Advanced Professional Selling Skills By Tom Shay

Loading...

Flash Player 9 (or above) is needed to view presentations.
We have detected that you do not have it on your computer. To install it, go here.

0 comments

Post a comment

    Post a comment
    Embed Video
    Edit your comment Cancel

    6 Favorites

    Advanced Professional Selling Skills By Tom Shay - Presentation Transcript

    1. Tom Shay, CSP Certified Speaking Professional
    2. So, who are you?
      • Who is your competition?
      • What do they sell?
      • What do you sell?
      www.profitsplus.org
    3. There exists a sound barrier
      • You speak at 150 wpm
      • They hear at 500 wpm
      www.profitsplus.org 150 500
    4. Questions are the key
      • Questions allow you the time to think
      • Questions require the customer to inform you
      www.profitsplus.org
    5. We say:
      • This has a 6 year warranty.
      • The quality is well worth the price.
      • All you have to do is keep it clean.
      • What kind of statements are these?
      • How can we change them?
      www.profitsplus.org
    6. Improving your questions
      • Improve – Identify multi-meaning information
      • State – Repeat the information with your definition
      www.profitsplus.org
    7. Improving your questions
      • Target – Get the confirmation of your definition
      • Extras – Additional information their response gives
      www.profitsplus.org
    8. We want to:
      • Listen with the intent to understand, rather than with the intent to respond.
      • - Stephen Covey
      www.profitsplus.org
    9. Adding the subtle touch to the questions
      • Distance
      • Body language
      • Individual connection
      www.profitsplus.org
    10. Making “Up close and personal” work for you
      • Public area – more than 12’ apart
      • Smiling
      www.profitsplus.org
    11. Making “Up close and personal” work for you
      • Social – 4’ to 12’
      • “ Hello”, “Good Morning”,
      • Engage in conversation
      www.profitsplus.org
    12. Making “Up close and personal” work for you
      • Personal – 18” – 4’
      • Demonstrate merchandise
      www.profitsplus.org
    13. Making “Up close and personal” work for you
      • Intimate – 6” – 18”
      • Handshake, shoulder/arm touch
      www.profitsplus.org
    14. How do we most communicate?
      • 8% Words we choose
      • 37% Tone of our voice
      • 55% Body language
      www.profitsplus.org
    15. What you are doing speaks so loud …
      • I am open
        • Unbutton coat, open hand, arms at sides
      • I am willing to cooperate
        • Open hands, hand to face gestures, upper body in sprinter’s position
      www.profitsplus.org
    16. What you are doing speaks so loud …
      • I am confident
        • Steepled hands, hands behind back, back stiffened, hands in coat pockets with thumbs out
      www.profitsplus.org
    17. www.profitsplus.org
    18. What you are doing speaks so loud …
      • I am defensive
        • Buttoned coat, arms crossed, sideways glance, rubbing eyes or nose, drawing away
      www.profitsplus.org
    19. What you are doing speaks so loud …
      • I am insecure
        • Pinching flesh, chewing pen, thumb over thumb, fingernail biting
      www.profitsplus.org
    20. What you are doing speaks so loud …
      • I am nervous
        • Clear throat, “whew”, whistle, smoke, cover mouth, tugging ears, wringing hands
      www.profitsplus.org
    21. What you are doing speaks so loud …
      • I am frustrated
        • Clinched hands, wringing hands, fist like gestures, pointing index finger, rubbing hand through hair or on back of neck
      www.profitsplus.org
    22. Personal appearance suggestions
      • Attire
      • Color schemes in clothing
      • Hair and makeup
      • Jewelry
      • Pen
      www.profitsplus.org
    23. What about their body language?
      • Rubbing their chin
      • Scratching their head
      • Concentrating on merchandise
      • Showing merchandise to someone else
      www.profitsplus.org
    24. What about their body language?
      • Listening more intently
      • Checking purse or wallet
      • Asking for clarification of your statement
      • Asking payment or installation time
      www.profitsplus.org
    25. What about their body language?
      • Are there any extra charges?
      • What charge cards do you accept?
      • Will this go on sale soon?
      • My spouse will kill me for this.
      www.profitsplus.org
    26. The postcard technique www.profitsplus.org Future business 123 Easy Street This town, 31361 You Small business experts Down the street Your town, 31361
    27. The postcard technique
      • 3 days after installation Was it installed as you expected?
      • 1 month Does it still have that new smell?
      • 3 months Who has noticed what you have done?
      www.profitsplus.org 3 1361 3 1 361 31 3 61
    28. The postcard technique
      • 6 months after installation Who have you shown our work to?
      • 1 year after installation Who have you told about our work for you?
      www.profitsplus.org 313 6 1 3136 1
    29. The postcard technique
      • Contact annually, and when you think they will start the decision process for another purchase
      www.profitsplus.org
    30. Again, the 3 questions...
      • Who is your competition?
      • What do they sell?
      • What do you sell?
      • The answers that only a master can give!
      www.profitsplus.org
    31. The answers that only a master can give!
      • Who is your competition?
        • If you are unique, you have no competition!
      • What do they sell?
        • Goods and services
      • What do you sell?
        • Yourself
        • The business
        • Goods and services
      www.profitsplus.org
    32. Nobody cares how much you know, Until they know how much you care ! www.profitsplus.org
    33. www.profitsplus.org Final Note
      • This presentation will be specialized to your industry and your attendees’ specific needs.
      • For more information about having Tom present for you, contact us at (727)464-2182 or visit our website: www.profitsplus.org

    + Tom ShayTom Shay, 2 years ago

    custom

    1890 views, 6 favs, 1 embeds more stats

    This Tom Shay presentation shares the techniques th more

    More info about this document

    © All Rights Reserved

    Go to text version

    • Total Views 1890
      • 1825 on SlideShare
      • 65 from embeds
    • Comments 0
    • Favorites 6
    • Downloads 0
    Most viewed embeds
    • 65 views on http://www.profitsplus.org

    more

    All embeds
    • 65 views on http://www.profitsplus.org

    less

    Flagged as inappropriate Flag as inappropriate
    Flag as inappropriate

    Select your reason for flagging this presentation as inappropriate. If needed, use the feedback form to let us know more details.

    Cancel
    File a copyright complaint
    Having problems? Go to our helpdesk?

    Categories