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Love to Sell – Learn to Really Care for Customers and Eliminate Stress and Frustration

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Craig Klein, CEO of SalesNexus, will bring his 20+ years of selling success to help sales leaders and sales people learn to put customers first and maximize happiness, sales and profits.

You’ll learn…

Why even the best trained sales people are often frustrated and stressed out.

Why customers avoid sales people like the plague.

Simple techniques to build long lasting relationships of trust with customers

How to question and listen to TRULY understand your customers

Published in: Business
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Love to Sell – Learn to Really Care for Customers and Eliminate Stress and Frustration

  1. 1. SalesNexus Love to Sell Craig Klein, CEO SalesNexus.com
  2. 2. Balancing Act
  3. 3. Uphill Struggle
  4. 4. Hanging On
  5. 5. Off the Cliff
  6. 6. Peace of Mind
  7. 7. Aggressive or Caring?
  8. 8. Why? Sales people like people. We were taught that it’s a numbers game.
  9. 9. Consultive Selling Ask questions Listen Identify Pain Position Solution to Pain
  10. 10. Consultive Selling “You Can’t Teach a Kid to Ride a Bike at a Seminar”, David Sandler “Psychology of Selling”, Brian Tracy
  11. 11. 1920s Advertising Are you suffering from psoriasis? Brand X will make your troubles disappear… Appeal to problems, needs and wants
  12. 12. Great Marketing Appeal to the best within us. The unrealized potential. Nike, Patagonia, etc.
  13. 13. Abraham Maslow 1908 - 1970 “If all you have is a hammer, everything looks like a nail“ Psychology of Self Actualization – study of human potential vs. Freud – study of human problems and limitations Hierarchy of Needs
  14. 14. Hierarchy of Needs
  15. 15. Connecting with Customers Build Relationships of Trust Relationships that Last Inspire Action
  16. 16. Connecting with Customers Stop Manipulating Start Caring
  17. 17. Really Caring? How? Ask questions Listen Find Pain Then what?
  18. 18. Pain Identified Let me tell you about the great things my solution can do for you!
  19. 19. Your World, Their World
  20. 20. They Won’t Share! Lack of Trust Lack of Attention Inability to Effect Change
  21. 21. Value Them Their Time and Openness Ask permission… “Do you mind if I ask you a few questions about that?” “Do you have 10 minutes to discuss _________?” “Would be OK with you if we talk about ________________?”
  22. 22. Validate Them Validate = “to give confirmation, approval.” Let them know that their thoughts and feelings have value. “Thank you for sharing” “That must be really frustrating for you” “That was really brave, smart” “That’s a great idea!” “What I like most about that idea is _______”
  23. 23. Dig Deeper “May I ask a you personal question?” “Do you mind if we go a little deeper into that?”
  24. 24. Sacred Place Stay here as long as you can Be with them. Listen They are vulnerable. They are learning to trust you. Recognize the gift “Thank you for sharing.”
  25. 25. Careful! “I just want you to listen to me.”
  26. 26. Careful! Ask for permission: “Thank you for sharing that with me!” “Do you mind if I share a story with you?” Share personal or customer story. “Would you be interested in hearing about how I think we/I might be able to help?”
  27. 27. Back Up Plan Re-enforce that you care and you want to help “I really want to help, whatever that means to you.” “Should we talk more about your situation?” “Can I suggest some reading/videos on the topic?” “Do you just need some time to digest?”
  28. 28. Inspiration When you have the intention to truly serve others, you will be inspired. It will come naturally. The questions will come to you. You’ll be relaxed and comfortable. Your customers will be comfortable. It won’t be work.
  29. 29. How Will I Know It’s Working? You’ll see it in their eyes. You’ll notice that they are not trying to end the meeting. You’ll feel that they are being honest with you. You’ll know what to do next. Ask yourself… Did I validate what they shared with me?
  30. 30. Want to Learn More? Get the book: “The Greatest Salesman in the World” by Og Mandino – www.ogmandino.com Take the Assessment - http://www.ogmandino.com/coach/craig

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