WHY

YOU S

HOULD LO

VE

SELLIN

G AND H

OW T

O DO IT

!

SA

RA

H S

HO

RT

WW

W. S

AR

AH

SH

OR

T. C

O. U

K

WHAT WE ARE GOING TO COVER

• Why we fear selling so much (let’s cover this one off quickly!)

• Your input – this is going to feature prominently today. We are going to look at what you sell and why that isn’t necessarily the same as what your customers are buying

• I’m going to teach you the biggest secret about selling

• We are going to spend the remainder of the day looking at how to sell – the nuts and bolts of what selling actually is

THE SALESPERSON

W E K N O W T H E M W E L L !W E D O N ’ T W A N T T O

B E O N E !

TIME FOR YOUR INPUT!

Why do we hate selling and sales people?

WHY DO WE HATE SALESPEOPLE

• They are con merchants

• They are liars

• They trick you into buying things

• They force you to buy things you don’t want to buy

• They are only in it for the money

EUPHEMISMS

• Business Development Manager

• Consultant

• Associate

• Territory Manager

• Account Executive

• Or, my favourite:

• Wait for it……..

• Customer Solution Specialist!

TIME FOR YOUR INPUT!

What do salespeople really do?

WHAT DO SALES PEOPLE REALLY DO?

• Provide products/services that fulfil a need (which may or may not be known to the customer)

• Provide products/services that solve a problem

• Provide products/services that make people feel good

• Help with a decision making process

WHAT DO I SELL?

• My time/ability as a project manager

• My time/ability as a sales person

• My time/ability as a business coach

• My time/ability as a trainer

INPUT TIME AGAIN

What do you sell?

WHAT ARE YOUR CUSTOMERS BUYING?

WHAT ARE MY CLIENTS BUYING?

• Project management buyers buy organisation, clarity, peace of mind

• Sales buyers buy an increase in their product sales

• People who buy my business coaching buy their own success in reaching their business goals

• You are buying knowledge. In this case, of how to sell your own products/services

INPUT TIME AGAIN

What do your customers buy?

WHAT DO YOUR CUSTOMERS WANT?

How do you know?

THE SECRET TO BEING GOOD AT SALES IS…

Listen!

INPUT TIME AGAIN

What do you sell, revisited?

WE H

AVE T

HE WHAT

…

NOW FOR THE HOW!

HOW TO SELL

Resist the urge to launch into your sales pitch

Listen to your customer, with your eyes and ears

Ask open questions What Where Why When How

CONTINUED:

• Match benefits (not features) to customer needs

• Love your product

• Stay up to date with your industry/field

• Watch for buying signals

• ASK FOR THE SALE!!

SEVEN DEADLY SINS OF SELLING

• Pride

• Sloth

• Gluttony

• Lust

• Anger

• Greed

• Envy

CONCLUSION:

• Selling is an art, which takes practice to perfect

• We are lucky to have our own things to sell

• Sales people are people people

• Remember – people buy people

• How can you NOT love selling?

TO GET A COPY OF THIS PRESENTATION

www.sarahshort.co.uk/downloads