How to Sell Without Being a Salesperson

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Susan Bellows & Associates

6 Secrets to Promoting Products and Services with Confidence. Presented at the CT Business Expo on June 10th, 2010.

Challenges & SolutionsYou said: “I feel like I’m being pushy or begging.”“What if they reject me?”“I feel way out of my comfort zone.”“I have to learn how to sell; it’s the only way to grow my business.”Today, we’ll learn how to:

Build rapport with current and potential clients

Adapt to prospects with different styles

MoneyIn the Next 30 Minutes:You’ll Discover:6 Secrets to Promoting Products and Services with Confidence

Secret #1: Enhance Your Personal Presence

Personal Presence The emotional impact you make on others“People buy from people they like.”“If they don’t like you, they can’t hear you.”Exercise: Scan the Room

How to Improve Your Sales Success80%ATTITUDESuccess TriangleBEHAVIORTECHNIQUESource: Sandler Sales Institute

Improve Your Attitude: Be Your Best SelfSPIRITATTITUDEBODYMINDSource: Sandler Sales Institute

“The single most important principle in the field of interpersonal relations is this: Seek first to understand, then to be understood. Most people listen, not with the intent to understand, but with the intent to reply.”Steven R. Covey

Two Ears, One MouthListen at least 2 times more than you talk.

What Is DISC?DISCis the language of people watching.How you walk

PaceDISCis the universal language of observable human behavior.

DISCCooperativeCompetitiveComplianceDominanceOrientation: Task-orientedNeed: RightMotto: Be correctPercent of Population: 8%Underlying Emotion: FearOrientation: Goal-orientedNeed: ResultsMotto: Be efficientPercent of Population: 18%Underlying Emotion: AngerSteadinessInfluenceOrientation: People-orientedNeed: RapportMotto: Be sincerePercent of Population: 45%Underlying Emotion: Non-emotionalOrientation: Idea-orientedNeed: RecognitionMotto: Be stimulatingPercent of Population: 29%Underlying Emotion: Optimism

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How to Sell Without Being a Salesperson

1. How to Sell Without Being aSalesperson6 Secrets to Promoting Products and Services with ConfidenceSusan Bellows & Associates sbellows@susanbellows.com 413-566-3934

2. Challenges & SolutionsYou said: “I feel like I’m being pushy or begging.”“What if they reject me?”“I feel way out of my comfort zone.”“I have to learn how to sell; it’s the only way to grow my business.”Today, we’ll learn how to:

3. Avoid feeling pushy or rejected

4. Build rapport with current and potential clients

5. Adapt to prospects with different styles

6. MoneyIn the Next 30 Minutes:You’ll Discover:6 Secrets to Promoting Products and Services with Confidence

7. Secret #1: Enhance Your Personal Presence

8. Personal Presence The emotional impact you make on others“People buy from people they like.”“If they don’t like you, they can’t hear you.”Exercise: Scan the Room

9. Secret #2: Focus on Your Attitude

10. How to Improve Your Sales Success80%ATTITUDESuccess TriangleBEHAVIORTECHNIQUESource: Sandler Sales Institute

11. Improve Your Attitude: Be Your Best SelfSPIRITATTITUDEBODYMINDSource: Sandler Sales Institute

12. Secret #3: Listen

13. “The single most important principle in the field of interpersonal relations is this: Seek first to understand, then to be understood. Most people listen, not with the intent to understand, but with the intent to reply.”Steven R. Covey

14. Two Ears, One MouthListen at least 2 times more than you talk.

15. Secret #4: UtilizeDISC

16. What Is DISC?DISCis the language of people watching.How you walk

17. How you talk

18. How you shop

19. How you drive

20. How you play

21. Tone of voice

22. Body language

23. Words

24. PaceDISCis the universal language of observable human behavior.

25. DISCCooperativeCompetitiveComplianceDominanceOrientation: Task-orientedNeed: RightMotto: Be correctPercent of Population: 8%Underlying Emotion: FearOrientation: Goal-orientedNeed: ResultsMotto: Be efficientPercent of Population: 18%Underlying Emotion: AngerSteadinessInfluenceOrientation: People-orientedNeed: RapportMotto: Be sincerePercent of Population: 45%Underlying Emotion: Non-emotionalOrientation: Idea-orientedNeed: RecognitionMotto: Be stimulatingPercent of Population: 29%Underlying Emotion: Optimism

26. Robin WilliamsOprah Winfrey

27. Michael J. FoxMother Teresa

28. Ted TurnerBarbara Walters

29. Clint EastwoodDiane Sawyer

30. DISC: The Keys to Adapting CommunicationExercise:Pick the quadrant that is hardest for you to communicate with.Read the Do’s and Don’ts for that quadrant. (1 minute )Pick 1 thing that would have the greatest impact, that you can do differently.Pick a partner next to you… quickly, please.Discuss with your partner what you will do differently. (1 minute each)

31. DISC: The 4 R’sDominance Primary Need: RESULTSInfluence Primary Need: RECOGNITIONSteadiness Primary Need: RAPPORTCompliance Primary Need: RIGHT

32. Secret #5: Non-Threatening Sales Phrases

33. Sample Non-Pushy Phrases:I noticed that you . . .You might find our _____ service valuable . . .You might be interested to know that we offer . . .You might want to consider a . . .You might find it convenient to have . . .You might find it helpful to have . . .You might find it beneficial to have …Source: Cross-Servicing: Making Good Things Happen for Your Customers, 1st Financial Training Services

34. Secret #6: There Is No Such Thing as Failure

35. Failure—There Is No Such Thing“There are no failures, there are only lessons learned.”Source: Sandler Sales Institute

36. K – A = 0Knowledge Minus Action Equals Nothing

37. Take One Thing You Learned Today…Examples of BehaviorsPractice listening twice as muchCompile facts, data, and statistics before presenting to a high CGet to bed earlierDo it for the next 30 days.

How to Sell Without Being a Salesperson

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