The document discusses techniques for successful conversations over sales pitches or presentations. It emphasizes focusing on the other person, building relationships through extended conversations, and putting thought into how to help solve their problems rather than just talking about products. Soft skills are identified as 80% of success factors, including qualities like confidence and the ability to connect with others. The document advocates preparing thoroughly for interactions and tailoring the message to different buyer types.

1.  KNOW YOUR AUDIENCE
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2. ‘Good Maître d’ is like a good Salesperson’
 Smile
 Welcoming
 Focused on you
 How can I help?
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3. ‘
How to Stop Selling and Increase Your
Sales’
(It’s about Relationships Stupid!)
Andrew C. Keogh
Aristo
Connect 2 Grow
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4. Profile Qualities of Good Person
 ???????????
 ????????????
 ????????????
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5. 80% of our Success Relies on "Soft
Skills"
Many recent studies have shown that “Technical
Skills” (our natural skills and learned skills
through training and experience) only represent
at best 20% of the input into our performance.
The remaining 80% which affects our
performance comes from our "Personal Skills"
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6. Aristo Philosophy
Stop delivering
 Sales Pitches (no one wants to be sold to)
 Sermons (churches empty)
 Speeches (no audience)
 Pitches /Presentations (uninteresting)
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7. Have a Conversation (Chat)
Aristo promotes the art of extended
conversation
Have a conversation be it with
1-5-50 or 500 people
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8. Confidence to Connect
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9. Build Relationships
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10. Create Trust
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11. Connect 2 Grow
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12. Tip Scales in your Favour
3 step sales process;
Are
Do
Get
To connect
successfully
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13. “A gossip talks about others, a
bore talks about himself, a
salesman talks about his product
– and a brilliant conversationalist
talks about you.”
Andrew Keogh
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14. 3 Types of Buyers
 Influencer
 Admin. Buyer
 Economic
Buyer
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15. The Basics: Preparation
ARE DO GET
Situation Appraisal
Objectives
Measure of Success
Value to Organisation
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16. “If a potential customer has made time to
meet you, this means they have a problem
to solve or a project in mind and they
expect that you are not simply coming to
tell them what you do, but that you have
put some real thought into how you are
going to help them solve their problem,”
Deirdre McPartlin of Enterprise Ireland Düsseldorf
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17. The Proposal: Delivery
ARE DO GET
Situation Appraisal Measure of Success
Objectives Value to Organisation
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18. e is e
b is m
st th ld
li ; to
a ic u
ot cif yo ted
N e t
p a an
s h w
w u
yo
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19. Restaurant Analogy
 Enjoy meal/ occasion  Enjoy benefits of what
 Pay Bill you do!
 Pay the Invoice
 Leave a Big Tip
 Repeat Orders
 Come again
 Provide -
Testimonials
Referrals
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20. “ A weak message from a good speaker will
have more impact than a strong message
from a poor speaker, regardless of how
much we like to think the opposite might
be true.”
Deiric McCann from his book ‘Leadership Charisma’
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21. Cake or Worm?
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22. Questions & Answers
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23. My contact details:
E: andrew@aristo.ie
T: @aristoc2g
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Tel: 01 8208552
http://ie.linkedin.com/in/andrewkeogharisto
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