How to frame the conversation around sales. Knowing your why, The RAIN model and much more to help you overcome your fear of sales

1. Welcome to the Forum
Are you a Reluctant
Seller?
“For those who would
rather not sell”

2. Goal of Session
To move your marketing strategy
to the individual

3. How does it make you feel?

4. If sales is a concern
let’s talk about it?
Is it – Finding leads?
Is it – Prospecting?
Is it – Handling objections?
Is it – Asking for referrals?
Is it – THE CLOSE?

6. The best sales conversation
Simon Sinek’s – Golden Circle
What
How
Why
What: The way the
sales process
normally starts. “Our
product is….
How: We then normally
go onto “How we are
different or How the
product or service
works” – those
benefits and features
Courtesy of Simon Sinek:
“Start with Why”, 2009

7. Why is this important?

8. An Example
What The Superior Burger Co does
How The Superior Burger Co does
it
Do you want buy a burger?

9. The Superior Burger Co

10. The Superior Burger Co

11. The Superior Burger Co

12. Start with Why
Values Passion
Emotion Purpose

13. Let’s do it again
The Superior Burger
Company
Why?
How?
What?
Now Do you want a burger?

14. 4 steps to
Uncover Your ‘Why’
Step 1- Keep a Journal

15. Step 2 – Identify common
themes
Four questions for now:
1. If you could change just one thing
in the world what would it be?
2. What daily activity gives you the
greatest energy?
3. What do friends and acquaintances
ask of you?
4. In what ways do you measure success
in your life?

16. Step 3
Your Core Values
Select Just 5 from the list

17. 50 Values
Select 5 Core to You
Value Rate Value Rate Value Rate Value Rate Value Rate
Security Challenge Justice Determination Popularity
Fun Learning Self-Respect Peace Growth
Happiness Poise Loyalty Creativity Honesty
Knowledge Community Curiosity Leadership Openness
Religion Achievement Pleasure Citizenship Respect
Contribution Autonomy
Inner
Harmony
Service
Meaningful
Work
Adventure Friendships Recognition Balance Faith
Competency Compassion Influence Responsibility Reputation
Fairness Kindness Optimism Authenticity Fame
Authority Beauty Humor Boldness Love

18. Step 4 – bring it
together..
When you leave the room what
would you like people to be
saying about you and your
business?

19. Remember

21. What is a ‘Value
Proposition’
A statement that defines
the value of what you do
in terms of:
• The problem you are
solving
• The needs that you
satisfy

22. Know ‘The Value' and ‘The
Proposition’

23. Prospecting
The outcome to prospecting is an
opening of the relationship

24. The R.A.I.N Model
• R – Rapport – build it with
inquiry and open ended questions
• A – Aspirations – matching theirs
with yours?
• I – Impact - if you didn’t take
this offer up what happens?
• N – New-Reality – once you have
taken the offer this is what life
looks like?

25. Some Prospecting Tips
• Don’t sound contrived be YOU
• Limit questions – it’s a
conversation not an
interrogation
• Balance inquiry with advocacy
• Make your Why relevant

26. The Dynamics for a sale

27. 4 Tips for avoiding
rejection
• Check your voice: loose the need for
the sale
• Don’t ‘we on your customer’: it’s
them who are the focus
• Check your body language: from the
moment you walk in to the close
• Change the physical dynamic: remove
barriers but be respective of space

28. Finally – The Close
• Start with the end in mind
• Ask – what the next step should
be
• Educate and advocate
• Stop talking and ‘listen’
• Read the signals – excitement,
anxiety, anticipation
• Never talk about price before
value

29. Remember

30. Any Questions?
Back on the 18th of October
“How Well Do You Know Your
Customer?”