Selling in Sandals Presentation | January 2014

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  • Sexual Fantasies 11% retains, 22% thinking about their personal problems, 67% having sexual fantasiesATM(Story about flight delay….I’m a motivational speaker)Roommates – Mom and DadAhmish HummerSo nervous first started speaking…let that breath out story
  • Rejected by Naked People
  • To understand this diagram, first you must understand that need and cost are both relative. 3 SCENARIOSdeeper and deeper understanding of the situation – you are willing to pay more. Most salespeople never develop the need to the point that it justifies the cost. Never reach Crossover PT
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • 14 GOLF CLUBS in a PGA TOUR BAG
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • 14 GOLF CLUBS in a PGA TOUR BAG
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • 14 GOLF CLUBS in a PGA TOUR BAG
  • Attention is your physical real estateIntention is your mental real estate
  • David Brooks story about then I let that breath out!
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • 14 GOLF CLUBS in a PGA TOUR BAG
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • 14 GOLF CLUBS in a PGA TOUR BAG
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Attention is your physical real estateIntention is your mental real estate
  • Set Up – Most prominent people in History great with this: FDR, Martin Luther King Jr, Bill Clinton, Dale Carnegie, Abe Lincoln, etc.*It is a learned tangible skill that you only develop with practice. Your Name is more important to you than 6 Billion others out there- Association joke – Mary-wanna  Picturization joke with Richard – Big Eyes + Final Thought – The most important word in a person’s language is their name…The most vital & important words to your prospects when prospecting are the names and stories of others you have helped live better lives through the services you provide. *Effectively Using NAMES makes Prospecting Painless Thank you very much! 
  • Here are the 4 buying behavior styles:Fighter- My friend Ali is a mortgage broker in Nashville and he is the definition of a fighter. When he’s selling he is straight to the point. He says things like “don’t waste my time”.Entertainer- The first time I took the Navigate behavior test it showed that my natural selling style is Entertainer. And my backup if fighter. Disclaimer you can be more than one. Detective- Engineer, accountant, CPA. In my book Navigate you can see our CFO is the definition of Detective. Counselor- The other day I was selling in Knoxville with our new consulting partner company Uloop selling Groupon type services for businesses to college students and the manager of Chick-fil-a. When we arrived he had 2 team members with him to help make the decision.
  • What are you the most like and least like?
  • Identification. In the referrals breakout.
  • John 13:34 So now I am giving you a new commandment: Love each other. Just as I have loved you, you should love each other.
  • Galatians 6:9 So don't get tired of doing what is good. Don't get discouraged and give up, for we will reap a harvest of blessing at the appropriate time.
  • Romans 12:10 Love each other with genuine affection, and take delight in honoring each other.
  • AJ
  • Mitch Hedberg impersonation
  • Disease of the shortcut. First car mini-van with wood panelling down the sides.
  • The human mind thinks 7x faster than we can talk. Create positive momentum. Not literally true because in college I would’ve become a beer. But momentum is created Coast/silk (where relevant)Words are the first manifestation of our ideas into the real world..Have character – do what you say you’re going to do. Speak out about your conviction to such an ethical company with values and morales that is intentional about positive change.Be committed to your customer and to each other. Leadership is measured not by how many followers you have but how many leaders you create.
  • NOT MASSOCHISTIC
  • NOT MASSOCHISTIC
  • Start with my bookfield slam storyThen do Jane’s storyThen tie together
  • We can’t take the stairs down --really?
  • Show 2007 WCPS Speech
  • We raise money by selling wristbands and tshirts and 100% of proceeds go to charity. We also sell cds tapes etc and 100% of those proceeds go to me.  How to be funny to make more money – widely read by both people who have bought it so far. Seriously so many of us think we’re born funny or we’re not, one of the most disempowering misconceptions of all time “3 years ago I wasn’t funny” – some of you thinking “I don’t think you’re there yet sparky.”
  • We raise money by selling wristbands and tshirts and 100% of proceeds go to charity. We also sell cds tapes etc and 100% of those proceeds go to me.  How to be funny to make more money – widely read by both people who have bought it so far. Seriously so many of us think we’re born funny or we’re not, one of the most disempowering misconceptions of all time “3 years ago I wasn’t funny” – some of you thinking “I don’t think you’re there yet sparky.”
  • We raise money by selling wristbands and tshirts and 100% of proceeds go to charity. We also sell cds tapes etc and 100% of those proceeds go to me.  How to be funny to make more money – widely read by both people who have bought it so far. Seriously so many of us think we’re born funny or we’re not, one of the most disempowering misconceptions of all time “3 years ago I wasn’t funny” – some of you thinking “I don’t think you’re there yet sparky.”
  • Selling in Sandals Presentation | January 2014

    1. 1. WELCOME ------ Presented by ------
    2. 2. MORNING SCHEDULE 7:30am – 8:00am MORNING NETWORKING 8:00am – 8:20am WELCOME 8:20am – 9:20am KEVIN ANDERSON- Selling in Sandals: Introduction to Servant Selling 9:20am – 9:50am NETWORKING BREAK
    3. 3. Jerry Heffel -Member of the People’s Church for 20 years -Worked with Southwestern Advantage for 42 years, 27 years as the President - Has trained tens of thousands of salespeople from across the globe
    4. 4. 3 Ways To Get What You Came For 1. Be Present 2. Be Coachable 3. Be Creative
    5. 5. ONE BIG IDEA
    6. 6. Kevin Anderson @kandersonspeaks -Director of Sales- Salem Nashville -Nationally Recognized Sales Managers and Trainers
    7. 7. Selling in Sandals Introduction to Servant Selling
    8. 8. HOW DID WE GET HERE? The Office • Jim Halpert Reluctant, Accidental • Dwight Schrute Self-Absorbed, (and a little nuts)
    9. 9. TWO OF MY “EXAMPLES” The Shoe Seller The Radio Seller
    10. 10. MY CONUNDRUM • A statement or proposition that seems self-contradictory or absurd but in reality expresses a possible truth, a head-scratcher , a dilemma; My job is to sell but if I sell to someone who wasn’t planning on buying...have I done something wrong? • • • • Paradoxical – Jesus’ ministry is full of paradoxes Strength through weakness Receiving through giving Living through dying Loving those who hate you
    11. 11. MY POPEYE MOMENT aka “A Firestorm of Frustration” • To be great, one must serve • Could I serve, as I sold? • Could I become “successful” through Servant Selling ...and what would that look like?
    12. 12. The evening meal was in progress, and the devil had already prompted Judas, the son of Simon Iscariot, to betray Jesus. 3 Jesus knew that the Father had put all things under his power, and that he had come from God and was returning to God; 4 so he got up from the meal, took off his outer clothing, and wrapped a towel around his waist. 5 After that, he poured water into a basin and began to wash his disciples’ feet, drying them with the towel that was wrapped around him.
    13. 13. 6 He came to Simon Peter, who said to him, “Lord, are you going to wash my feet?” 7 Jesus replied, “You do not realize now what I am doing, but later you will understand.”
    14. 14. Service versus Serving • • • • • SERVICE Reactive An Obligation Expected The minimum One mile only • • • • • SERVING Pro-Active An Honor Unexpected The Maximum The Second Mile Matthew 5:41 If anyone forces you to go one mile, go with them two miles.
    15. 15. DEFINING OUR ROLE AS SELLERS • • • • Money is mentioned over 800 times; The Transaction/Tetelestai Get them unstuck; to get things moving Nothing happens until something gets sold - a decision is made to move forward • If we are improving lives, what are we waiting for? • A No is okay, a Yes is okay, but a Maybe, or any type of procrastination, in the decision-making process indicates... A Belief Issue...Yours or Theirs
    16. 16. BEHAVIOR MINDSET BELIEFS 180 Degrees Ministries © 2006
    17. 17. Do You Have A Job? A Career? A Vocation?
    18. 18. DEFINITION Job What you are Hired to do Career What you are Inspired to do Vocation What you are Called to do
    19. 19. DEFINING YOUR CALLING Finding your Purpose Knowing your Plan Sowing your Passion
    20. 20. Finding Your Purpose Ephesians 2:10 For we are God’s handiwork, created in Christ Jesus to do good works, which God prepared in advance for us to do.
    21. 21. Finding Your Purpose Ephesians 2:10 For we are the product of His hand, heaven’s poetry etched on lives, created in the Anointed, Jesus, to accomplish the good works God arranged long ago.
    22. 22. Romans 8:28 And we know that in all things God works for the good of those who love Him, who have been called according to His purpose.
    23. 23. Galatians 1:15 It pleased God in His kindness to choose me and call me, even before I was born.
    24. 24. Ephesians 1:18-19 I pray that the eyes of your heart may be enlightened in order that you may know the hope to which He has called you, the riches of His glorious inheritance in His holy people, and His incomparably great power for us who believe. That power is the same as the mighty strength.
    25. 25. The Cost • There will be one initially and from now on; Luke 14:28-30 says... 28 “Suppose one of you wants to build a tower. Won’t you first sit down and estimate the cost to see if you have enough money to complete it? 29 For if you lay the foundation and are not able to finish it, everyone who sees it will ridicule you, 30 saying, ‘This person began to build and wasn’t able to finish.’ “You Have Inherited An Antagonist”-Alan Jackson Disrupt, Delay, Distract, Destroy
    26. 26. Knowing Your Plan Jeremiah 1:5 Before I shaped you in the womb, I knew all about you. Before you saw the light of day, I had holy plans for you.
    27. 27. Jeremiah 29:11 For I know the plans I have for you, declares the Lord, plans to prosper you and not to harm you, plans to give you hope and a future.
    28. 28. Romans 11:29 God’s gifts and His calling are irrevocable . Romans 11:29 God’s gifts and His call can never be withdrawn. Romans 11:29 You see, when God gives a grace gift and issues a call to a people, He does not change His mind and take it back. It Is Not About You Designing Your Plan. It Is About Discovering The Plan He Has Designed For You!
    29. 29. What If You Don’t Know The Entire Plan? Your Knowledge Of “The Plan” may be limited to only “the next right thing”. It’s Okay-Do That!
    30. 30. Sowing Your Passion Ephesians 4:1 I now urge you to live the life to which God called you . 1 Thessalonians 5:24 For the God who calls you is faithful, and He can be trusted to make it so.
    31. 31. The Sowing And Reaping Principle Works The Promise: If You Sow, You Will Reap • The atheist farmer • If you sow wheat, you will not grow corn • Your role is to sow... • Sowing and watering • Focus on sowing (contact) and watering (follow-up) • Don’t watch the plant grow, control what you can control and leave the rest... Galatians 6:9 says, “May we never tire of doing what is good and right before our Lord because in His season we shall bring in a great harvest if we can just persist.” Permission To Fail, Not To Quit Sowing is Serving - Take Action!
    32. 32. Accountability  • • • • • We all hate it... We all need it... There are three levels of accountability A “Paul”, a “Barnabas”, a “Timothy” in your life A Coach, a Contemporary, a Candidate for Coaching • We must be willing to hold others accountable and be held accountable to be successful…so... Are You Ready?
    33. 33. THE COMPENSATION • A Joyful Life • Great Rest • Successful Servitude
    34. 34. What Does Success Look Like? Money Yourself Your Reach Success His Plan Significance
    35. 35. THE WORLD IS WATCHING • • • • What you do is vital Do it well You are the only JESUS some may ever see The Ghandi Quote: “I like your Christ, I do not like your Christians. Your Christians are so unlike your Christ.” • “Preach the Gospel everyday; when necessary use words.” — Saint Francis of Assisi • Mathew 6:33: “Seek first the kingdom of God and His righteousness, and then all these things will be given to you too.”
    36. 36. It’s not about you, but He is all about you!
    37. 37. TEACH ME TO NUMBER MY DAYS Psalm 39:4 Show me, Lord, my life’s end and the number of my days; let me know how fleeting my life is. 15,471 days
    38. 38. Kevin Anderson @kandersonspeaks -Director of Sales- Salem Nashville -Nationally Recognized Sales Managers and Trainers
    39. 39. Servant Selling ------ Presented by ------
    40. 40. MID - MORNING SCHEDULE 9:20am – 9:40am NETWORKING BREAK 9:50am – 10:50am Rory Vaden- Servant Selling Strategies 10:55am – 11:55pm DAVE BROWN- Painless Prospecting 12:00pm – 1:15pm LUNCH
    41. 41. Servant Selling ------ Presented by ------
    42. 42. Rory Vaden @rory_vaden -Co-founder of Southwestern Consulting™ -New York Times bestselling author of Take the Stairs -Self-Discipline Strategist featured on/in Fox News, Inc, Entrepreneur, Fast Company, Fortune and others
    43. 43. Servant Selling My story…
    44. 44. Servant Selling Mindset It’s hard to be NERVOUS when your mind is on SERVICE.
    45. 45. Southwestern Consulting Methodology
    46. 46. Servant Selling What is SELLING? Solving a PROBLEM for someone that is worth more to them than the PRICE you are charging.
    47. 47. No SALE
    48. 48. SALE made!
    49. 49. Servant Selling NO SALE! ACTUAL COST COST> NEED NEED > COST SALE! PERCEIVED NEED CROSSOVER POINT PRINCIPLE
    50. 50. Servant Selling Insight A sale happens when perceived NEED Becomes greater than actual COST.
    51. 51. Servant Selling Insight Is “Need” EMOTIONAL or LOGICAL?
    52. 52. Servant Selling Your job is to help them ACCURATELY understand what your SOLUTION would be worth to them.
    53. 53. Servant Selling Insight The greater their PROBLEM The lower your COST.
    54. 54. Servant Selling Mindset Don’t think of yourself as just a “SALESPERSON.” Think of yourself as a “PROBLEM SOLVER.”
    55. 55. Referrals/Pre-Approach Objections Approach Cycle of the Sale Close Introduction Presentation
    56. 56. Servant Selling Mistake #1 Approach You are AFRAID Of being PUSHY.
    57. 57. Servant Selling Strategy Approach Build a buying ATMOSPHERE.
    58. 58. Servant Selling Strategy Approach “If you like it great, let’s go ahead and move forward TODAY, if not that is OKAY too, but can you promise to give me a definite YES or NO once we take a look?”
    59. 59. Servant Selling Insight Approach By letting people know it’s okay to say “No” you allow them to feel comfortable enough to say “Yes.”
    60. 60. Servant Selling Mindset Don’t think of yourself as just a “SALESPERSON.” Think of yourself as a “DUTIFUL SERVANT.”
    61. 61. Referrals/Pre-Approach Objections Approach Cycle of the Sale Close Introduction Presentation
    62. 62. Servant Selling Mistake #2 You TALK More than you LISTEN.
    63. 63. Servant Selling Insight CAVITIES are bad GINGIVITIS is terrible COMMISSION BREATH is the worst!
    64. 64. Servant Selling 25% Of what you say... 75% Of what you get them to say... Goal: Get your prospect to admit to themselves they have a need BEFORE ever talking about the product.
    65. 65. “Grant that I may not so much seek…to be understood, as to understand…” St Francis of Assisi‟s prayer
    66. 66. Servant Selling Insight INTRODUCTION When they are TALKING You are SELLING! It’s like doing two things at once…
    67. 67. Servant Selling Metaphor CPR • Cut open the wound • Pour salt on it • Remedy the pain
    68. 68. Servant Selling Technique 3 Steps of Emotional Questions 1. Fact 1. Impact 1. Extract
    69. 69. Servant Selling Mindset INTRODUCTION It’s not about being a smooth TALKER. It’s about being a great LISTENER.
    70. 70. Servant Selling Insight QUESTIONS are the ANSWERS!
    71. 71. Servant Selling Insight If you don’t ask up front then you might be surprised later… Like my wife…
    72. 72. Servant Selling Mindset Don’t think of yourself as just a “SALESPERSON.” Think of yourself as a “PROFESSIONAL LISTENER.”
    73. 73. Referrals/Pre-Approach Objections Approach Cycle of the Sale Close Introduction Presentation
    74. 74. Servant Selling Mistake #3 You are AFRAID Of a NO. So unfortunately you keep SELLING and keep TALKING…
    75. 75. Buying Lines Buying Line EMOTION Buying Zone TIME
    76. 76. When Selling, Less is more • • • • 66 Words The Lord’s prayer 179 Words The 10 commandments 282 Words Gettysburg Address 26,911 Words US Government Regulation on Cabbage
    77. 77. “A fool finds no pleasure in understanding but delights in airing his own opinions.” -Solomon
    78. 78. High School Dance
    79. 79. Servant Selling Insight #1 Killer in all sales careers… Is not getting “No’s.” It’s getting “MAYBE’S!”
    80. 80. Servant Selling Insight PRESENTATION “Yes’s” are GOOD “No’s” are FINE. “Maybe’s” KILL YOU. HATE the MAYBE.
    81. 81. “Let what you say be simply „Yes‟ or „No‟; anything more than this comes from evil.” -Matthew 5:37
    82. 82. Servant Selling Mindset Don’t think of yourself as just a “SALESPERSON.” Think of yourself as a “ENTHUSIASTIC FACILITATOR.”
    83. 83. Referrals/Pre-Approach Objections Approach Cycle of the Sale Close Introduction Presentation
    84. 84. Servant Selling Mistake #4 You are AFRAID To ask for the SALE.
    85. 85. Servant Selling Mindset CLOSING Is NOT talking someone into something they don’t WANT, It IS helping someone decide what is right for THEM.
    86. 86. Servant Selling Insight CLOSING What makes selling a SERVICE is that people need help making DECISIONS. If they could decide on their OWN they wouldn’t need YOU!
    87. 87. Servant Selling What is CLOSING? A series of INCREMENTALLY COMMITTAL QUESTIONS asked for the purpose of helping someone decide what is right for THEM.
    88. 88. Closing is a series of...
    89. 89. The Stoplight Close OpenMinded Q Yes Q Choice Q TieDown Q “No Means Yes” Q Assumptive SALE! TIE-DOWN QUESTION CHOICE QUESTION OPEN-MINDED QUESTION YES QUESTION ASSUMPTIVE NO you are saying, that Basedcould REALLY MEANS YESprobably What what SALE MADE! I it thatyou onto make like like something Does ________you BETTER, just need show that happen you InIf I order do seem something At this ________sense to reason you see point is there any _______, do you makes the is couple that it _______? it get a that something of?would ________ most orVALUE outyouyou. to would get details from why we couldn’t move FORWARD? be OPEN-MINDED WHAT ISAGREE? to? YOUR _______?
    90. 90. Servant Selling Insight CLOSING Being PUSHY doesn’t mean you are a good CLOSER… It means you are a poor LISTENER.
    91. 91. Let the wise hear and increase in learning, and the one who understands obtain guidance. (Prov. 1:5)
    92. 92. Servant Selling Mindset CLOSING You need to be prepared with a BACK-UP PLAN...
    93. 93. Servant Selling Insight CLOSING If at any point prior to the close, they try to start talking about YOU or your product or your price… Immediately revert to talking about THEM.
    94. 94. Servant Selling Insight CLOSING A BOOMERANG question is simply responding to their question with a QUESTION.
    95. 95. Servant Selling Mindset Don’t think of yourself as just a “SALESPERSON.” Think of yourself as a “CLARITY COUNSELOR.”
    96. 96. Servant Selling Strategy If you practice closing everyone you know for 21 days…
    97. 97. Referrals/Pre-Approach Objections Approach Cycle of the Sale Close Introduction Presentation
    98. 98. Servant Selling Mistake #5 You are AFRAID To CHALLENGE people.
    99. 99. Servant Selling Insight OBJECTIONS Is NOT someone saying “I don’t WANT THIS.” It IS someone saying “Solve this problem for ME.”
    100. 100. Servant Selling Mindset OBJECTIONS It’s a DISSERVICE to allow people to remain UNDECIDED. It’s a DISSERVICE to allow people to walk away from something they know they NEED.
    101. 101. Servant Selling Strategy Answering the “4 P” Objections • Price: “It’s too expensive”
    102. 102. Servant Selling Insight #1 Way to get caught in a discussion on Price instead of Value… When you TALK first instead of LISTEN first.
    103. 103. Servant Selling Strategy Answering the “4 P” Objections • • • • Price: “It’s too expensive” Procrastination: “I want to think it over” Purchaser: “I’m not the decision maker” Provider: “I’m currently working with someone else”
    104. 104. Servant Selling Strategy 1. Isolate: “Other than ______ is there any reason why you wouldn’t move forward?” 2. Transition: “I can appreciate that…” (feel) 3. Empathy: “In fact one of my other customers ____ had a similar concern” (felt) 4. Solution: “What she realized though was ______” (found) 5. Re-demo: Show another feature 6. Re-close: “Would you get value out of that?”
    105. 105. Servant Selling Mindset OBJECTIONS If they TRULY need what you have, Yet you haven’t SOLD to them… Then you haven’t SERVED them.
    106. 106. Servant Selling Mindset Don’t think of yourself as just a “SALESPERSON.” Think of yourself as a “CONFIDENCE COACH.”
    107. 107. Servant Selling Insight What is more important than making a SALE? Earning their TRUST
    108. 108. Are you willing to do whatever it takes?
    109. 109. Servant Selling Insight FEAR is so SELF-CENTERED.
    110. 110. Servant Selling Insight Someone is out there who needs YOU More than you need THEM.
    111. 111. Servant Selling Mindset Don’t think of yourself as just a “SALESPERSON.” Know that you are “SOMEONE’S BLESSING.”
    112. 112. Servant Selling ------ Presented by ------
    113. 113. Dave Brown @davebrown_SWC -Senior Partner/Speaker/Consultant of Southwestern Consulting -Knocked on 50,000+ Cold Doors -Has Made 100,000+ Cold Calls -Author of Painless Prospecting
    114. 114. Dave Brown @davebrown_SWC -Senior Partner/Speaker/Consultant of Southwestern Consulting -Knocked on 50,000+ Cold Doors -Has Made 100,000+ Cold Calls -Author of Painless Prospecting
    115. 115. Persistence vs. Pressure
    116. 116. Persistence vs. Pressure
    117. 117. Persistence = Servant Selling Persistence is serving someone by way of never quitting on them where pressure is pushing someone into eventually quitting on you.
    118. 118. Servant Selling Principle #3 “If you don’t help people notice you they can never buy from you”
    119. 119. Matthew 7:7-8 NIV “Ask and it will be given to you; seek and you will find; knock and the door will be opened to you. For everyone who asks receives; the one who seeks finds; and to the one who knocks, the door will be opened.”
    120. 120. 3 Dimensional Names • • Names, names, names Valuable Ammunition in your prospecting arsenal This professional technique really brings your job to life and establishes credibility with your new prospects quickly through your shared, specific situational experience.
    121. 121. Even though a lot of the times your prospect doesn’t personally know the name or family you use, they will see the picture you have painted for them through the story you tell.
    122. 122. Why Parables? Matthew 13:11 NIV "Because the knowledge of the secrets of the kingdom of heaven has been given to you…”
    123. 123. 3D Names • Hear the name • See the clear picture • Feel more comfortable with you
    124. 124. “I” “Me” “My”
    125. 125. 7-TION’S of Remembering People’s Names The most important thing to realize is that we don’t usually forget a person’s name. The common reality is we never knew it. • • • • Relaxation Repetition Utilization Association • Recognition • Picturization • Finalization
    126. 126. Third Party Selling • Service? • Remind… • Else?
    127. 127. The most important word in language to any individual is their name. The most vital words to your prospects when prospecting are the names and stories of others that you have helped live better lives through the services you provide.
    128. 128. Prospecting Bank Account = Credibility Deposits • Excel -“Orate” Prospects • Get More No’s! • Pray for Your No’s
    129. 129. Competition vs. Comparison
    130. 130. Competition is the essence of servant selling and comparison is the antithesis of it.
    131. 131. Careful with these 3 words. Comparison reeks of these words, and they hold everyone back! • Can’t • Always • Never You C A N!
    132. 132. • Competition brings out the best while comparison slowly kills • Competition is healthy, comparison is sick • Competition fuels effort but comparison breeds deceit • Competition creates positive momentum, comparison destroys any forward movement
    133. 133. • Competition makes you hungry, comparison bloats your drive • Competition awakens hidden talents while comparison disguises strengths • Competition fuses a bond, comparison stretches the gap • Competition builds skill, comparison strangles talent • Competition unites strangers and comparison produces them
    134. 134. In the world of comparison all that exists is not good enough… 2 Corinthians 12:9 NIV “My grace is sufficient for you, for my power is made perfect in weakness.”Therefore I will boast all the more gladly about my weaknesses, so that Christ’s power may rest on me.”
    135. 135. Painless Prospecting Dual Meaning… See More = Serve More
    136. 136. Dave Brown @davebrown_SWC -Senior Partner/Speaker/Consultant of Southwestern Consulting -Knocked on 50,000+ Cold Doors -Has Made 100,000+ Cold Calls -Author of Painless Prospecting
    137. 137. Servant Selling ------ Presented by ------
    138. 138. AFTERNOON SCHEDULE 1:15pm – 2:15pm Dustin Hillis– Navigate: Selling the way people like to buy 2:20pm – 3:20pm AMANDA JOHNS-VADEN & Then Some: The Art of Exceeding Expectations 3:20pm – 3:40pm NETWORKING BREAK 3:45pm – 5:00pm RORY VADEN– Christians Take the Stairs
    139. 139. NAVIGATE – Dustin Hillis • Co-Founder of Southwestern ConsultingTM • # 1 producer out of 150,000 salespeople for 155 year old Southwestern CompanyTM • Executive Level Coach and Sales Performance Consultant • Author of Navigate: Selling the Way People Like to Buy
    140. 140. NAVIGATE Selling the Way People Like to Buy
    141. 141. SOLIDIFICATION Understanding the 4 Behavior Styles  Fighter  Entertainer  Detective  Counselor
    142. 142. THE FIGHTER Strengths Weaknesses Results Oriented Impatient Resilient Controlling Toward Motivation: Determined to Overcome Odds Fear: Loss of Control Under Stress: Runs People Over Objections: Not Interested. Don’t have time. NO!
    143. 143. THE ENTERTAINER Strengths Weaknesses Extroverted Talks Too Much Enthusiastic Follow Through Towards Motivation: Inspired by Affirmation Fear: Rejection Under Stress: Overwhelmed Objections: Price. Not today. Call me tomorrow.
    144. 144. THE COUNSELOR Strengths Weaknesses Team Player Slow Decision Maker Active Listener Bottles Up Emotions Towards Motivation: Desires Consistency Fear: Change Under Stress: Avoids Controversy Objections: Not Decision Maker. Doesn’t make quick decisions.
    145. 145. THE DETECTIVE Strengths Weaknesses Detail Oriented Negative Perfectionist Analysis Paralysis Towards Motivation: Accuracy Fear: Making Mistakes Under Stress: Overly Pessimistic Objections: Think about it. Checkout other options. Maybe.
    146. 146. NAVIGATE What is your behavior style?  Fighter  Entertainer  Detective  Counselor What are you the most like? What are you the least like?
    147. 147. INDENTIFICATION 7 Second Rule Pre Approach 4 questions to ask: 1. Decision maker’s first name? 2. Cell phone number? 3. Best time to reach them? 4. What kind of decision maker are they?
    148. 148. VOICE QUADRANTS FIGHTER ENTERTAINER Speaks with: Authority Speaks with: Enthusiasm COUNSELOR DETECTIVE Speaks with: Authenticity Speaks with: Anticipation
    149. 149. HOW TO IDENTIFY BUYING BEHAVIOR STYLES Hand Shake  Fighter – Jabbing Motion, Firm, On Top  Counselor – Hesitation, Soft, Pockets  Detective – Calculated, Moderate, Space  Entertainer – Extroverted, Over Extend, Close
    150. 150. HOW TO IDENTIFY BUYING BEHAVIOR STYLES Office Environment  Fighter – Awards, Plaques, Prestige  Counselor – Pictures of Family and Team  Detective – Clean, Neat, Organized  Entertainer – Messy
    151. 151. NAVIGATE A FIGHTER Approach  Less rapport  “The Reason”  Don’t hesitate  Be confident
    152. 152. NAVIGATE A FIGHTER Presentation  Give value statement quick  Tell them what’s in it for them  Bottom Line  Challenge them in a positive way
    153. 153. NAVIGATE A FIGHTER Close  Give them control  Answer their what questions  Choice of two positives  Don’t argue - Ask why?
    154. 154. NAVIGATE A COUNSELOR Approach  Take it slower with them  Tone it down – low and slow  Talk about your company / name brand  Ask for their opinion
    155. 155. NAVIGATE A COUNSELOR Presentation  Ask them for feedback  Make sure all decision makers are there  Focus on the benefits for their team / family  Under promise and over deliver
    156. 156. NAVIGATE A COUNSELOR Close  Don’t be demanding  Answer their “How” questions  Take change gradually  Walk out close
    157. 157. NAVIGATE A DETECTIVE Approach  Match tone of voice, not emotional  Details  Provide numbers and percentages  Give a time frame
    158. 158. NAVIGATE A DETECTIVE Presentation  Don’t be vague  Use graphs and charts  Show statistics and data  Review the contract
    159. 159. NAVIGATE A DETECTIVE Close  Use facts and logic  Answer their “Why” questions  Product, Price, Performance Close  Direct close on logic
    160. 160. NAVIGATE AN ENTERTAINER Approach  More rapport  Use 3-Dimensional Names  Match energy level  Smile, smile, smile!
    161. 161. NAVIGATE AN ENTERTAINER Presentation  Keep things fun  Multi-media, PowerPoint and leave behinds  Encourage and praise
    162. 162. NAVIGATE AN ENTERTAINER Close  Sell big picture  Answer their “Who” questions  Dream with them (Crystal Ball Close)
    163. 163. Testimony from my 1st summer selling books door-to-door
    164. 164. NAVIGATE Selling The Way People Like To Buy
    165. 165. Servant Selling ------ Presented by ------
    166. 166. Amanda Johns-Vaden @amandajohnsSWC -Senior Partner at Southwestern Consulting -Million-Dollar Producer and ranked in the top 1% of consultants worldwide -Author of Unspoken and & then some: The Art of Exceeding Expectations
    167. 167. Generational Communication Trends Matures 1909-1945 Baby Boomers 1946-1964 Gen X 1965-1979 Gen Y Gen IY 1980-1994 1995 - Now Workplace Generation Preferred Communication 1st Dimension Matures Face to Face 2nd Dimension Baby Boomers Phone/ Snail Mail 3rd Dimension Gen X Email/ Text 4th Dimension Gen Y/ Gen IY Social Media
    168. 168. GENERATIONAL TRENDS VIA SOCIAL MEDIA
    169. 169. Exceed Expectations Your clients are not expecting you to stay in touch; they probably hope that you will but don’t expect it at the same time. When it comes to over delivering on expectations; start as soon as you determine you have a prospect and never stop!
    170. 170. REACHING YOUR PROSPECTS… Do what its expected & then some 1st Dimension: Matures In-Person Meetings 1. Befriend the RECEPTIONIST. Get to know the people in the office. • Send a thank you card, thanking them for the meeting, 24 hrs after your meeting • Depending on the nature of your business, mail/drop-off a package of information, gift (I love sending books) or anything else that is a positive reminder of your meeting – personal gifts go a long way. Show the extra effort • Stop by in-person or schedule a lunch 5-7 days after your meeting. Build a relationship first and foremost. BUILD A RELATIONSHIP WITH THEM….
    171. 171. 2nd Dimension: Snail Mail Baby Boomers Phone Calls / 1. Leave “mystery messages” a. Definition: ______________________________ 2. MAIL creative marketing pieces. Stand out. • Send thank you card, thanking them for the meeting, 24 hrs after your meeting. • Follow up 4-5 days after your meeting with a phone call to answer any additional questions that may have come up since your meeting • Follow up 2 weeks after your meeting, with a phone call, to schedule an inperson meeting if possible (have specific offering in mind when you call). Keep constant contact with this generation. They are busy and others are vying for their attention. STAY TOP OF MIND…
    172. 172. 3rd Dimension: GenX Online / Text 1. Send them an email through LINKEDIN 2. If they do not respond to voicemail or email, TEXT THEM • Text them a quick thank you message within 30-60 mins of your meeting. Immediacy makes an impact. • Send a thank you email, thanking them for the meeting, 24 hrs after your meeting. Include client testimonials attached in your email. They want 3rd party feedback. • Send an email 2-3 days after your meeting providing them with a link to a relative article, blog post, web link, etc supporting information discussed in your meeting. Send them information. ENGAGE THEM….
    173. 173. 4th Dimension: Media Millenials (Y/IY) Social 1. Contact on various SOCIAL MEDIA SITES… start with FACEBOOK 3 Things that help you get business on SOCIAL MEDIA: 1. Be Findable - Keep your profile up to date and complete, Join Groups and add your picture. Your social media profiles are more than likely the first place they will find you! Get a profile. 2. Link your profile to your website, blog and other social media sites to increase the likelihood they visit other places to learn more … this includes Pinterest 3. Get Recommendations on LinkedIn. They want to know who you know and who else knows you. GET TO KNOW THEM…
    174. 174. 5 STEP APPOINTMENT FOLLOW-UP Exceed Expectations 1st Dimension: Meetings/Snail Mail Matures In-Person Step 1: Mail a Handwritten thank you card 2nd Dimension: Mail Baby Boomers Phone Calls/Snail Step 2: Follow-Up with a phone call to re-confirm the date of your appointment Call until you are able to confirm your appointment. Start the attempts 34 before the scheduled meeting because it may take you 2-3 days to actually reach your prospect.
    175. 175. 5 STEP APPOINTMENT FOLLOW-UP Exceed Expectations 3rd Dimension: Text GenX Online / Step 3: Send confirmation email with date/time of your appointment. Send an email within a few hours of setting appointment. Step 4: Send Outlook invite Once you schedule an appointment (phone meeting or physical appointment), schedule the meeting in your Outlook calendar and then invite them to join your meeting… This is also a good indicator of the QUALITY of your appointments.
    176. 176. 5 STEP APPOINTMENT FOLLOW-UP Exceed Expectations 4th Dimension: Gen Y / Gen IY Social Media Step 5: Add them to your network on LinkedIn The more they have invested in you the less likely they are to cancel or postpone your meeting. Get to know them and let them get to know you.
    177. 177. “It’s not your client’s job to remember you… It’s your job to make sure they don’t forget you.”
    178. 178. When you do more … It does more for you Here are 7 ways that exceeding expectations on the front end helps you on the back end: 1.Shows your ______________ 2.Affirm buyer’s ______________________________ 3.Minimize potential buyer’s ___________________ 4.Address potential challenges as they arise (before they grow into something worse) 5.Identify upcoming needs to develop ___________ 6.Retain customers and ________________________ 7.Obtain referrals and word-of-mouth ____________
    179. 179. 3 SIMPLE STEPS TO EXCEEDING EXPECTATIONS Step 1: ___________________ Never use the excuse “I forgot” because you didn’t have it written down somewhere. Exceeding expectations is about over-delivering. Use a CRM, use Outlook, use a paper calendar, use Apps, use your phone – Just use something!!! Remember this... If you don’t schedule it, you probably won’t do it. People want 2 things in a business relationship; to have a trusting relationship with someone they like and to know that they are appreciated and valued as a client. You can create trust by just implementing a static level of consistency in your efforts to stay in touch and keep them informed and to show them thanks.
    180. 180. It’s all about execution vs intention
    181. 181. 3 SIMPLE STEPS TO EXCEEDING EXPECTATIONS Step 2: _________________________ 1. Send physical reminders of you, your company and your products/services. MAKE THEM REMEMBER YOU. 2. Use Creative packaging to show you put in extra effort. Show them don’t tell them. 3. Have personalized materials that showcase your uniqueness. Be different.
    182. 182. What does creative look like for you?
    183. 183. 3 SIMPLE STEPS TO EXCEEDING EXPECTATIONS Step 3: __________________ How can social media help you EXCEED EXPECTATIONS? A.FREE MARKETING- Over 1.2 billion people on Facebook, 180 million on LinkedIn and 500 million on Twitter. B.PUBLIC 3RD PARTY TESTIMONIALS - Who better to sell you than your own customers! Get them to tell the world how much they love your services. C.FOLLOW-UP - We all struggle to stay in touch with our past customers. Facebook, LinkedIn and Twitter provide an on-going, consistent and FREE way to do that. D.LEAD GENERATION - The more immediate value of web work is not as much in
    184. 184. WHAT YOU NEED TO KNOW ABOUT SOCIAL MEDIA… WHO? WHAT? WHY?
    185. 185. THE WHO, WHAT AND WHY OF SOCIAL MEDIA A professional social networking platform. Think of it as your _____________ at the office with whom you do professional networking.
    186. 186. WHY USE LINKEDIN? 1. Names, names, names! -Expanding and mining your circle of influence 2. Establishing your expert positioning 3. Professional relationship networking
    187. 187. LINKEDIN LEAD GENERATION 2 EASY TECHNIQUES YOU CAN USE TODAY… 1.Simple Sweep – Using the advanced search function to search and develop a list of specific and preferred prospects (Looking for 2nd Connections) 2.Super Sweep – Using the advanced search function and applying the Save feature to save your best contact searches
    188. 188. Technique 1: Simple Sweep
    189. 189. The Simple Sweep
    190. 190. WHAT IS FACEBOOK? Facebook is like your friends at a ___________. This is your social networking platform.
    191. 191. WHAT IS FACEBOOK? Today, there are over __________ people on Facebook and doubling every year. Fastest growing demographic is age 35-55. Second fastest growing demographic is ages _______
    192. 192. REAL LIFE
    193. 193. WHY USE FACEBOOK? What is Facebook good for? Pre-approach/_________________ nuggets, follow-up touches, listening, building large communities It’s about timing… finding the right opportunity because you stayed in touch with your customers and prospects.
    194. 194. Facebook Fanpages
    195. 195. WHAT IS TWITTER? Think of it as the chatter at a party. Think of Twitter as the answer to the question “what’s happening?” WHO IS ON TWITTER? - 62% of Twitter users are 18-34 / Millenials - 55% of Twitter users are females - Huge impact on media, news, brands and big business - Not a relationship or networking tool
    196. 196. WHY USE TWITTER? 1. To Be Heard The more you tweet the more followers you will get because the more opportunities there are for you to be heard. 2. To Show Your Human Element People want to know the real you 3. To Find Things, People, Conversations Target people on Twitter who tweet about similar things that you’re interested in
    197. 197. Generational Trends On Pinterest… • Matures 3% • Baby Boomers 8% • GenX 53% • GenY 27% • Millenials 9%
    198. 198. To learn more about Amanda and her corporate programs Please visit www.amandajohnsvaden.com
    199. 199. Servant Selling ------ Presented by ------
    200. 200. LATE AFTERNOON SCHEDULE 3:20pm – 4:00pm NETWORKING BREAK 4:00pm – 5:00pm RORY VADEN– Christians Take the Stairs
    201. 201. Rory Vaden @rory_vaden -Co-founder of Southwestern Consulting™ -New York Times bestselling author of Take the Stairs -Self-Discipline Strategist featured on/in Fox News, Inc, Entrepreneur, Fast Company, Fortune and others
    202. 202. Christians Take the Stairs Rory Vaden
    203. 203. James 1:27 “Religion that God our Father accepts as pure and faultless is this: to keep oneself from being polluted by the world.”
    204. 204. How much does Procrastination cost? Average employee wastes 2.09 hours EACH DAY!!!
    205. 205. The Purchase Price of Procrastination Average salaried employee in US makes $39,795 or $19.13 per hour. Costs Employers $10,396 per year Per Employee!!!
    206. 206. The Purchase Price of Procrastination If the target commission for a salesperson is $79,590 per year or $38.26 per hour Costs You $20,792 Per Year!!!
    207. 207. What is God prompting you to do That you are putting off?
    208. 208. James 1:22, 2:17 “Do not merely listen to the word and so deceive yourselves; do what it says…Faith by itself if not accompanied by action is dead.”
    209. 209. Procrastination • Consciously delaying what you know you should be doing Creative Avoidance • Unconsciously filling the day with menial work to be busy being busy; distraction Priority Dilution • (Un) Consciously delaying by allowing your attention to shift to less important tasks; interruption
    210. 210. Discipline
    211. 211. 2 Timothy 1:7 “For God didn’t give us a spirit of timidity, but a spirit of power of love and of self-discipline.”
    212. 212. Discipline Start doing things you don’t want to do. Create a “Take the Stairs” Mindset
    213. 213. The Paradox Principle of Sacrifice A Buffalo Mentality
    214. 214. The Paradox Principle of Sacrifice EASY short-term choices lead to DIFFICULT long-term consequences. DIFFICULT short-term choices lead to EASY long-term consequences.
    215. 215. We ALWAYS pay a price.
    216. 216. Leverage LONG-TERM vision to endure SHORT-TERM sacrifice.
    217. 217. Hebrews 12:11 “No discipline seems pleasant at the time, but painful. Later on, however it produces a harvest of righteousness and peace for those who have been trained by it.”
    218. 218. The Buy-In Principle of Commitment The MORE we have invested into something the LESS likely we are to fail.
    219. 219. Attitude: Attitude: • "I'm not sure yet" • "I'm in for good"
    220. 220. COAST SILK
    221. 221. Increase your commitment by creating the question HOW rather than relenting to the question SHOULD.
    222. 222. Luke 1:37 “For nothing is impossible for God.”
    223. 223. The Perspective Principle of Faith Tape Measure Timeline
    224. 224. A challenge in respect to TODAY is BIG PROBLEM A challenge in respect to our LIFESPAN is SMALL PROBLEM A challenge in respect to ETERNITY is NO PROBLEM
    225. 225. The Perspective Principle of Faith Our ability to have PEACE is directly proportionate to the term of our PERSPECTIVE.
    226. 226. 2 Questions Question 1: A woman had 8 kids 3 were DEAF 2 were BLIND 1 was MENTALLY RETARDED And she had SYPHILIS...
    227. 227. 2 Questions Candidate 1: Friends with Crooked Politicians Consults with Astrologists Had 2 Mistresses Is a Chain Smoker Drinks 8 – 10 Martinis/day
    228. 228. 2 Questions Candidate 2: Kicked out of office twice Sleeps in daily until noon Used opium in college Drinks a quart of whiskey every night
    229. 229. 2 Questions Candidate 3: Decorated war hero Doesn’t smoke Doesn’t drink Has never had an extramarital affair
    230. 230. 2 Questions Candidate 1: Friends with Crooked Politicians Consults with Astrologists Had 2 Mistresses Is a Chain Smoker Drinks 8 – 10 Martinis/day Franklin D. Roosevelt
    231. 231. 2 Questions Candidate 2: Kicked out of office twice Sleeps in daily until noon Used opium in college Drinks a quart of whiskey every night Winston Churchill
    232. 232. 2 Questions Candidate 3: Decorated war hero Doesn’t smoke Doesn’t drink Has never had an extramarital affair Adolf Hitler
    233. 233. Less the ability to see the entire future, we aren’t ENTITLED to evaluate the REASONS why bad things happen today.
    234. 234. Faith is CHOOSING to believe that what is happening NOW is for a GREATER GLORY later on. What are YOU being PREPARED for?
    235. 235. Proverbs 3: 5-6 “Trust in the LORD with all your heart and lean not on your own understanding; in all your ways acknowledge him and he will make your paths straight.”
    236. 236. Do your BEST Let God do the REST Let GO, Let GOD
    237. 237. Milwaukee, WI
    238. 238. Chicago, IL
    239. 239. Minneapolis, MN
    240. 240. New York City, NY
    241. 241. Matthew 7:13 “Enter through the narrow gate. For wide is the gate and broad is the road that leads to destruction, and many enter through it. But Small is the gate and narrow the road that leads to life and only a few find it.” New York City, NY York City, NY
    242. 242. WORLD TOUR www.takethestairstour.com Burj Khalifa ✔ ✔  ✔   ✔  ✔ UAE
    243. 243. What’s the first step? 1. Make The Commitment– Bring your business card and get a free bookmark!
    244. 244. What’s the first step? 1. Make The Commitment– Bring your business card and get a free bookmark! 2. Get A Coach
    245. 245. Daily Discipline Overcome procrastination and make lasting change with increased accountability: 1. Daily encouragement via email to keep you focused 2. Fresh ideas to keep you going 3. Renewed motivation every week with a video delivered right to your inbox 4. Insight into the most effective life changing strategies available $10/ month
    246. 246. What’s the first step? 1. Make the Commitment- Bring your business card and get a free bookmark! 2. Get A Coach –Daily Discipline! 3. Take The Stairs In Pairs– Get a partner!
    247. 247. The Rent Axiom Success is never OWNED. It is only RENTED; and the rent is due EVERY DAY.
    248. 248. Servant Selling ------ Presented by ------
    249. 249. THANK YOU! ------ Presented by ------

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