2. ‘Good Maître d’ is like a good Salesperson’
Smile
Welcoming
Focused on you
How can I help?
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3. ‘
How to Stop Selling and Increase Your
Sales’
(It’s about Relationships Stupid!)
Andrew C. Keogh
Aristo
Connect 2 Grow
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4. Profile Qualities of Good Person
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5. 80% of our Success Relies on "Soft
Skills"
Many recent studies have shown that “Technical
Skills” (our natural skills and learned skills
through training and experience) only represent
at best 20% of the input into our performance.
The remaining 80% which affects our
performance comes from our "Personal Skills"
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6. Aristo Philosophy
Stop delivering
Sales Pitches (no one wants to be sold to)
Sermons (churches empty)
Speeches (no audience)
Pitches /Presentations (uninteresting)
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7. Have a Conversation (Chat)
Aristo promotes the art of extended
conversation
Have a conversation be it with
1-5-50 or 500 people
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12. Tip Scales in your Favour
3 step sales process;
Are
Do
Get
To connect
successfully
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13. “A gossip talks about others, a
bore talks about himself, a
salesman talks about his product
– and a brilliant conversationalist
talks about you.”
Andrew Keogh
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15. The Basics: Preparation
ARE DO GET
Situation Appraisal
Objectives
Measure of Success
Value to Organisation
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16. “If a potential customer has made time to
meet you, this means they have a problem
to solve or a project in mind and they
expect that you are not simply coming to
tell them what you do, but that you have
put some real thought into how you are
going to help them solve their problem,”
Deirdre McPartlin of Enterprise Ireland Düsseldorf
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17. The Proposal: Delivery
ARE DO GET
Situation Appraisal Measure of Success
Objectives Value to Organisation
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18. e is e
b is m
st th ld
li ; to
a ic u
ot cif yo ted
N e t
p a an
s h w
w u
yo
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19. Restaurant Analogy
Enjoy meal/ occasion Enjoy benefits of what
Pay Bill you do!
Pay the Invoice
Leave a Big Tip
Repeat Orders
Come again
Provide -
Testimonials
Referrals
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20. “ A weak message from a good speaker will
have more impact than a strong message
from a poor speaker, regardless of how
much we like to think the opposite might
be true.”
Deiric McCann from his book ‘Leadership Charisma’
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