Stop Selling and Start Relating

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Discover how businesses need to adapt to increase customer loyalty to lead to more referrals, leads and sales.
In this presentation you will learn:
• Why do people buy?
• The 5 common mistakes businesses make
• The 5 habits of successful businesses
• How to utilize social networking to increase your connections, leads and sales.

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Stop Selling and Start Relating

  1. 1. Presented by Lisa Kanda
  2. 2. Agenda Why Do People Buy?1 5 Common Mistakes2 5 Habits for Success3 Strategic Networking in a Social World4 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  3. 3. People Don’t Like to Be Sold But They Love to Buy Effective Selling 3 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  4. 4. Why Do People Buy? 1. I like you 2. I understand what I am buying 3. I perceive a value in the product / service 4. I have confidence in you 5. I trust and believe you 4 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  5. 5. Why Do People Buy? 6. I feel there is a fit between my needs and the product/service. 7. The price is fair 8. I perceive the product / service will increase my productivity 9. I perceive the product / service will increase my profits 10.I perceive my sales person is trying to help build my business 5 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  6. 6. Find the Connection 6Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  7. 7. 5 Common Mistakes Mistake #1 Not Listening 7 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  8. 8. Why is Listening So Hard? 8 • Distracted • Thinking about we will say next • Not genuinely interested • Doing all the talking Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  9. 9. Active Listening It’s Not Just Paying Attention to the Words 9 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  10. 10. 5 Tips for Effective Listening 1. Stop Talking 2. Show Full Attention 3. Keep an Open Mind 4. Ask Questions 5. Reaffirm what they are saying 10 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  11. 11. 5 Common Mistakes Mistake #2 Not Understanding Your Value 11 It’s Not What You Do Or How You Do It What REALLY Counts The VALUE You Bring Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  12. 12. Your Value Proposition What makes you different? What do you do better than anyone else? Why do your clients/customers buy from you? What value do they get? 12 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  13. 13. 5 Common Mistakes Mistake #3 Don’t Ask the “Right” Questions 13 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  14. 14. Effective Questions Find Out What’s Really Important Ask Open-Ended Questions Find Their Pain Points What are Their Goals? What are Their Problems? Ask Questions to Discover Rewards/Consequences Magic Question - Is There Anything Else? 14 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  15. 15. 5 Common Mistakes Mistake #4 Fail to Follow Up 15 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  16. 16. Follow Up Thank You Letters/Emails  Thank You Pro App Share Blog Posts/Articles Newsletter Connect on LinkedIn Pick Up the Phone! 16 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  17. 17. 5 Common Mistakes Mistake #5 Fail to Follow Through Only promise what you CAN deliver Integrity - yes means yes Earn trust everyday 17 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  18. 18. 5 Habits for Success Habit #1 Great Attitude Life is 10% what happens to me and 90% how I react to it. 18 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  19. 19. 5 Habits for Success Habit #2 Understanding Do Your Homework See the Big Picture Stay in Questioning Mode 19 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  20. 20. 5 Habits for Success Habit #3 Plan Success Prioritize Have Written Goals Plan Each Day and Week 20 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  21. 21. 5 Habits for Success Habit #4 Tell the Truth It’s Easier to Remember! 21 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  22. 22. 5 Habits for Success Habit #5 Time Management 22 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  23. 23. Strategic Networking in a Social World Networking ROI - 4 Steps Online Connections Leading to Offline Conversations -LinkedIn -Facebook -Eventbrite -MeetUp Practice 5 Success Habits 23 http://bit.ly/StrategicNetworkingInASocialWorld Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  24. 24. Bonus for Everyone 24 www.facebook.com/ElkayCorporateAdvisors Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  25. 25. Bonus for Everyone 25 http://a.pgtb.me/R7cH2 Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
  26. 26. Drawing 26 Complimentary Sales Assessment and One Hour Business Coaching Session with Me. Value - $350 An assessment tool that helps you understand how you think and make decisions and provides an understanding of your strengths and weaknesses that will enable you to affect change in your life and achieve greater personal success. Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

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