UNIGROUP: The Approachable Salesperson
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Author of twelve books, professional speaker, award-winning blogger and entrepreneur Scott Ginsberg presents at the Unigroup 2011 Conference on how to become an approachable salesperson!
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UNIGROUP: The Approachable Salesperson
- 2. What do YOU see?
- 3. *What could I do in this moment that would be the exact OPPOSITE of everyone else?
- 15. So:
- 20. I have a commitment and a confession:
- 24. Let me SUGGEST this:
- 26. Let me ASK YA this:
- 29. Fortunately:
- 41. 41
- 43. I don’t know the first thing the moving business.
- 45. Here’s what I do know:
- 46. I know what it’s like to start over from scratch.
- 47. I know what it’s like to surrender your identity.
- 48. I know what it’s like to lose control of your life.
- 51. You’re not here because your job is to move people.
- 52. You’re here because your job is to unpack the contents of the human heart.
- 54. The Nametag Principle TM
- 56. *If they can’t come up to you, how will they ever get get behind you?
- 57. Every speech I give is (actually) two speeches.
- 58. ‘ not about It’s the nametag.
- 59. 59
- 60. You actually let your son wear a nametag every single day?
- 61. Cool.
- 62. When customers and employees bring you crazy ideas, what’s the first word out of your mouth?
- 63. ‘ not about It’s the nametag.
- 68. Practice.
- 76. Practice.
- 81. To be approachable is to be ______________ .
- 82. TEXT your answer in five words or less to Scott’s cell: 314/374-3397 (no sexting you perverts)
- 83. To be approachable is to be ______________ . (314) 374-3397 (no sexting you perverts)
- 84. We did that for three reasons:
- 85. Most people only get ONE THIRD of the equation...
- 89. To be approachable is to be three things:
- 91. Trustable.
- 92. Buyable.
- 93. Call-back-able.
- 95. Relatable.
- 96. Listenable.
- 97. Yessable.
- 99. Referable.
- 100. Brandable.
- 101. Follow-up- able.
- 104. How to Turn Approachability into Profitability:
- 105. 1. Stop being nice.
- 106. Yeah, that’s nice, but...
- 108. It’s not about overcoming the objection, it’s about uncovering why it was articulated.
- 109. It took me seven years to learn this.
- 115. Think of it this way:
- 120. Make your product a vital component not just a helpful addition.
- 121. My best practice for showing customers what pain my product cures is __________.
- 122. 2. Excel where most sales people suck.
- 124. The biggest complaint about salespeople is that they __________.
- 132. Reflection. Respectful. Revelation. Reinforcement.
- 133. My best practice for helping customers feel heard is __________.
- 134. 3. Make your customers smarter.
- 141. Salespeople who teach, win.
- 142. Don’t sell to customers as people who pay your salary, teach them as pupils enrolled in your class.
- 143. Think of it like a children’s book.
- 145. The more your customers learn the more profit you earn.
- 146. The more your customers know the more your business grows.
- 147. The more your customers understand the more powerful your brand.
- 156. My best practice for making customers smarter is __________.
- 157. How to Turn Approachability into Profitability:
- 158. *Hey , am I actually going to REMEMBER any of this stuff?
- 160. Can we get the SLIDE DECK?
- 169. Me
- 175. And if you think THAT’S bad...
- 177. Four years of college. Thanks Miami!
- 182. But here’s the WORST one...
- 189. But, look at the bright side:
- 197. Let me SUGGEST this:
- 198. The Internet is FOR-E-VER.
- 200. EVERYTHING matters. EVERYBODY’S watching. EVERYTHING’S a performance.
- 201. Let me ASK YA this:
- 202. *Is YOUR commitment unquestionable?
- 204. Consistency is far better than rare moments of greatness.
- 210. What do YOU see?
Editor's Notes
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- Really? Why not? Says who?\n\n
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- EAST ST LOUIS\n
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- isn’t miuch of an accomplushment...\n\nBut that’s not why I’m here.\nI’m not here today because I wear a nametag.\n\nI’m here because I’ve spent every waking hour of the past ten years of life LEVERAGING\n\n
- leveraging\n
- a simple idea\n
- ...into a six figure enterprise\n\nTHIS ISN’T A BADGE - THIS IS A BRAND.\n\ntha’s the craxy part - that ten years ago I was knowas That guy who wears a nametag everyday. Now I”m know as That guy who MADE A CAREER out of wearing a nametag everyday.\n\n\n
- and so, for the next ninety minutes, I’m yours.\n\n\n
- the more you do on the 90, the better the 10 looks\n\n\nHOW COULD YOU MAKE THE INVISIBLE INESCAPABLE?\nGIVE THEM A BACKSTAGE PASS TO YOUR BUSINESS?\n\n\n
- And my promise to you is that you’re not going to sit through:\n
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- the more you do on the 90, the better the 10 looks\n\n\nHOW COULD YOU MAKE THE INVISIBLE INESCAPABLE?\nGIVE THEM A BACKSTAGE PASS TO YOUR BUSINESS?\n\n\n
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- bribe line\n\nFurthermore, I’m not going to spend the next hour trying to convuince yo all to start wearing....\n
- \n•I can’t pretend that I’m just like you.\n•I’ve never run a company.\n•I’ve never had employees.\n•I’ve never even had a real job.\n•In fact, I am HIGHLY unemployable.\n•I have NO IDEA what it takes to (x)\n•But what I do know – is how it feels to (x).\n•And I’ll probably never know what it takes to (x).\n•Still, just like you, (x) and (y) are the lifeblood of my business\n•You are here today to learn how to make a name for yourself.\n•And in the last 3,409 days, that’s exactly what I’ve done.\n•And here’s the best part: Every one of you is going to learn something different today. As a writer, speaker and resource, the approach I take to teaching others is not unlike Leonardo Davinci. Botticelli. Reward from any angle. (Get exhibit Atlanta, Botticelli, Leo sculpture)\n\n\n\n
- the more you do on the 90, the better the 10 looks\n\n\nHOW COULD YOU MAKE THE INVISIBLE INESCAPABLE?\nGIVE THEM A BACKSTAGE PASS TO YOUR BUSINESS?\n\n\n
- and so, notwithstanding my insanity, i wanted to share this image with you because\n
- the more you do on the 90, the better the 10 looks\n\n\nHOW COULD YOU MAKE THE INVISIBLE INESCAPABLE?\nGIVE THEM A BACKSTAGE PASS TO YOUR BUSINESS?\n\n\n
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- 1.\n2.Applaud everybody’s brilliance. Most people are more brilliant then they realize. They just need someone to reflect that brilliance back to them. That’s where you come in. If you want to unlock people’s awesomeness, it starts with the sincere belief that everyone has something worth sticking out there. Then, it’s just a matter of affirmation. For example, here’s what I do with my coaching clients: When someone says something brilliant, I usually say, “That’s a great insight! Have you written about that yet?” Now, most people say no. Either because they’re not disciplined enough to capture the majority of their brilliance; or because they don’t believe that they possess brilliance. So, what I usually do is write down their insight FOR them. Right then and there. In my journal. In front of their eyes. This honors their thoughts and demonstrates listening. Then, later on that day, I’ll email their words back to them with a note that says, “Once again, great insight! But if you don’t write this down, I’m going to steal it from you and take credit for it.” Whose brilliance needs reflecting and applauding? How are you laying a foundation of affirmation? And what would happen if you attended to everyone you encountered as a brilliant person who had something unique to stick out there?\n\n
- \nI have NO IDEA what it takes to (x)\nWhat I do know is how it feels to (x).\nBecause I’m not familiar with your business, I’m the perfect person to talk to about it. \n
- \nI have NO IDEA what it takes to (x)\nWhat I do know is how it feels to (x).\nBecause I’m not familiar with your business, I’m the perfect person to talk to about it. \n
- \nI have NO IDEA what it takes to (x)\nWhat I do know is how it feels to (x).\nBecause I’m not familiar with your business, I’m the perfect person to talk to about it. \n
- \nI have NO IDEA what it takes to (x)\nWhat I do know is how it feels to (x).\nBecause I’m not familiar with your business, I’m the perfect person to talk to about it. \n
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- \nI have NO IDEA what it takes to (x)\nWhat I do know is how it feels to (x).\nBecause I’m not familiar with your business, I’m the perfect person to talk to about it. \n
- \nI have NO IDEA what it takes to (x)\nWhat I do know is how it feels to (x).\nBecause I’m not familiar with your business, I’m the perfect person to talk to about it. \n
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- I’m not here to convince you to start wearing a nametag every day -- rather, I’m here so you can consider asking yourself this question:\n\n
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- \nI have NO IDEA what it takes to (x)\nWhat I do know is how it feels to (x).\nBecause I’m not familiar with your business, I’m the perfect person to talk to about it. \n
- There is a high correlation between those who avail themselves and their ideas and those who are successful\n\n
- I’m not here to convince you to start wearing a nametag every day -- rather, I’m here so you can consider asking yourself this question:\n\n
- And the cool part was REACTION. Peopel ask, why nametg, “I always wear it.” Lovers haters\n\n90% Lovers 10% Haters. -\n\nStayed consistent over 9 years. And so I’ve learned wo lesson: 10% of the people wil not like you - get over it. Screw the 10, stick with 90\n\nThe second lesson is: If evebroy says you’re crazy, you just might be onto something.\n
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- I’m not here to convince you to start wearing a nametag every day -- rather, I’m here so you can consider asking yourself this question:\n\n
- a nametag everyday - contrary to what the cartoon says, my goal is not to get us all to stick nametags on and hold hands across the globe and start singing we are the world. OK, this sin’t Seinfeld. --- SO, that’s what we’re NOT going to talk about today. Instead, And so, I’m going to talk about the lessons learned from and the mistakes made during the past 3,225 days of how, by some miracle, leveraging \n
- There is a high correlation between those who avail themselves and their ideas and those who are successful\n\n
- HERE’S THE QUESTION THAT MATTERS: YOU’RE THINKING DUDE I WOULD NEVER WEAR A NAMETAG EVERY DAY - YOU ALREADY DO. YOU JUST HAVEN’T FIGURED OUT WHAT IT SAYS YES\n
- not TIPS, not TECHNIQUES, and not some MANIPULATIVE SEVEN STEP SYSTEM, \n\npractices --- slide\n
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- not TIPS, not TECHNIQUES, and not some MANIPULATIVE SEVEN STEP SYSTEM, \n\npractices --- slide\n
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- not TIPS, not TECHNIQUES, and not some MANIPULATIVE SEVEN STEP SYSTEM, \n\npractices --- slide\n
- you know the old saying, “practice makes perfect?”\n\nno it doesn. practice doesn’t make perfect - practice makes PROFIT.\n\nwould you like to make some>\n
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- Branding is the best, highest version of yourself – and how other people experience themselves in relation TO that self. \n\n
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- Branding is the best, highest version of yourself – and how other people experience themselves in relation TO that self. \n\n
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- 1.Face time never fails. I’m not a futurist, but here’s my prediction: Face-to-face is making a comeback. We’ve been held hostage by instant, electronic communication for the past ten years. People miss people. It’s time to get back to basics. Never underestimate the power of having lunch with someone. The secret is laying a foundation of comfort and honesty at the onset. Consider reaching out to people and saying something like, “Hey Brian: You’re cool. I’m cool. We should hang out. Would you be interested in having a Zero Agenda Conversation sometime?” That’s it. That’s all you have to say. No technique. No system. No hidden plan. Just two people talking. Like we used to do. Kind of hard to resist. I’ve been having those conversations for years and never once been rejected. The only caveat is: During lunch, you’re not allowed to say single word about recruiting unless they ask. That means no unnatural, unnecessary sneaking of your organization’s name into the conversation. That means no wearing of your company logo shirt in the hopes that they’ll notice the emblem and ask a question about it. That means no handing them a brochure you conveniently had in your pocket the whole time right as the waiter brings the check. Just be cool. Have a conversation with another human being. Zero agenda. I know it’s a lot to ask. But people rarely forget such gestures. What would happen if you tripled your amount of face time?\n\n
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- isn’t miuch of an accomplushment...\n\nBut that’s not why I’m here.\nI’m not here today because I wear a nametag.\n\nI’m here because I’ve spent every waking hour of the past ten years of life LEVERAGING\n\n
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- Nice gets commended, necessary gets compensated.\n
- Nice gets commended, necessary gets compensated.\n
- raise you hand if you went to college? Keep your hand up if you don’t remember ANYTHING?\n
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- Nice gets commended, necessary gets compensated.\n
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- unearths your customer’s deeply felt needs. \n
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- Be a vital component, not just a helpful addition\n
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- isn’t miuch of an accomplushment...\n\nBut that’s not why I’m here.\nI’m not here today because I wear a nametag.\n\nI’m here because I’ve spent every waking hour of the past ten years of life LEVERAGING\n\n
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- Be a vital component, not just a helpful addition\n
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- ESSENTIAL\n
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- Being a hero doesn’t mean you have to do something great. Being a hero means you have to be the mirror that reflects (and infects) people with their own ability to do something great. \n
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- Are you treating customers as people who pay your salary, or attending to them as pupils who enrolled in your class?\n
- Are you treating customers as people who pay your salary, or attending to them as pupils who enrolled in your class?\n
- Are you treating customers as people who pay your salary, or attending to them as pupils who enrolled in your class?\n
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- Are you treating customers as people who pay your salary, or attending to them as pupils who enrolled in your class?\n
- The more your customers learn, the more profit you earn. \nThe more your customers know, the more your business grows.\nThe more your customers understand, the more powerful your brand.\n\n
- The more your customers learn, the more profit you earn. \nThe more your customers know, the more your business grows.\nThe more your customers understand, the more powerful your brand.\n\n
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- copyright, schmopyright - i stole it all anyway!\n
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- copyright, schmopyright - i stole it all anyway!\n
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- I know ONE THING. But I gurarantee i know more abot htat one thing that anyone on hte planet.\n
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- I know ONE THING. But I gurarantee i know more abot htat one thing that anyone on hte planet.\n
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- I hope the answer is, “pretty well,” because\n
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- I hope the answer is, “pretty well,” because\n
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- Everything’s a performance. Everybody’s watching. Every conversation matters. And the Internet is forever.\n
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- Everything’s a performance. Everybody’s watching. Every conversation matters. And the Internet is forever.\n
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- isn’t miuch of an accomplushment...\n\nBut that’s not why I’m here.\nI’m not here today because I wear a nametag.\n\nI’m here because I’ve spent every waking hour of the past ten years of life LEVERAGING\n\n
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