Indy arts league


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Indy arts league

  1. 1. Helping Others Make Educated Decisions<br />By: Ron Zimmerman, Jr.<br />June 2010<br />
  2. 2. Overview<br />June 2010<br />Helping Others Make Educated Decisions<br />2<br /><ul><li>Introduction
  3. 3. We are all salespeople
  4. 4. Buyers need help
  5. 5. Selling 101
  6. 6. Conclusion</li></li></ul><li>Background<br />June 2010<br />Helping Others Make Educated Decisions<br />3<br /><ul><li>Vice President/Chief Operating Officer at Elona Biotechnologies, Inc.
  7. 7. Former Vice President/Director of Finance at McDaniel Automotive
  8. 8. Sold everything from $45 Million licensing deals, to automobiles, to insurance
  9. 9. Managed and trained sales forces for over 16 years</li></li></ul><li>We Are All Salespeople<br />June 2010<br />Helping Others Make Educated Decisions<br />4<br /><ul><li>Anyone who is an employee
  10. 10. Anyone who has, or has ever had, a boyfriend or girlfriend
  11. 11. Anyone who has ever been a parent to small children</li></li></ul><li>Lose the Stigma<br />June 2010<br />Helping Others Make Educated Decisions<br />5<br /><ul><li>Greatest hurdle is feeling that you are selling the customer something that they don’t want or need
  12. 12. In many cases, the customer is there for a reason—they have a need
  13. 13. YOU ARE NOT SELLING THEM YOUR PIECE OF ART! You are simply helping them make an educated decision</li></li></ul><li>Most Buyers are Ignorant and Afraid<br />June 2010<br />Helping Others Make Educated Decisions<br />6<br /><ul><li>Ignorant of: The process, the art, the protocol
  14. 14. Afraid of: Making a poor decision, looking too easy, looking like an idiot, paying too much
  15. 15. Customer may be asking themselves:
  16. 16. Is it proper to buy in this setting?
  17. 17. Is negotiating acceptable?
  18. 18. Is this a good value—or will my friends think I am stupid?
  19. 19. What is the real value…is this too much?</li></ul>Buyers need help making a decision<br />
  20. 20. Buyers Need a Nudge<br />June 2010<br />Helping Others Make Educated Decisions<br />7<br /><ul><li>Be yourself!!!
  21. 21. Your art may speak for itself; but if you don’t get the customer engaged, it will be speaking to itself
  22. 22. Be yourself!!!
  23. 23. Remember that you are just helping the customer make an educated decision
  24. 24. Be yourself!!!</li></li></ul><li>Universal Selling Steps<br />June 2010<br />Helping Others Make Educated Decisions<br />8<br /><ul><li>Meet and Greet
  25. 25. Build Rapport
  26. 26. Needs Assessment
  27. 27. Build Value
  28. 28. Make Recommendation (Trial Close)</li></li></ul><li>Meet and Greet<br />June 2010<br />Helping Others Make Educated Decisions<br />9<br /><ul><li>Opening Line
  29. 29. Needs to feel comfortable—does not need to be cheesy
  30. 30. Examples:
  31. 31. Do you have a space picked-out for this piece?
  32. 32. Does this piece match your décor?
  33. 33. Alternate examples (Warning: May be cheesy):
  34. 34. Did I meet you at the (Fill in the last show here)?
  35. 35. Introduce yourself confidently, and politely</li></li></ul><li>Build Rapport—Make a Friend<br />June 2010<br />Helping Others Make Educated Decisions<br />10<br /><ul><li>Make a connection, find a commonality
  36. 36. People LOVE talking about themselves
  37. 37. You need to listen
  38. 38. Do NOT dominate the conversation
  39. 39. Lightly sell yourself and your achievements
  40. 40. Ask questions; however…
  41. 41. People do not like feeling interrogated, or being “sold”
  42. 42. Remember, at this point, you are just making a friend</li></li></ul><li>Needs Assessment<br />June 2010<br />Helping Others Make Educated Decisions<br />11<br /><ul><li>Ask “qualifying questions” that you have not discovered during the Meet and Greet, and/or the Building Rapport stages
  43. 43. These are key questions that will help you recommend a course of action
  44. 44. These questions should be asked during casual conversation—discretely
  45. 45. Ideally, the customer should not realize that you are extracting valuable information—which will be used to help them make their educated decision</li></li></ul><li>Build Value<br />June 2010<br />Helping Others Make Educated Decisions<br />12<br /><ul><li>Sell yourself—the customers decision is HIGHLY based on you.
  46. 46. People buy from people they like
  47. 47. Highlight your expertise and your experience
  48. 48. If you painted a picture for Peyton Manning’s wife’s foundation’s janitor’s cousin’s, tell the customer
  49. 49. Don’t minimize your experiences
  50. 50. Convey your motivation or creation process
  51. 51. Tell them the story
  52. 52. Don’t be afraid to get a little personal—remember, they are now your friend
  53. 53. However, stay away from TMI
  54. 54. Don’t be depressing…be inspiring!</li></li></ul><li>Make Recommendation<br />June 2010<br />Helping Others Make Educated Decisions<br />13<br /><ul><li>#1 problem in sales is not asking for the sale
  55. 55. You can spend endless amount of time with a customer, make a friend, and come away with nothing if you don’t ask for the sale
  56. 56. Use the information that you have received from the customer to make a proper recommendation
  57. 57. IE: Based on what you have told me, this piece will be perfect for you (insert justification). Do you want me to have them wrap it up for you?
  58. 58. IE: Sounds like it is simply a decision of “A” or “B”. Which do you prefer?
  59. 59. Note: Both of those have an easy question that helps the customer to remain in control, and make an educated decision</li></li></ul><li>End-of-the-Day<br />June 2010<br />Helping Others Make Educated Decisions<br />14<br /><ul><li>Be yourself
  60. 60. Be comfortable in your conversations
  61. 61. Put everything in your own words—no scripts
  62. 62. Be friendly
  63. 63. People buy from people they like
  64. 64. Smile—not fake…people can tell the difference
  65. 65. Laugh
  66. 66. The two most powerful lubricants in this world is humor, and booze; since it is not advisable you to get your customers drunk, make them laugh
  67. 67. Ask for the Sale
  68. 68. Persistence (not pushiness) wins the race</li>