The document discusses the importance of developing a sales approach that prioritizes relationships over transactions, emphasizing the need for resilience, creativity, and open-mindedness in identifying new opportunities. Sales professionals are encouraged to initiate dialogues with clients, understand their needs, and present creative solutions while maintaining poise and confidence, even in the face of rejection. By shifting away from traditional sales tactics and focusing on consultative positioning, salespeople can enhance their effectiveness and foster long-term client relationships.

1. Demeanour
Diagnostics
Beyond Status Quo
Opportunity
Resilience

2. Demeanour
Project a strong profile of poise, confidence and
Interest in the client’s needs.
When asked to describe his business nature,
one veteran sales professional answered,
I don’t sell products; I sell relationships.
•Expect to achieve more than a single order
•Give prospect reason to make you a fixture going forward
•Make yourself memorable by projecting enthusiasm in your belief
• Show confidence in your ability to work effectively
This will inspire prospective client to see you as going beyond role of
sales to a more consultative positioning, based on respect and trust.

3. Diagnostics
Initiate a dialogue to learn what is important
to the client.
In past, emphasis for a sales call was placed on
a set presentation, rebutting objections and
closing the sale.
•Move away from a one-way communications model
•Initiate dialogue with diagnostic way– placing emphasis on client concerns
•Punctuate questions on challenges and needs
•Make the client’s job easier & reduce decision-making risk
This approach will give the sales professional insights into needs and
risks that are important to the prospect, thereby providing an
opening to present creative solutions to address.

4. Beyond Status Quo
Why settle for the status quo? Challenge the rules.
Joe Girard’s best-selling book, How to Sell Anything
to Anybody, changed world of automotive retailing
forever. He was named “The World’s Greatest
Salesman” by Guinness Book of World Records
•Start with a primitive system of cold-calling to identify
•qualify and make sales presentations
•Become more systematic
• Inspired creativity can lead to more productive working environment
It’s easy to allow what’s always been done to stunt your creativity.
Challenge yourself and the current sales system in your industry, and
you may discover a path to significant rewards.

5. Opportunity
Be alert to new opportunities and ready to act quickly
to reap the rewards.
•Every day may bring new and unexpected
business opportunities your way
•Be mentally prepared to take the leap if such
an opportunity arises
•Keep at the forefront of your mind what your ultimate goals are
•If you know what you want, you’ll be better able to act quickly
•Be open to new ideas
You may have a great opportunity staring you in the face, but unless
you’re open to recognizing them even when they’re not what you
expected or thought you wanted, you may miss out.

6. Resilience
Turn rejection into opportunity.
Many sales efforts will not have a positive result
• Those with higher rejection levels demonstrated
a stronger work ethic
•Those with highest levels of rejection registered
highest sales volumes
Sales professionals who develop a resilient approach will not
allow a rejection to undermine their profile of poise, confidence,
and enthusiasm

7. A veteran sales person,
when faced with a negative
responses, shows no
disappointment, and
routinely asks, “Is it OK if I
show up again?”
His motive is to demonstrate
that he continues to be
confident that he has the
ability to help the
prospective client meet his
needs.

8. THANK
YOU