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How to Sell Without Being a Salesperson


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6 Secrets to Promoting Products and Services with Confidence. Presented at the CT Business Expo on June 10th, 2010.

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How to Sell Without Being a Salesperson

  1. 1. How to Sell <br />Without Being aSalesperson<br />6 Secrets to Promoting Products and Services with Confidence<br />Susan Bellows & Associates 413-566-3934<br />
  2. 2. Challenges & Solutions<br />You said: <br />“I feel like I’m being pushy or begging.”<br />“What if they reject me?”<br />“I feel way out of my comfort zone.”<br />“I have to learn how to sell; it’s the only way to grow my business.”<br /><ul><li>Today, we’ll learn how to:
  3. 3. Avoid feeling pushy or rejected
  4. 4. Build rapport with current and potential clients
  5. 5. Adapt to prospects with different styles
  6. 6. Money</li></li></ul><li>In the Next 30 Minutes:<br />You’ll Discover:<br />6 Secrets to Promoting <br />Products and Services <br />with Confidence<br />
  7. 7. Secret #1: <br />Enhance Your <br />Personal Presence <br />
  8. 8. Personal Presence <br />The emotional impact you make on others<br />“People buy from people they like.”<br />“If they don’t like you, they can’t hear you.”<br />Exercise: Scan the Room<br />
  9. 9. Secret #2: <br />Focus on Your Attitude<br />
  10. 10. How to Improve Your Sales Success<br />80%<br />ATTITUDE<br />Success Triangle<br />BEHAVIOR<br />TECHNIQUE<br />Source: Sandler Sales Institute<br />
  11. 11. Improve Your Attitude: Be Your Best Self<br />SPIRIT<br />ATTITUDE<br />BODY<br />MIND<br />Source: Sandler Sales Institute<br />
  12. 12. Secret #3: <br />Listen<br />
  13. 13. “The single most important principle in the field of interpersonal relations is this: Seek first to understand, then to be understood. Most people listen, not with the intent to understand, but with the intent to reply.”<br />Steven R. Covey<br />
  14. 14. Two Ears, One Mouth<br />Listen at least 2 times more than you talk.<br />
  15. 15. Secret #4: <br />UtilizeDISC<br />
  16. 16. What Is DISC?<br />DISCis the language of people watching.<br /><ul><li>How you walk
  17. 17. How you talk
  18. 18. How you shop
  19. 19. How you drive
  20. 20. How you play
  21. 21. Tone of voice
  22. 22. Body language
  23. 23. Words
  24. 24. Pace</li></ul>DISCis the universal language of observable human behavior.<br />
  25. 25. DISC<br />Cooperative<br />Competitive<br />Compliance<br />Dominance<br />Orientation: Task-oriented<br />Need: Right<br />Motto: Be correct<br />Percent of Population: 8%<br />Underlying Emotion: Fear<br />Orientation: Goal-oriented<br />Need: Results<br />Motto: Be efficient<br />Percent of Population: 18%<br />Underlying Emotion: Anger<br />Steadiness<br />Influence<br />Orientation: People-oriented<br />Need: Rapport<br />Motto: Be sincere<br />Percent of Population: 45%<br />Underlying Emotion: Non-emotional<br />Orientation: Idea-oriented<br />Need: Recognition<br />Motto: Be stimulating<br />Percent of Population: 29%<br />Underlying Emotion: Optimism<br />
  26. 26. Robin Williams<br />Oprah Winfrey<br />
  27. 27. Michael J. Fox<br />Mother Teresa<br />
  28. 28. Ted Turner<br />Barbara Walters<br />
  29. 29. Clint Eastwood<br />Diane Sawyer<br />
  30. 30. DISC: The Keys to Adapting Communication<br />Exercise:<br />Pick the quadrant that is hardest for you to communicate with.<br />Read the Do’s and Don’ts for that quadrant. (1 minute )<br />Pick 1 thing that would have the greatest impact, that you can do differently.<br />Pick a partner next to you… quickly, please.<br />Discuss with your partner what you will do differently. (1 minute each) <br />
  31. 31. DISC: The 4 R’s<br /><ul><li>Dominance</li></ul> Primary Need: RESULTS<br /><ul><li>Influence</li></ul> Primary Need: RECOGNITION<br /><ul><li>Steadiness</li></ul> Primary Need: RAPPORT<br /><ul><li>Compliance</li></ul> Primary Need: RIGHT<br />
  32. 32. Secret #5: <br />Non-Threatening <br />Sales Phrases<br />
  33. 33. Sample Non-Pushy Phrases:<br />I noticed that you . . .<br />You might find our _____ service valuable . . .<br />You might be interested to know that we offer . . .<br />You might want to consider a . . .<br />You might find it convenient to have . . .<br />You might find it helpful to have . . .<br />You might find it beneficial to have …<br />Source: Cross-Servicing: Making Good Things Happen for Your Customers,<br /> 1st Financial Training Services<br />
  34. 34. Secret #6: <br />There Is No Such Thing as Failure<br />
  35. 35. Failure—There Is No Such Thing<br />“There are no failures,<br /> there are only lessons learned.”<br />Source: Sandler Sales Institute<br />
  36. 36. K – A = 0<br />Knowledge Minus Action <br />Equals Nothing <br />
  37. 37. Take One Thing You Learned Today…<br />Examples of Behaviors<br />Practice listening twice as much<br />Compile facts, data, and statistics before presenting to a high C<br />Get to bed earlier<br />Do it for the next 30 days.<br />