The world has changed. Whether you want to believe it or not, your career success depends upon your ability to sell and persuade. In this webinar you will learn why sales is important, the proper beliefs to sell from a place of integrity, and specific tools to help you be successful.

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WE’RE ALL IN SALES NOW
David Kaiser, PhD, PCC
Executive Coach and CEO
Get More Awesome Clients

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Agenda
•Introduction
•Why Sales is Important
•Mindset
•Action
•Offer

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Introduction
•Executive Coach
•CEO, Confidence for Women
Professionals
I help women in business make
more money by overcoming
insecurity & fear

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Why is Sales Important?
• Your job is NOT SECURE, and you will probably have to
sell your way into a new one at some point
• Self-employment or entrepreneurship REQUIRES selling
• We need to PERSUADE people to our ideas

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Beliefs About Sales That Get In The Way
• Selling is “slimy” and “manipulative”
• Good ideas / products / services sell themselves
• Rejection is bad

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Beliefs: Selling is “Bad”
Why might you have this?
•You have been pressured, manipulated or lied to
•You have been “had” by buying a bad product
•Sales language can be “cheesy”

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Beliefs: Selling is “Bad”
• To be fair, selling CAN be this way, but it’s actually a
bad way to do business, you don’t get repeat customers
• Selling can also be a service, bringing people the
products and services they want and need

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Beliefs: Good Products Sell Themselves
You might think this, but it’s not true
•You might think this, but it’s not true
•For example, Microsoft is NOT the best product, but it has good
sales and marketing
•“Send your resume and hope for an interview”

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Beliefs: Rejection is “Bad”
We have been conditioned to think of “failure” as bad, and it
can hurt, but life is a “numbers game”
•The BEST baseball players in the world are make “outs”
twice as often as they make “hits”
•“You miss 100% of the shots you don’t take”– Gretzky

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New Beliefs About Selling
These beliefs are more helpful when selling:
•Selling is “Helping”
•Take Responsibility
•Life is a “Numbers Game”

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New Beliefs “Selling” is “Helping”
• Only “sell” something you believe in (Integrity)
• Only sell when it creates mutual benefit
• Take Responsibility for the process (this is valuable to
the other person)

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New Beliefs “Take Responsibility”
• Be Persistent (respectfully)
• Have Habits, Routines and Systems (more on this later)

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New Beliefs “Life is a ‘Numbers Game’”
• Rejection isn’t bad, it’s a necessary element of success

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New Beliefs
“Life is a ‘Numbers Game’”
"I've missed more than 9,000 shots in my career, I've lost
almost 300 games. Twenty six times I've been trusted to
take the game winning shot and missed. I've failed over
and over and over in my life. And that's why I succeed!"
- Michael Jordan

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New Beliefs “Life is a ‘Numbers Game’”
• Only a certain portion of efforts pay off
• Focus on what you can control, the effort (collect NOs)
• Know your numbers (leads, close rate, etc)
• Keep learning and experimenting, to improve your numbers

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Crucial Moment
Seriously, the beliefs are really important, if you don’t
replace the old beliefs, no technique or tool will save
you.

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Habits and Systems
• Automate / systematize as much as possible
• Have solid habits and routines
• Know your numbers and your process, track them
• Keep learning

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Habits and Systems: Automation
• Use scheduling systems like TimeTrade
• Email auto-responders
• Use a CRM system to track progress and remind you to
follow up (SalesForce, SugarCRM, CapsuleCRM)
• Make it EASY, for them and for you!

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Habits and Systems: Routines
• Set aside a regular time for sales / outreach
• Follow up QUICKLY
• Shows responsibility and professionalism
• Interest has a way of fading…

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Habits and Systems: Process
• Know your process, how do people become Prospects,
then Clients / Customers?
• Know your numbers, track them
• Keep reviewing your process and your numbers,
identify the problem points, and fix them

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The Temptation!!!!
Under stress,
You will tend to shrink and fall back,
Fight this urge, trust yourself and keep reaching out:
People need what you have, but it’s your
responsibility to find them!

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Re-Cap
•Selling is a critical career skill
•Selling is Service
•Take Responsibility and Persist
•Life is a “Numbers Game”
•Have Systems and Routines

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Offer(s)!
•“Ten Secrets of Confident, Successful Women” at
www.ConfidenceForWomenProfessionals.com