Don't sell to me

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Don't sell to me

  1. 1. DON'T SELL TO ME [email_address] Keith Roser GUARDIAN ADVISORS
  2. 2. DON’T <ul><li>SHOW UP </li></ul><ul><li>AND </li></ul><ul><li>THROW UP </li></ul>
  3. 3. What are the questions customers ask about my product. <ul><li>Have your answers ready. </li></ul>
  4. 4. DON’T IMPROVE YOUR SELLING SKILLS <ul><li>IMPROVE YOUR BUYING SKILLS </li></ul><ul><li>Find out why they buy. </li></ul><ul><li>Find out what they want. You will only get the order if they want your product. </li></ul><ul><li>Create the desire. Get them to buy. </li></ul>
  5. 5. The selling cycle <ul><li>Prospect </li></ul><ul><li>Qualify </li></ul><ul><li>Present Overcome objections </li></ul><ul><li>Close </li></ul><ul><li>Follow up </li></ul><ul><li>Provide customer service </li></ul>
  6. 6. AN OLD EXPRESION <ul><li>Telling is not selling. </li></ul><ul><li>You have two ears and one mouth. </li></ul><ul><li>Use them in this ratio. </li></ul>
  7. 7. MOVE TO OR MOVE AWAY <ul><li>People go to the gym because.. </li></ul><ul><li>They don’t want to look fat. They move away. </li></ul><ul><li>Or They want to look and feel great. </li></ul><ul><li>They move to. </li></ul>
  8. 8. How do you find out? <ul><li>Ask a question. Ie Why is this important? </li></ul><ul><li>The answer will either be </li></ul><ul><li>We want to do this because . MOVE TO </li></ul><ul><li>We don’t want to do this . MOVE AWAY </li></ul>
  9. 9. Use it on the kids, wife or husband <ul><li>Do your homework or you will fail your exams. MOVE AWAY </li></ul><ul><li>Do your homework get good grades find a great job and you can buy whatever you want. </li></ul><ul><li>MOVE TO. </li></ul>
  10. 10. The GREAT GIVEAWAY <ul><li>GIVE MORE IN VALUE . </li></ul><ul><li>THAN YOU RECEIVE IN PAYMENT </li></ul>
  11. 11. Don’t keep selling <ul><li>Shut up </li></ul><ul><li>Don’t interrupt </li></ul><ul><li>Listen then think then speak </li></ul><ul><li>The more they talk the more you learn </li></ul><ul><li>If you want to be a great talker </li></ul><ul><li>Become a great listener. </li></ul>
  12. 12. WHY WOULD I BUY MY PRODUCT? <ul><li>WHY WOULD I BUY FROM ME? </li></ul>
  13. 13. POINT ONE <ul><li>It is not about you </li></ul><ul><li>It’s about them </li></ul><ul><li>The only person that cares what I want is my mother. </li></ul>
  14. 14. ELEVATOR STATEMENT <ul><li>Or </li></ul><ul><li>ONE-MINUTE INTRO </li></ul>
  15. 15. THE SCRIPT <ul><li>We work with </li></ul><ul><li>Who have a problem with </li></ul><ul><li>What we do is </li></ul><ul><li>So that </li></ul><ul><li>Which means that </li></ul>
  16. 16. THE BEST KEPT SECRET <ul><li>THIS WILL CHANGE YOUR BUSINESS </li></ul><ul><li>THIS WILL CHANGE YOUR LIFE </li></ul>
  17. 17. SMILE
  18. 18. Thank you <ul><li>Keith Roser </li></ul><ul><li>GUARDIAN ADVISORS </li></ul><ul><li>[email_address] </li></ul>

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