.
Building Rapport• Using Compliments.• Perfect Your Small Talk.• People Buy from Who They Like.
Build A Bridge • If you begin talking   about your product or   service before you have   built a bridge of   friendship t...
Rapport Topics• The Receptionist• Royal Wedding• Gas Prices
QUALIFYING•Fact gathering•Learning about the business or client
Six Steps to Qualifying1. Find Out What They Have     Now (Competition).2.   What They Like Most     About it.3.   Discove...
Qualifying Questions?              How many               can your              group think                  of?
Qualifying Questions•   What is your company’s mission?                 company’                           •Public Transpo...
Using theTie-DownTie-Method
Control the Meeting• The One Asking  Questions Controls  the Interview.• The Game of Chess.• Establish a Bond  Before You ...
Ask Questions To…… • Gain Control (the one asking is controlling). • Get Minor Yes Answers. • Discover Needs. • Acknowledg...
Tie Downs• Tie downs are small phrases or brief sentences and questions to use in a way so that the only logical answer is...
The Tie-Down • Placed at the End of Sentences. • Designed to Get Small Agreements. • Example:   – “We all want motivated e...
Tie-Downs•   Aren’t They?       •   Haven’t They?•   Aren’t You?        •   Hasn’t He?•   Can’t You?         •   Hasn’t Sh...
“Mark, make sure you wear a suitto the interview Friday.”               That’s TELLING.               This is SELLING! “Ma...
If the client says “no”, they would saying“no” to looking professional.This is why they will most likely say “yes”to the q...
Client: “no, I don’t want to wear a tie”You: “Mark, we’ve discussed manytimes that professionalism on the jobis what helps...
Complete The Sentencewith a TIE DOWN!
Golly gee, that Mike6.    It8.In anytime, advantage       9.would given situation,  2. After Overbe practiced a           ...
Handling Objections/Problems
Objections• Objections are Deal  Makers –  Not Deal Breakers!• No Objections – No  Serious Involvement.• Objections are Ru...
Objections Two Things To Do With Objections:   1. Uncover.       2. Overcome.
Handling Objections Fundamentals • Hear Them Out.   – Interrupting only gets them angry.   – Listening shows you care. 1. ...
Empathy  Statements1. “I can  understand..”2. “I can  appreciate…”3. “That’s exactly  why………”
The Gunslinger• GAME  – Spilt up in two teams.    Appoint a spokesperson,    and a Gun-Slinger.  – Write major objections ...
Overcome Objections 1.EMPATHY 2.FACTS 3.TIE DOWN
Most People Quit Early• In a recent study, it was  discovered that 48% of all sales  calls end without the salesperson  tr...
The Close• Stop Talking and Close  – Salespeople’s Hardest Lesson – Close and    Close Smoothly.• Professionals are Closin...
Not Quite Closes • “So, what do you think?” • “Where do we go from here?” • “Great, well I will try to find a student that...
Are You Presenting?          SLIDE
SLIDE ONE• Startling Statement• Use significant, relevant facts     Did You Know?
SLIDE TWO and THREEFEATURES AND BENEFITS1.   About your organization2.   About your program3.   About your selfRemember---...
SLIDE FOUREmployer ExamplesEmployer TestimonialFind an exampleof saving MET.
SLIDE FIVEClosing Call To ActionWhat do you want “them” to do now/next?
Wrap Up
The   21st   Century  Superstar
1    Smart, educated      and informed—      21st Century Superstars understand      you can have MORE EXPERIENCE      AND...
2Technologically Proficient21st Century Superstars save time by investing in  their knowledge or technology and the incred...
3             Articulate    21st Century Superstars practice             or join groups (i.e.        Toastmasters) to mast...
4   Decisive    The ability to be decisive    and not afraid to make    decisions. 21st Century    Superstars can be wrong...
5Risk-taker    A willingness to take risks. 21st Century    Superstars understand and live by the    concept of no risk, n...
Act on convictions21st Century Superstars establish moral and    ethical principles and stick to them!   6
Hard working and drivenThere is no end game or finish line; 21st Century       Superstars understand that continuous      ...
Energy  An abundance of physical, mental and  emotional energy. 21st Century Superstars  schedule time each and every day ...
A sincere and caringinterest in people  Technologies become obsolete, machinery breaks, patents expire,     but 21st Centu...
The ability to anticipatethe future21st Century Superstars always remain a step    ahead of everyone else. 10
MOTIVATION is theactivation or      energization                     ofgoal-goal-orientedbehavior.
InspirationTo be   influenced,                   moved, orGuided        by                   others.
“Every       moment is       a new       beginning.”    Mike Fazio       mike@careerteam.comwww.twitter.com/careerteammike
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
Mike Fazio NAWDP 2011 Va Bch Presentation
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Mike Fazio NAWDP 2011 Va Bch Presentation

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Mike was selected to give the Pre-Conference Training Workshop entitled Turning Job Developers Into Salespeople.

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Mike Fazio NAWDP 2011 Va Bch Presentation

  1. 1. Welcome! Turning Job Developers Into Salespeople
  2. 2. Mike FazioVice President,CareerTEAM •Government •Education •Consultingwww.careerteam.commike@careerteam.com203-245-3363All Access is coming!
  3. 3. What’s Coming Up….
  4. 4. Three Things This Morning1.Commit2.Learn3.Share
  5. 5. What 21st Century Selling Means…… Branding Technology Connecting Presentation Skills5 Pillars
  6. 6. 2010/11 Training Visits
  7. 7. Delivering OneSimple Message
  8. 8. TELLING IS NOTSELLING!!!
  9. 9. Last week I pulled our Business Services team together and tried toget some concrete answers as to why our employer participationnumbers were so low for our two rapidly-approaching (and highlypublicized) job fairs. To my bemusement, the responses from theteam were that although their contacted employers were hiring andhad positive experiences with us in the past, these employers justcouldn’t be convinced that attending our FREE job fair was of valueto them.Well, before I knew it, I found myself launching into a kinder, gentlerversion of Alec Baldwin’s diatribe of “Put that coffee down! Thatcoffee’s for closers only.” Vague memories of my saying “AlwaysBe Closing” and “They’ve indicated an Interest, now is the time toprompt Action,” flash through my mind.As surreal as the experience was at the moment, our businessservices folks have renewed enthusiasm for job development in thedays since and have produced numbers more than double of whatthey did last week.
  10. 10. What’s The Difference Between Telling and Selling?
  11. 11. What’s in it for them? Money Energy Time
  12. 12. Selling or Telling?
  13. 13. The Landscape…Only about 10% of thenation’s workforce staffhave received anyformal sales training.
  14. 14. What They’re Saying“Nobody ishiring…” “I’m not really a salesperson….” “Things are changing out there.”
  15. 15. Do You Really KnowHow Much The World Is Changing? Has Already Changed?
  16. 16. Are You Changed? “If the rate of change on the outside exceeds the rate of change on the inside, the end is near.” --Jack Welch (former Chairman & CEO of General Electric) --
  17. 17. Building a Foundation for….. Change Plan Individual Behavior or Performance Thinking Systems
  18. 18. Human Potential Habits AttitudesActual Beliefs Realized Expectations
  19. 19. FINISHED FILES ARE THE RESULT OFYEARS OF SCIENTIFIC STUDY COMBINED WITH THEEXPERIENCE OF MANY YEARS OF EXPERTS
  20. 20. ScotomaFINISHED FILES ARE THE RESULT OFYEARS OF SCIENTIFIC STUDY COMBINED WITH THEEXPERIENCE OF MANY YEARS OF EXPERTS
  21. 21. Selling What?Your OrganizationYour ProgramsYour HistoryYour SuccessesYour KnowledgeYour AwarenessYour BrandYour EnthusiasmYour StoriesYour DeterminationYour BenefitsYourselves!!
  22. 22. Selling When?60% or 24 hours per week: Employer Engagement… GO SELL!!!!! Go Sell Client Interaction30% or 12 hours SELL! Admin Work per week: Client Interaction10% or 4 hours per week: Administrative Activity
  23. 23. Selling Where?66% found in companies with 70% 66% less than 100 60% employees 50% 40%18% found in companies with 30% 18% 16% 101-1000 20% employees 10% 0%16% found in 1-100 101-1000 1000+ companies with Employees Employees Employees more than 1000 employees
  24. 24. Are You Technologizing?
  25. 25. Mobile Smart Phones?
  26. 26. Started in 2006140 character conceptlaunchedReceive s $15 million infunding in 2008100 million tweets perquarter by December 2008Receives $100 million infunding 20092 billion tweets per quarterby December 2009
  27. 27. www.twitter.com/careerteammike
  28. 28. www.inform.com
  29. 29. Launched in April 2005100 million views per day by July 2006CNN debates via on youtube Nov 200715 hours worth of video uploaded everyminute – October 20081 billion views per day – October 200924 hours per minute uploaded – March20102 billion views per day as of May 2010
  30. 30. 9 million viewers on 50million+views on
  31. 31. Are You 21 st Century Thinking ?Pre-21st Century 21st CenturyWork Hard, Structure Work Smart, FlexibilityLoyalty is Valued Loyalty Less PrevalentCompany Responsible for Training Individual Responsible for Own TrainingReact to Company Directives Proactive Gun for HireGold Watch for 30 Years Valued Service No Such ThingJob Security No Job Security, Average Tenure 3.2 YearsCareer Confined to Single Industry Career Involves Multiple IndustriesLong-Term Employment 15 Jobs Per PersonRetirement Benefits Focus on Funding Own RetirementWork at the Plant of Office 60% Telecommute, Mobile WorkersFull-Time Employees Contract Staff, ConsultantsClearly Identified Career Path 50% of Jobs Not Yet CreatedLittle or No Home-Based Businesses 60% of Homes Have a BusinessLucky to Have a Job Work Resembles PlayWorking for the Money Work is a “Calling”, Would Do For Free NETWORKING CONNECTING
  32. 32. CONNECTINGmeans creating amemorable and emotional bond with someone. Workforce One SEEDCO CBO Network
  33. 33. BELLA AND TARA CONNECT!
  34. 34. Are You Branding?Workforce has the dented soup can stigma. When customers think of your organization, they currently think________? VS. When customers think of your organization, ideally you want them to think______?
  35. 35. Is This Our Brand?
  36. 36. Promote Your Brand
  37. 37. Client Branding?
  38. 38. JOB vs CAREER Just Over Broke
  39. 39. What is Work?These are many times the common responses to the question:“What is Work?”• Work is a way to pay the bills• Work is what allows me to enjoy the weekends• Work is what keeps my (spouse or parents) off my back• Work is what you are supposed to do to feel responsible• Work is an alternative to boredom• Work is what you do for forty years so you can retire and die in peace• Work is the opposite of play• Work is the same %#@*+, different day• Work is a necessary evil!
  40. 40. JOB vs CAREER C reative A ction R elevant E xpertise E quals R esults!
  41. 41. ME Inc.• Become an EXPERT.• Increase KNOWLEDGE.• Take RISKS.• Think BIG.• Create VALUE.
  42. 42. Make yourself and/or organizationunique andcompelling.
  43. 43. 3Truths And A Lie lie
  44. 44. 3Truths And A Lie lie
  45. 45. Salesand SkillsConfusion?
  46. 46. 3 TYPES OF SKILLS TO SELL1. Self-Management Skills2. Transferable Skills3. Job-Content Skills
  47. 47. SKILLS-SELLER EXERCISE
  48. 48. 1. Has a year’s experienceas a truck driver. Has agood driving record; latefor work fairly often;missed some deliveries;couldn’t find severaldelivery locations, leavingcustomers withoutsupplies. Not verymotivated! 2. Has no truck driving experience. Previous employer says candidate was very dependable; hardly ever missed a day of work; always on time; extremely enthusiastic and eager to learn.
  49. 49. ProfessionalSelling Basics
  50. 50. What Sales Is Not • The Business of Unjustly Separating Money From Unwilling People. • An Act of Aggression. • Trying to Force People to Buy What They Don’t Want or Need. • The Applied Science of Getting People Upset.
  51. 51. How NOT To Sell
  52. 52. Some Different Definitions Sales is: “Sharing your enthusiasm about something that you wish someone else could experience.”
  53. 53. Excellent Outreach Professional Traits In your opinion, what are some traits needed to be an excellent sales leader?
  54. 54. Essential Qualities of Effective Leaders Quality Points Scored INTEGRITY 15,000 Communicator 9,000 People-Focused 7,000 Visionary 6,000 Caring 5,800 Decision-Maker 5,000 Other 4,000 Motivator 3,000 Expert 2,000 Courageous 1,000
  55. 55. We Are Selling All The Time • Sharing • Advising • Helping • Coaching • Communicating • Seeking Promotion • Exchanging • Dating • Educating • Child Rearing • Mentoring • Writing • Negotiating • Interviewing
  56. 56. The Natural Born Sales Person? Yes! Natural Born. No! Not Natural Born.What do you believe?What you believe will affect your approach.
  57. 57. Great SalespeopleSimply Do the Basics Well • They Understand the Basics. • They Study Ways of Improving the Basics. • They Practice Techniques of the Basics. • When They Experience Failure – They Return to the Basics.
  58. 58. To Whom Are You Selling? • Employers • Your Clients • Personnel Agencies • Co-Workers • Boss • Can you think of any others?
  59. 59. What Are You Selling? • Self • Success Stories • Curriculum • Your Program • Organization/Agency History
  60. 60. The Five Basic Pillars of Sales
  61. 61. PROSPECTING! We All Need To Do It!Need to enlist more businessesNeed to make more businesses awareNeed to create more business relationshipsNeed to build our brand
  62. 62. Where and How Much to Prospect• Telephone. Out of 50 Calls• Internet.• Referral. How Much• Cold Calling.• Old Customers. Success?• Merchants Association.• SHRM Association.•• Networking/Socializing. Create a Pool of Most Influential Contacts (centers 1 or 2 YES of influence).•• Local Newspapers. Job Fairs. Replies
  63. 63. Let’s Practice!
  64. 64. What To Say on the Phone • Keep goal in mind • Don’t get off track • Go for appointment • “Would like your opinion….” • Start a relationship
  65. 65. THE GATEKEEPER!
  66. 66. What To Say Face to Face • Exude confidence • Be assumptive • Be ready • Aim! • Fire! • Re-Load. • Fire again!
  67. 67. BuildingRapport—Perfecting Small Talk andBUILDING a Bridge.
  68. 68. Building Rapport• Using Compliments.• Perfect Your Small Talk.• People Buy from Who They Like.
  69. 69. Build A Bridge • If you begin talking about your product or service before you have built a bridge of friendship to your prospect, the customer will lose all interest in buying from you.
  70. 70. Rapport Topics• The Receptionist• Royal Wedding• Gas Prices
  71. 71. QUALIFYING•Fact gathering•Learning about the business or client
  72. 72. Six Steps to Qualifying1. Find Out What They Have Now (Competition).2. What They Like Most About it.3. Discover the Needs. “What Would You Like to See Improved?”4. Find the Decision Makers. “Who in Addition to Yourself Will Make the Decision?”5. Test Close. “If we could find a match, would you be in a position to do business with me?”6. Make an Appointment!
  73. 73. Qualifying Questions? How many can your group think of?
  74. 74. Qualifying Questions• What is your company’s mission? company’ •Public Transportation access?• Where do you see this company in 5 years? •Do you use staffing agencies?• What challenges are you currently facing? •Do you know about our reimbursement/tax• How long has the company been in business? credit programs?• Who and where are your customers? •Are you unionized?• Will you consider ex-offenders? ex- •Do you know about our Alien Certification• Do you provide formal training? program?• Do you have any experience working with the •What skills are needed to be here? Driver’s Driver’ Workforce Connections or One-Stop Career One- License? Centers? •Do you use Job Fairs?• What is the company culture/climate? •Your hours of operation?• What are your hiring costs? Do you want to reduce this? •Are you aware of our Veteran priority?• How do you mainly recruit? Any other ways? •How many people in your company?• Are you facing specific hiring challenges? •Are you expanding?• What is your managerial style? •INQUISITIVE QUESTIONS• Can we put you in touch with a business labor •Where did you work before and what is your market analyst for trend analysis? role here now?• What are your current staffing needs? FT? PT? •What benefits do you offer? Temporary?• Are you public or private? Subsidiary? Parent company?
  75. 75. Using theTie-DownTie-Method
  76. 76. Control the Meeting• The One Asking Questions Controls the Interview.• The Game of Chess.• Establish a Bond Before You Go to Control.
  77. 77. Ask Questions To…… • Gain Control (the one asking is controlling). • Get Minor Yes Answers. • Discover Needs. • Acknowledge a Fact (confirmation). • Isolate Objections. • Close the Sale.
  78. 78. Tie Downs• Tie downs are small phrases or brief sentences and questions to use in a way so that the only logical answer is YES!
  79. 79. The Tie-Down • Placed at the End of Sentences. • Designed to Get Small Agreements. • Example: – “We all want motivated employees, don’t we? – “Enthusiasm is catchy, isn’t it? – “Finding ways to reduce expense and thus improve your bottom line would be beneficial, wouldnt you agree?” – “You have noticed that I’ve been using them today and yesterday, havent you? Where?
  80. 80. Tie-Downs• Aren’t They? • Haven’t They?• Aren’t You? • Hasn’t He?• Can’t You? • Hasn’t She?• Couldn’t It? • Isn’t It?• Doesn’t It? • Isn’t That Right?• Don’t You Agree? • Didn’t It?• Don’t We? • Wasn’t It?• Shouldn’t It? • Won’t They?• Wouldn’t It? • Won’t You?
  81. 81. “Mark, make sure you wear a suitto the interview Friday.” That’s TELLING. This is SELLING! “Mark, a tie looks great with your suit. It shows the type of professionalism that’s required to be successful in a job like your applying for. You want to look professional, don’t you?”
  82. 82. If the client says “no”, they would saying“no” to looking professional.This is why they will most likely say “yes”to the question.The best part about this is that it givesyou the leverage to handle their objectionif they say “no” to your close.
  83. 83. Client: “no, I don’t want to wear a tie”You: “Mark, we’ve discussed manytimes that professionalism on the jobis what helps in your success, haven’twe?Client: “Yes”You: “Well, that’s exactly why youneed to wear the tie!
  84. 84. Complete The Sentencewith a TIE DOWN!
  85. 85. Golly gee, that Mike6. It8.In anytime, advantage 9.would given situation, 2. After Overbe practiced a you’ve an you could professional salespeople 6. They’re coming twitterof create own a your hundreds to have10. You’re out naturally Fazio sure is onewhile, the tie-downs certainly 1. should be are fun,rattle off Many companies will using These able are 3.questions thatto lead professional, now, __________? account, _____________?pop ______________? out, _______? computers these twenty tie- ten,clients________? or ___________? awesome trainer and7. days_________________? That one just did, downs withoutatoo much towards buying downright cool guy, decision, ________? effort, __________?4. It just takes practice,______? _______________?
  86. 86. Handling Objections/Problems
  87. 87. Objections• Objections are Deal Makers – Not Deal Breakers!• No Objections – No Serious Involvement.• Objections are Rungs on the Ladder to Success.• Love Objections.
  88. 88. Objections Two Things To Do With Objections: 1. Uncover. 2. Overcome.
  89. 89. Handling Objections Fundamentals • Hear Them Out. – Interrupting only gets them angry. – Listening shows you care. 1. Start with Empathy Statement 2. Use facts to reinforce 3. Finish with a Tie Down
  90. 90. Empathy Statements1. “I can understand..”2. “I can appreciate…”3. “That’s exactly why………”
  91. 91. The Gunslinger• GAME – Spilt up in two teams. Appoint a spokesperson, and a Gun-Slinger. – Write major objections on a flip chart. – Gun-Slingers aim & shoot at objections. – Group has 1 minute to create a response to the objection. – Spokesperson handles the objection for the entire group.
  92. 92. Overcome Objections 1.EMPATHY 2.FACTS 3.TIE DOWN
  93. 93. Most People Quit Early• In a recent study, it was discovered that 48% of all sales calls end without the salesperson trying to close even once.• Prospects Don’t Think It Over.• One of the important secrets of success in sales is for you to understand and accept that people don’t “think it over”. The minute you walk out of the prospect’s office or home, he or she forgets that you ever lived.
  94. 94. The Close• Stop Talking and Close – Salespeople’s Hardest Lesson – Close and Close Smoothly.• Professionals are Closing All the Time – Test Closes & Tie-Downs.• The Close is Merely the Final Yes.• After You Ask the Close – SHUT UP! (The pregnant pause)
  95. 95. Not Quite Closes • “So, what do you think?” • “Where do we go from here?” • “Great, well I will try to find a student that can type 60 wpm for you.” • “May I have your business card?”
  96. 96. Are You Presenting? SLIDE
  97. 97. SLIDE ONE• Startling Statement• Use significant, relevant facts Did You Know?
  98. 98. SLIDE TWO and THREEFEATURES AND BENEFITS1. About your organization2. About your program3. About your selfRemember---What’s in it for them?
  99. 99. SLIDE FOUREmployer ExamplesEmployer TestimonialFind an exampleof saving MET.
  100. 100. SLIDE FIVEClosing Call To ActionWhat do you want “them” to do now/next?
  101. 101. Wrap Up
  102. 102. The 21st Century Superstar
  103. 103. 1 Smart, educated and informed— 21st Century Superstars understand you can have MORE EXPERIENCE AND MORE DEGREES than a thermometer, but if you do not remain informed on your industry, employer, departments, or product/service then….
  104. 104. 2Technologically Proficient21st Century Superstars save time by investing in their knowledge or technology and the incredible value provided by the Internet.
  105. 105. 3 Articulate 21st Century Superstars practice or join groups (i.e. Toastmasters) to master the ability to speak in public, or at least to large groups
  106. 106. 4 Decisive The ability to be decisive and not afraid to make decisions. 21st Century Superstars can be wrong more often than they are right, but can learn from each decision and keep swinging!
  107. 107. 5Risk-taker A willingness to take risks. 21st Century Superstars understand and live by the concept of no risk, no reward. Be brave!
  108. 108. Act on convictions21st Century Superstars establish moral and ethical principles and stick to them! 6
  109. 109. Hard working and drivenThere is no end game or finish line; 21st Century Superstars understand that continuous improvement is the critical competency! 7
  110. 110. Energy An abundance of physical, mental and emotional energy. 21st Century Superstars schedule time each and every day to feed their body, mind and spirit with beneficial exercise, wisdom and enlightenment. 8
  111. 111. A sincere and caringinterest in people Technologies become obsolete, machinery breaks, patents expire, but 21st Century Superstars understand that people will always be the common element to all businesses. 9
  112. 112. The ability to anticipatethe future21st Century Superstars always remain a step ahead of everyone else. 10
  113. 113. MOTIVATION is theactivation or energization ofgoal-goal-orientedbehavior.
  114. 114. InspirationTo be influenced, moved, orGuided by others.
  115. 115. “Every moment is a new beginning.” Mike Fazio mike@careerteam.comwww.twitter.com/careerteammike

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