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 KNOW YOUR AUDIENCE           www.aristo.ie
‘Good Maître d’ is like a good Salesperson’   Smile   Welcoming   Focused on you   How can I help?                www....
‘How to Stop Selling and Increase Your                Sales’     (It’s about Relationships Stupid!)    Andrew C. Keogh    ...
Profile Qualities of Good Person                  ???????????                  ????????????                  ??????????...
80% of our Success Relies on "Soft             Skills" Many recent studies have shown that “Technical Skills” (our natural...
Aristo PhilosophyStop delivering Sales Pitches (no one wants to be sold to) Sermons (churches empty) Speeches (no audie...
Have a Conversation (Chat)Aristo promotes the art of extended  conversationHave a conversation be it with 1-5-50 or   500 ...
Confidence to Connect      www.aristo.ie
Build Relationships    www.aristo.ie
Create Trust www.aristo.ie
Connect 2 Grow   www.aristo.ie
Tip Scales in your Favour3 step sales process;AreDoGetTo connectsuccessfully                  www.aristo.ie
“A gossip talks about others, abore talks about himself, asalesman talks about his product– and a brilliant conversational...
3 Types of Buyers Influencer Admin. Buyer Economic  Buyer                 www.aristo.ie
The Basics:        Preparation   ARE               DO            GET  Situation Appraisal  Objectives  Measure of Succe...
“If a potential customer has made time to  meet you, this means they have a problem  to solve or a project in mind and the...
The Proposal:            Delivery   ARE                   DO           GET  Situation Appraisal              Measure of ...
e is e        b is m      st th ld    li ; to   a ic u ot cif yo tedN e t  p a an s h w   w u     yo         www.aristo.ie
Restaurant Analogy   Enjoy meal/ occasion    Enjoy benefits of what   Pay Bill                 you do!                 ...
“ A weak message from a good speaker will  have more impact than a strong message  from a poor speaker, regardless of how ...
Cake or Worm?  www.aristo.ie
Questions & Answers     www.aristo.ie
My contact details:E: andrew@aristo.ieT: @aristoc2gwww.aristo.ieTel: 01 8208552http://ie.linkedin.com/in/andrewkeogharisto...
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SME Community Talk 15032012

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Transcript of "SME Community Talk 15032012"

  1. 1.  KNOW YOUR AUDIENCE www.aristo.ie
  2. 2. ‘Good Maître d’ is like a good Salesperson’ Smile Welcoming Focused on you How can I help? www.aristo.ie
  3. 3. ‘How to Stop Selling and Increase Your Sales’ (It’s about Relationships Stupid!) Andrew C. Keogh Aristo Connect 2 Grow www.aristo.ie
  4. 4. Profile Qualities of Good Person  ???????????  ????????????  ???????????? www.aristo.ie
  5. 5. 80% of our Success Relies on "Soft Skills" Many recent studies have shown that “Technical Skills” (our natural skills and learned skills through training and experience) only represent at best 20% of the input into our performance. The remaining 80% which affects our performance comes from our "Personal Skills" www.aristo.ie
  6. 6. Aristo PhilosophyStop delivering Sales Pitches (no one wants to be sold to) Sermons (churches empty) Speeches (no audience) Pitches /Presentations (uninteresting) www.aristo.ie
  7. 7. Have a Conversation (Chat)Aristo promotes the art of extended conversationHave a conversation be it with 1-5-50 or 500 people www.aristo.ie
  8. 8. Confidence to Connect www.aristo.ie
  9. 9. Build Relationships www.aristo.ie
  10. 10. Create Trust www.aristo.ie
  11. 11. Connect 2 Grow www.aristo.ie
  12. 12. Tip Scales in your Favour3 step sales process;AreDoGetTo connectsuccessfully www.aristo.ie
  13. 13. “A gossip talks about others, abore talks about himself, asalesman talks about his product– and a brilliant conversationalisttalks about you.”Andrew Keogh www.aristo.ie
  14. 14. 3 Types of Buyers Influencer Admin. Buyer Economic Buyer www.aristo.ie
  15. 15. The Basics: Preparation ARE DO GET Situation Appraisal Objectives Measure of Success Value to Organisation www.aristo.ie
  16. 16. “If a potential customer has made time to meet you, this means they have a problem to solve or a project in mind and they expect that you are not simply coming to tell them what you do, but that you have put some real thought into how you are going to help them solve their problem,”Deirdre McPartlin of Enterprise Ireland Düsseldorf www.aristo.ie
  17. 17. The Proposal: Delivery ARE DO GET Situation Appraisal Measure of Success Objectives Value to Organisation www.aristo.ie
  18. 18. e is e b is m st th ld li ; to a ic u ot cif yo tedN e t p a an s h w w u yo www.aristo.ie
  19. 19. Restaurant Analogy Enjoy meal/ occasion  Enjoy benefits of what Pay Bill you do!  Pay the Invoice Leave a Big Tip  Repeat Orders Come again  Provide - Testimonials Referrals www.aristo.ie
  20. 20. “ A weak message from a good speaker will have more impact than a strong message from a poor speaker, regardless of how much we like to think the opposite might be true.” Deiric McCann from his book ‘Leadership Charisma’ www.aristo.ie
  21. 21. Cake or Worm? www.aristo.ie
  22. 22. Questions & Answers www.aristo.ie
  23. 23. My contact details:E: andrew@aristo.ieT: @aristoc2gwww.aristo.ieTel: 01 8208552http://ie.linkedin.com/in/andrewkeogharisto www.aristo.ie
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