Unselling Presentation for Accion

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  • Unselling Presentation was very helpful and valuable for my business.
    Thank you Erik and Nan!
    Angelica
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Unselling Presentation for Accion

  1. 1. Unselling
  2. 2. How Do We Un-sell? Lose Trust?     Spouses Girlfriends/Boyfriends Family Members Bosses/Coworkers
  3. 3.                  Stalking Ignoring Unreliability Withholding information “Shady” Late Wandering eyes Dominating Controlling Manipulating Nagging Insecurity Needy De-motivating Undermining Negativity Bullying                   Absence Speaking dumb Dirty Lying Breaking promises Highlighting weaknesses Talking of past girlfriend(s) Cheating No passion Unappreciative Condescending Undermining authority Badmouthing Back-stabbing Not team player Downers Financial insecurity Clingy
  4. 4. How Do We Un-sell? Lose Trust? Customers
  5. 5. Trust in 2011 We believe that confidence will be key for the economy and markets in 2011, as all too often it’s the way that people feel – not the actual facts – that drives the public’s spending and investment decisions. Today, despite six consecutive quarters of GDP growth, 13 months of private sector job gains and a 97% return in the S&P 500 since its March 2009 low, the 30-day moving average of a recent poll from Rasmussen shows that 64% of American adults believe that the U.S. economy is currently in recession. - JP Morgan Chase
  6. 6. How to Alienate Customers/De-Motivate Employees      Hotel: phone bill bigger than room bill Banking: $35 returned check fee Cellular: Best prices for new customers Airlines: $100 change fee Rental car: Gas refill @ 3x retail price
  7. 7. Communication that Un-Sells  Poor word choices ◦ ◦ ◦ ◦ ◦ “Huh?” “Uh Huh.” “Pls” “Thx” “TY”
  8. 8. Top 5 Things that Un-sell      Talk too much More interested in themselves than me Haven’t done their homework Don’t show respect for their own people Promise things I know their people can’t deliver
  9. 9. Qualities That Un-sell     Shady Exaggerate Believe they can solve everything Don’t show concern
  10. 10. Good to Bad Ratios  To maintain a positive attitude (minimum) ◦ 3 positive to 1 negative interaction for business ◦ 5 positive to 1 negative interaction in a marriage
  11. 11. Intonations Matter
  12. 12. The Experiment: “I didn’t say he beat his wife”        Someone else said it I didn’t say it I implied it Someone else did the beating He shook her He beat someone else’s wife He beat his mistress
  13. 13. Responding to “Thank You”   Acknowledge the value in a “thank you” Don’t say “no problem”
  14. 14. The focus of sales and dating is the transfer of trust.
  15. 15. ◦ A. Women put emotion into a lot of our thinking while most men do not. ◦ B. When men say they really aren't thinking about much of anything...they are not kidding. Men think in checklists

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