Customers: Your Greatest Asset or Your
Worst Nightm
are?
TASTER SLIDES!!
Agenda
• What is Selling• The Sales Process• Having a Purpose• Communication Skills
– Questioning Skills– Presentation Skills– Sales Tips and Checklist
• Practical – Assertiveness in Difficult Circumstances
Why Sell?
• Production minus sales=scrap
• Pays for our salaries
• Develops the business
• Provides profits to reinvest
Ancient Chinese Proverb
“A man without a smiling face
must not open a shop”
Who would you rather buy from?
Bored and unhelpful Pleasant and interested
Empathy
empathize(also empathise) • verb understand and share the feelings of another.
Have a Selling Purpose
• Sales is not your goal in life, it is an objective
• Help people get good feelings they want about what they bought and themselves
• Have a Purpose
Funnelling
• Open questions
• Directive questions
• Closed questions
• Closing
Presenting your product/service
• Product Preciousness• Personalise the presentation• Say/Show principle• Magic Wand• Hands on principle
Communication
Transmitter
Message
Receiver
// = interference/”N
oise”
//
Visual
Auditory
Kinaesthetic Which is your
preference?
Communication Channels
Digital
Features Advantages Benefits
• Features tell, benefits sell
• “So What” Test
What do you make of these people?
Using the Voice
I Love You
Menacing
• Remember this is what we want to see:– Assertive
Meet the
MADMAXMAN™
Thank youIf you would like to face the
MADMAXMAN for real please let one of us know and leave your details
