1. © Louise Barnes-Johnston, 2010
Confident Selling
Telecourse
Module I
1

2. Connect
Establish
Rapport
Get Attention
Follow Up
Demonstrate
Expertise
Provide
Experience
Make
Presentation
Get Order
Deliver
Service /
Product
After Sales
© Louise Barnes-Johnston, 2010
How Sales & Marketing Work
Together to Grow a Small Business
2

3. © Louise Barnes-Johnston, 2010
Why Don’t We Enjoy Selling?
3

4. © Louise Barnes-Johnston, 2010
We Don’t Like Being Sold To
• Pushy
• Sleazy
• Only interested in getting the sale
• Annoying
• Intimidating
4

5. © Louise Barnes-Johnston, 2010
But We Do Like To Buy!
• Helpful
• Interested in what we want
• Respectful
• Knowledgeable
• Genuine
5

6. © Louise Barnes-Johnston, 2010
What Really Gets In The Way?
Fears + Beliefs = Mindset
6

7. © Louise Barnes-Johnston, 2010
Fear of What?
7

8. © Louise Barnes-Johnston, 2010
What Are Beliefs?
8

9. © Louise Barnes-Johnston, 2010
The Keys To Preparation
9
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