4. Remember this truism…..
I don’t care what career path you are on.
The reality is that you must sell yourself
before you sell your skills.
I am talking about your “persona”---about
how others see you as a human being.
I choose to call it “personal
salesmanship”.
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5. Why are some salespeople so
successful?
80% of Sales success is
psychological.
Top salespeople are OPTIMISTS.
They have a positive mental
attitude.
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6. Optimism
Optimism is a result,
or effect, of the
seven key qualities
of top sales people
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14. Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
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15. Consultant stance…
People accept you at the way you
present yourself.
Act like a consultant in everything you
do and say.
What does a consultant do?
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16. What
makes
people
remember?
Positive Associations
ove, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Meanin
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17. Why Do Customers Stop
Being Customers?
1% Die
100%
3% Move Away
5% Seek alternatives
9% Go to the competition
14% Dissatisfied with product/service
68% Upset with the treatment they
receive
Beyond Customer Service, 1992.
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18. Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
5. They are prepared.
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19. Three Keys to Preparation in
Selling
1. Pre-call research – do your homework-
mentally prepare.
1. Pre-call objectives – what are your goals?
Starting out? Break it down.
1. Post-call analysis – write down every detail.
When to re-contact.
Think what other approach could be used to
advance your prospect of success.
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20. Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
5. They are prepared.
6. They engage in continuous learning.
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21. Keys to Continuous Learning
Read one hour in
selling each day.
Listen to audio
tapes in your car.
Take all the training
you can get.
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22. Seven Qualities of
Top Salespeople-summary
1. Be ambitious.
2. Be courageous.
3. Be committed
4. Be professional.
5. Be prepared.
6. Engage in continuous learning.
7. Be responsible.
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