Triangle SMC - 5 Attributes of a FANatical Salesperson
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Presented to the Triangle Sales and Marketing Council, this program addresses five of the most important attributes of the modern day salesperson. Professional sales and marketing speaker, Meredith Oliver, CSP, MIRM has fifteen years of experience in the home building industry. She is an author, speaker and founder of Meredith Communications, a digital marketing agency in Raleigh, NC. For more information about Meredith's speaking services visit MeredithSpeaks.com.
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Triangle SMC - 5 Attributes of a FANatical Salesperson
- 1. Find Your Fan Factor 5 Attributes of a FANatical Salesperson
- 3. 1. RELEVANT
- 4. Selling has not changed @MeredithCSP #FANaticalSelling #ConnectGrowShine
- 6. 90% Used Internet to Search For New Homes 2013 Digital House Hunt 72% Began Research with a Google Search SalesForLife.com, Sept 2014
- 7. 70% of consumers actively engaged in social media have made a purchase as a result of being connected online. Business Wire, Nov. 2012
- 8. 80 - 90% of buyer’s decisions are influenced by online reviews SalesForLife.com, Sept. 2014
- 9. “From Caveat Emptor to Caveat Venditor” Daniel Pink, To Sell Is Human @MeredithCSP #FANaticalSelling #ConnectGrowShine
- 10. R.I.P. Sales Funnel #FANaticalSelling @MeredithCSP
- 12. The Buyer’s Journey: The research and decision making process buyer’s use to make a decision. @MeredithCSP #FANaticalSelling #ConnectGrowShine
- 13. Your Job: Meet Them On Their Journey #FANaticalSelling @MeredithCSP
- 14. 11 Searches Prior to Taking Action 24% Take Action Same Day 2013 Digital House Hunt 40% Take Action 120 Days
- 15. Engage Later in the Journey
- 17. FANS
- 19. 2. INSIGHTFUL
- 21. Context: Explains WHY content matters
- 22. Content Without Context Doesn’t Add Value
- 26. 3. CURIOUS
- 27. The Fan’s Journey #FANaticalSelling @MeredithCSP
- 28. How do you know what phase of the journey they are in? By the questions they ask you! @MeredithCSP #FANaticalSelling #ConnectGrowShine
- 29. What size and type of homes are in this community? What energy features do you have? Do you have any homesite left that you can build the model on? @MeredithCSP #FANaticalSelling #ConnectGrowShine
- 30. Purpose of Conversation What’s the mission today? @MeredithCSP #FANaticalSelling #ConnectGrowShine
- 31. What Information is Known? What do you know about our community so far? @MeredithCSP #FANaticalSelling #ConnectGrowShine
- 32. 4. AUTHENTIC
- 34. “ T h e p ro b l e m w i t h q u o t e s o n t h e I n t e r n e t i s t h e y a re h a rd t o v e r i f y. ” ~ A b r a h a m L i n c o l n
- 35. Authenticity Is Big Business
- 37. Dove Campaign for Real Beauty
- 38. Competence is Not Enough
- 41. Authenticity Must Be Win-Win @MeredithCSP #FANaticalSelling #ConnectGrowShine
- 42. Trust Breaker #1 Make It About You
- 43. ✓ Take Over ✓ One Up ✓ Over Correct Make It About You
- 44. Trust Breaker #2 Don’t Explain the Process
- 45. Don’t Explain the Process ✓ Notes ✓ Questions ✓ Next Steps
- 46. Trust Breaker #3 Fail to Ask For Feedback
- 47. How Are We Doing So Far?
- 48. GetTalk.at/TSMC FREE Book, Slides & Extra Goodies
- 50. 5. SUPER FANS
- 51. #SUPER FAN
- 52. IT’S NOT ABOUT YOU ✓ Stop Talking ✓ Start Listening ✓ Know Your Fans
- 55. Beautiful Life