How to Sell Without Being a Salesperson

How to Sell
Without Being aSalesperson
6 Secrets to Promoting Products and Services with Confidence
Susan Bellows & Associates sbellows@susanbellows.com 413-566-3934

Challenges & Solutions
You said:
“I feel like I’m being pushy or begging.”
“What if they reject me?”
“I feel way out of my comfort zone.”
“I have to learn how to sell; it’s the only way to grow my business.”
Today, we’ll learn how to:
Avoid feeling pushy or rejected
Build rapport with current and potential clients
Adapt to prospects with different styles
Money

In the Next 30 Minutes:
You’ll Discover:
6 Secrets to Promoting
Products and Services
with Confidence

Secret #1:
Enhance Your
Personal Presence

Personal Presence
The emotional impact you make on others
“People buy from people they like.”
“If they don’t like you, they can’t hear you.”
Exercise: Scan the Room

Secret #2:
Focus on Your Attitude

How to Improve Your Sales Success
80%
ATTITUDE
Success Triangle
BEHAVIOR
TECHNIQUE
Source: Sandler Sales Institute

Improve Your Attitude: Be Your Best Self
SPIRIT
ATTITUDE
BODY
MIND

Secret #3:
Listen

“The single most important principle in the field of interpersonal relations is this: Seek first to understand, then to be understood. Most people listen, not with the intent to understand, but with the intent to reply.”
Steven R. Covey

Two Ears, One Mouth
Listen at least 2 times more than you talk.

Secret #4:
UtilizeDISC

What Is DISC?
DISCis the language of people watching.
How you walk
How you talk
How you shop
How you drive
How you play
Tone of voice
Body language
Words
Pace
DISCis the universal language of observable human behavior.

DISC
Cooperative
Competitive
Compliance
Dominance
Orientation: Task-oriented
Need: Right
Motto: Be correct
Percent of Population: 8%
Underlying Emotion: Fear
Orientation: Goal-oriented
Need: Results
Motto: Be efficient
Underlying Emotion: Anger
Steadiness
Influence
Orientation: People-oriented
Need: Rapport
Motto: Be sincere
Underlying Emotion: Non-emotional
Orientation: Idea-oriented
Need: Recognition
Motto: Be stimulating
Underlying Emotion: Optimism

Robin Williams
Oprah Winfrey

Michael J. Fox
Mother Teresa

Ted Turner
Barbara Walters

Clint Eastwood
Diane Sawyer

DISC: The Keys to Adapting Communication
Exercise:
Pick the quadrant that is hardest for you to communicate with.
Read the Do’s and Don’ts for that quadrant. (1 minute )
Pick 1 thing that would have the greatest impact, that you can do differently.
Pick a partner next to you… quickly, please.
Discuss with your partner what you will do differently. (1 minute each)

DISC: The 4 R’s
Dominance
Primary Need: RESULTS
Influence
Primary Need: RECOGNITION
Steadiness
Primary Need: RAPPORT
Compliance
Primary Need: RIGHT

Secret #5:
Non-Threatening
Sales Phrases

Sample Non-Pushy Phrases:
I noticed that you . . .
You might find our _____ service valuable . . .
You might be interested to know that we offer . . .
You might want to consider a . . .
You might find it convenient to have . . .
You might find it helpful to have . . .
You might find it beneficial to have …
Source: Cross-Servicing: Making Good Things Happen for Your Customers,
1st Financial Training Services

Secret #6:
There Is No Such Thing as Failure

Failure—There Is No Such Thing
“There are no failures,
there are only lessons learned.”

K – A = 0
Knowledge Minus Action
Equals Nothing

Take One Thing You Learned Today…
Examples of Behaviors
Practice listening twice as much
Compile facts, data, and statistics before presenting to a high C
Get to bed earlier
Do it for the next 30 days.

How to Sell Without Being a Salesperson

by Susan Bellows & Associates on Jun 16, 2010

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