A presentation on how selling really happens and how "non" sales people can actually sell...anything.

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“How to Sell Anything”
It is Actually Simpler than You Know
Welcome to
Hosted by
Jeffrey Fry
Profit Prophet
profitprophet@austin.rr.com
macromental.fireflyfunds.com
February 11, 2017
productcampaustin

2. Sponsors
Advocates
In Kind
Supporter
s

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• What is Selling (Product v. Solutions)?
• In Reality, What is Selling?
• Who Am I Really Trying to Sell To Anyway?
• Shouldn't Great Products Sell Themselves?
• Sales Channels: Know What Works For You
• Profit v. Volume: The Sale's Death Trap
• Sales & Marketing: Why They Are Inseparable
• Great Salesmen are Lazy! (The Difference Between
Work & Play)

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• Technical Sales
– Introduction (Getting to Know You)
– Matching Needs (Exploration)
– Negotiations (Objections)
– Closure
• Selling is a CON (confidence) Game
• This is REALLY BORING and People who do
NOT know how to sell have to do this!

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• What Is the World’s Oldest Profession?
• Wrong Sales…..
• Unfortunately, less then 3% of the population
is “naturally inclined” to be in sales…

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• YOU are NOT Important, Your PRODUCT Is
NOT Important, Your FEATURES are NOT
important: What is Important is that you can
SOLVE your CUSTOMER’S PROBLEM with A
SOLUTION to THEIR SATISFACTION:
• Or in other words:
What would a Prostitute Do?
Yes, We Are All Prostitutes!!

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• Does NOT Talk about PAST Experience
• Does NOT talk about Expertise
• Does NOT talk about Competition
• Does NOT talk about Price
• Only focuses on making sure that their
potential client understands that they can
satisfy whatever need or want he or she
desires

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• Do You want to be a $50 a trick hooker or a
$2,500 per night call girl?
• That is the MONEY Question and Service!

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DETERMINE:
Your Passion
What Do You Stand For?
What You want to be
Remembered For?

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People will NOT Buy Anything
Unless they Can “See Themselves”
owning it, and in order to get
them to see that, you must make
them feel they need it.

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Basic Needs
Replacement
Convenience
Lower prices
Great Value
Scarcity
Compulsory Purchase
Brand Value
Prestige or Aspirational
Association
Social Good
Empathy
Fear
Peer Pressure
Fad or Innovation
Guilt Reciprocity
Indulgence
Emotional Vacuum
Ego Stroking
Addiction





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• Is your product / service solving a problem no
one else can?
• Is your product / service offering something that
has never been done before?
• Is your price substantially lower than presently
offered?
• Do you do what you do more eloquently than the
competition?
• Do you do what you do quicker / faster / with less
effort?

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• What does your ideal Customer Look
Like?
• What are the problems you solve with
your solution?
• What are their customers’ customers’ if
any?
• How can you establish a trust
relationship?

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• Most Sales Happen where you do
not think they should be
• Repeat Business is nice, but the
REAL Growth in Sales will happen
where you do not know what you
do not know

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What Would RATHER do?
A) Sell $100 Million and Make $10 million?
Or
B) Sell $2 Million and Make $1 million?
CORRCT ANSWER IS “B”

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• What is the Best Sales Channels?
• Retail, ECommerce, Combo
• Direct to Customer (Reps, Direct Sales Force)
• Distributor (Domestic & Foreign)
• Licensing, Co Marketing, Ingredient Brand
• MLM, Network, Social Channel

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“If you have a difficult task give it to a lazy man,
he will find an easier way of doing it.”
Mark Twain
• Determine which channel will get you the
most “free cash flow” with the least amount
of effort
• Maximize your Return on Effort
• Look at you ABC’s (Activity Based Costing)

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“If you want to increase your
success rate, double your
failure rate."
Thomas John Watson, Sr.

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• Make Sure You ARE Passionate about what
you ARE Trying To Sell
• Make Sure your Long Term Strategy
(Marketing) is aligned with your short Term
Execution (Sales)
• Try to Understand Your Customers’ Customers
• Make Sure YOU are FOCUSED in the MOMENT

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• How to Make Friends and Influence People
• 7 Habits of Highly Effective People
• The Art of War for Executives
• The Luck Factor
• It is Not What You Sell, It is What You Stand
For

21. Sponsors
Advocates
In Kind
Supporter
s

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•OK, Now Lets Play Make
Believe….