Have Fun & Make Money
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Grow your business but getting a better understanding of the sales game (aka process), some useful phrases and basics of how to make it so much easier for people to buy from you. It's not about sales, it's about having a conversation, with you asking GREAT questions, listening and then saying as little as possible!
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Have Fun & Make Money
- 1. Have Fun & Make Money Patti Pokorchak, MBA
- 3. You Are NOT A Sales Person • Make It Easier For People To Buy From You • Growing Your Business - Only 1 Way! • NO Sales = NO Biz!
- 4. • Be Confident & Clear on Your Value • Confused People Do Not Buy • Can’t Hire if You Can’t Do it Yourself
- 5. “If I can be a farmer, then you can be anything you want to be -- with some sales & marketing skills that is!”
- 7. Things I have sold • IBM Computers, PCs & Software • Services • Training @ $40,000/ 4 day course • Plants, Trees & Shrubs • Blank Books & Advertising • Lambs & Llamas • Myself
- 8. How Some Entrepreneurs See the Sales Process 1. Prospecting 2. Close the Sale $$$
- 9. The Sales Game Where everyone is a Winner! 5. Proposals Follow-up 4. Proposals 3. Face-to-Face Meeting 1. Prospecting 2. Follow-Up (calls/emails) 6. Close the Sale $$$
- 10. Business ONLY Starts When a Sale is Made!
- 11. We are ALL in Sales ALL the Time!
- 12. Optimistic Ambiverts! THE Best Sales Professionals are
- 13. Helping People BUY from You • You’re NOT selling anything
- 14. Sales - The Honourable Profession ”Be of service to others" “You will get all you want in life, if you help enough other people get what they want.” Zig Ziglar
- 15. Sales Professional – Born or Trained?
- 16. People Buy Value • 10x more expensive • Incumbent vs Unknown • One-Off vs Proven Training Course $600 vs $6,000
- 17. Sales Is All About Value Confidence Self-Esteem
- 18. UVP – Unique Value Proposition •What makes you unique and stand out •What’s the value your clients get from you?
- 20. Kiss enough frogs and your Prince/Princess will come
- 22. Your #1 Priority Make people relax and feel comfortable with you
- 23. they’re as afraid IF NOT MORE AFRAID than you are!
- 24. Fun Conversations With Your Newest BFF
- 25. • Be Curious & Caring
- 26. Questions? Questions? Questions? • Ask THEN listen for clues • Probe deeper using that clue • Open vs Closed Questions • Ask better questions, close more biz!
- 27. Qualifying Questions • What are your goals? • What’s stopping you from reaching them? • What would it mean if you didn’t meet your goals? • What if you enjoyed selling more? • What if selling was easier for you? • What if you had more fun AND made more money?
- 28. People buy Your Enthusiasm and Passion “If you don't blow your own horn, there is no music” Alan Weiss, PhD
- 30. 2 Ears: 1 Mouth
- 31. Don’t Forget to ASK for the Order!
- 32. Negotiating • Go in with your 2nd or 3rd best offer • Do not give up something without getting something in return • “Yes I can but it costs more” (scope creep)
- 33. Useful Phrases •I don’t know but I’ll find out and get back to you •Yes I can but it costs more •I can’t tell you what I charge until I know what you need
- 34. What does NO mean? NO = Next Opportunity
- 35. Grow Your Business FAST & PROFITABLY in 5 Weeks • Learn About The Sales Game • What is BizDev • 5 Week Online Tele-class starting Sept. 16 at NOON • Free Business Challenge Call
- 36. 1. Be Confident & Clear in Your Value 2. Be Curious & Caring 3. Be Persistent! Who Can You Help Today?