Más contenido relacionado La actualidad más candente (19) Similar a Stop Selling and Start Relating (20) Stop Selling and Start Relating2. Agenda
Why Do People Buy?1
5 Common Mistakes2
5 Habits for Success3
Strategic Networking in a Social World4
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
3. People Don’t Like to Be Sold But They Love to Buy
Effective Selling
3
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
4. Why Do People Buy?
1. I like you
2. I understand what I am
buying
3. I perceive a value in the
product / service
4. I have confidence in you
5. I trust and believe you
4
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
5. Why Do People Buy?
6. I feel there is a fit between my needs
and the product/service.
7. The price is fair
8. I perceive the product / service will
increase my productivity
9. I perceive the product / service will
increase my profits
10.I perceive my sales person is trying to
help build my business
5
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
6. Find the Connection
6Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
7. 5 Common Mistakes
Mistake #1
Not Listening
7
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
8. Why is Listening So Hard?
8
• Distracted
• Thinking about
we will say next
• Not genuinely
interested
• Doing all the
talking
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
9. Active Listening
It’s Not Just Paying Attention to the Words
9
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
10. 5 Tips for Effective Listening
1. Stop Talking
2. Show Full Attention
3. Keep an Open Mind
4. Ask Questions
5. Reaffirm what they are saying
10
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
11. 5 Common Mistakes
Mistake #2
Not Understanding Your Value
11
It’s Not
What You Do
Or
How You Do It
What REALLY
Counts
The VALUE
You Bring
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
12. Your Value Proposition
What makes you
different?
What do you do better
than anyone else?
Why do your
clients/customers buy
from you?
What value do they get?
12
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
13. 5 Common Mistakes
Mistake #3
Don’t Ask the “Right” Questions
13
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
14. Effective Questions
Find Out What’s Really Important
Ask Open-Ended Questions
Find Their Pain Points
What are Their Goals?
What are Their Problems?
Ask Questions to Discover
Rewards/Consequences
Magic Question - Is There Anything
Else?
14
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
15. 5 Common Mistakes
Mistake #4
Fail to Follow Up
15
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
16. Follow Up
Thank You Letters/Emails
Thank You Pro App
Share Blog Posts/Articles
Newsletter
Connect on LinkedIn
Pick Up the Phone!
16
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
17. 5 Common Mistakes
Mistake #5
Fail to Follow Through
Only promise what you CAN deliver
Integrity - yes means yes
Earn trust everyday
17
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
18. 5 Habits for Success
Habit #1
Great Attitude
Life is 10% what happens to me and
90% how I react to it.
18
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
19. 5 Habits for Success
Habit #2
Understanding
Do Your Homework
See the Big Picture
Stay in Questioning Mode
19
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
20. 5 Habits for Success
Habit #3
Plan Success
Prioritize
Have Written Goals
Plan Each Day and Week
20
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
21. 5 Habits for Success
Habit #4
Tell the Truth
It’s Easier to
Remember!
21
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
22. 5 Habits for Success
Habit #5
Time Management
22
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
23. Strategic Networking in a Social World
Networking ROI
- 4 Steps
Online Connections
Leading to Offline
Conversations
-LinkedIn
-Facebook
-Eventbrite
-MeetUp
Practice 5 Success
Habits
23
http://bit.ly/StrategicNetworkingInASocialWorld
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com
26. Drawing
26
Complimentary
Sales Assessment
and One Hour
Business Coaching
Session with Me.
Value - $350
An assessment tool that helps you understand how you think and
make decisions and provides an understanding of your strengths and
weaknesses that will enable you to affect change in your life and
achieve greater personal success.
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com