1-1

Chapter 1The Power to Get What You Want in Life

1-2

Video Ride-Along

• The video Get What You Want In Life features Lisa Peskin, Sales Trainer at Business Development University

• She shares her thoughts on the power of selling in everyday life

• To view the video, click here

1-3

Video Ride-Along Discussion Questions

• Give three instances in daily life where you have sold yourself.

• Explain the role of selling skills in helping you achieve what you want in life.

1-4

Chapter Objectives

• Understand the role of selling – In everyday life.

• Discuss the role of selling – In the economy.

• Explain the role of selling – In an organization.

• Understand the role of selling – In getting you the job you want.

Common Traits in Successful People

• Willingness to work hard

• Passion for their job

• Engaging in personal selling

1-6

Get What You Want Everyday

• The video Sales Motivation features Grant Cardone

• He explains how salespeople are the lifeblood of the entire economy

• He discusses how your entire life depends on selling and how no dream can become a reality without selling

• To view the video, click here

• This is the most self-serving, uninformative video

I have ever seen.

Source: Grant Cardone

1-7

Power Player: Lessons in Selling from Successful Salespeople

• The video Builder of Sales Champions features Tom Hopkins, Author, Speaker, Columnist, and Sales Coach at Tom Hopkins International

• The video demonstrates how selling yourself is a crucial part of any selling process

• The video showcases Tom Hopkins’ skills as a sales trainer and how he has built himself into a brand

• To view the video, click here

Source: Tomhopkins.com

1-8

Power Player: Lessons in Selling from Successful Salespeople

• The video Sell With, Not To features Dr Michael Solomon, Professor of Marketing, Saint Joseph’s University

• He talks about the change selling process has undergone – Today things are not sold ‘to’ people, things are sold ‘with’ people

• To view the video, click here

1-9

Discussion Questions

• As a customer, recall a situation where you were “sold to” and a situation where you were “sold with.” Analyze the situation in terms of the selling approach taken by the salespeople in both the situations.

• Explain with two examples if the new selling mantra, Selling “with” customers and not “to” is applicable to all product/service categories.

1-10

What Makes a Great Brand?

Unique

Consistent

Relevant

Emotional Connection

Great Brand

What Makes a Great Brand?

• Unique: Brand option or offering not available from any other competitor

• Consistent: Reliable; the same every time

• Relevant: Pertinent and important to specific customers

• Emotional connection: A bond or relationship with a brand

1-12

Power Selling: Lessons in Selling from Successful Brands

• In the video Starbucks Baristas Tell Our Story Starbucks baristas talk about their emotional connection to the brand

• The baristas talk about the new ad campaign that describes who baristas really are, why they are at Starbucks, and gives an overall picture that they are there for the customers

• To view the video, click here

How does this address the emotional connection with the brand?

Source: Starbucks Corporation

1-13

Discussion Questions

• Evaluate the importance of emotional connection to the brand in the selling process.

• Explain the difference in the selling approach taken by an informed salesperson and a passionate salesperson.

1-14

Internet: Power to the People

• Sales 2.0: A term used to describe the role of the next generation of the Internet in the selling process including social networking, “mash-ups,” communities, and collaboration

• The video Sales 2.0 features David Thompson, CEO of Genius.com at the Whiteboard Session

• He discusses the benefits of combining Web 2.0 technologies with new selling techniques

• To view the video, click here

Source: BNET

1-15

Is It Sales, or Is It Marketing?

• The video Aligning Sales with Marketing features Chip Terry, VP & General Manager of Sales Intelligence at Zoom Info

• Chip Terry explains that by identifying your customer segment, marketing and sales can focus their efforts to be more useful to each other

• To view the video, click here

Source: BNET

1-16

Discussion Questions

• Distinguish between marketing and sales.

• Mention the discipline you think is vital for generating maximum leads - marketing or sales.

1-17

Figure 1.5 - Marketing and Sales: How They Work Together

Marketing and Sales - How They Work Together.PNG

Click below toview full-size

1-18

Selling U: The Power of Your Personal Brand

Steps Which Help you Begin Your Career Search

• Explore the possibilities

• Create your personal mission statement

• Define your personal brand

Personal Examples

• Ethical / honest / knowledgeable / What People Expect / Solves their problem / SOLID

• Gene the “Serv-a-Lite” guy

• Kansas City Parking Lot

• Martin Senour Paint

• Stihl Chain Saws

• How do you personally interact with potential employers?

1-21

Personal Mission Statement

• It is a brief, but broad statement of who you are and what you want to accomplish

• It should be easy to recall

• It is important, because it provides you with a concrete sense of direction and purpose, summarized in relatable words

1-22

Learn to Write Your Personal Mission Statement

• Quintessential careers

– http://www.quintcareers.com/mission_statements.html

– http://www.quintcareers.com/creating_personal_mission_statements.html

• Nightingale conant

– http://www.nightingale.com/tmission_ExampleStatement.aspx

• Time thoughts

– http://www.timethoughts.com/goalsetting/mission-statements.htm

1-23

Personal Mission Statement

• With a personal mission statement it is easier to get an enjoyable job

• An example of a good personal mission statement:

– “To be healthy, fit and energetic so that I can enjoy life to the fullest and have the energy to pursue all my goals. I will do this by exercising regularly, following a nutritious diet and eliminating negative habits that are impacting my health”

1-24

Personal Mission Statement

"To ... [what you want to achieve, do or become] ... so that ... [reasons why it is important]. I will do this by ... [specific behaviors or actions you can use to get there]."

"I value ...[choose one to three values]... because ...[reasons why these values are important to you]. Accordingly, I will ...[what you can do to live by these values]."

"To develop and cultivate the qualities of ...[two to three values/character traits]... that I admire in ...[an influential person in your life]... so that ...[why you want to develop these qualities]."

Given below are four personal mission statement templates. Students can create four different personal mission statements by using these templates and give a class presentation discussing the most effective statement.

1-25

Specific characteristics that define your personal brand

Specific characteristics that define your personal brand

Leadership Skills

Work Experience

Academic Achievement

Brand Points

• They are specific characteristics which define your personal brand

• They are like platforms – use to demonstrate your skills and experience

• By identifying your brand points you can tell a powerful brand story

Examples of Brand Points

• Leadership skills: Describing your roles in leadership positions

• Academic achievement: Highlighting your scholarships, awards, and honors

• Work experience: Emphasizing your contributions and accomplishments in your current and past positions

Discussion Question

• Evaluate the role of brand points in communicating your brand story to your prospective employers.

1-29

Summary

• Selling takes place in every area of life

• Brands in selling – customers trust brands

• Sales and marketing are distinct, but closely related functions

• You can get the job you want by:

– Exploring the possibilities

– Writing a personal mission statement

– Defining your personal brand