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About meCEO of ADMINeSOLUTIONSWeb & Marketing AgencySpecialize in Small BusinessesBeen in Internet Marketing since 1996Originally from Paris, FranceBumper sticker should say:
“I’d rather be playing Tennis”@adupont65 – Instagram & TwitterFacebook.com/antoine.dupont
Agenda
1. Job Description2. Communication as an art3. Simple Psychology4. Profiling5. What is Consultative Selling6. Q&A
People like sellers who:
• Show concerns• Ask intelligent questions• Relate service to their specific need• Are friendly & confident…not pushy
“Let’s just go for it.”
DirectDirect All about Results All about Results Bottom Line Bottom Line
OrientedOriented OrganizersOrganizers Self StartersSelf Starters
How do D’s make decisions?How do D’s make decisions?
Selling to a “D”
Selling to a “I”“Let’s go ahead and do it, things are going really
well in our business. I just feel it’s right!”
EnthusiasticEnthusiasticOptimisticOptimisticFriendly Friendly Team PlayersTeam Players
How do I’s make decisions?How do I’s make decisions?
Selling to a “S”“Great idea. Let’s
get everyone together and create
a detailed plan of action!”
How do S’s make decisions?How do S’s make decisions?
AmiableAmiableService Oriented Service Oriented StableStableDependableDependable
Selling to a “C”“ I don’t know, we have procedures and rules
that are intended to be followed! Let’s look
them up!”AnalyticalAnalyticalFact FinderFact FinderHigh High
StandardsStandardsDetail Detail
OrientedOrientedHow do C’s make decisions?How do C’s make decisions?
Ask WhyMostly we start with
WHAT, maybe HOW, rarely WHY
However, People don’t buy what you do, they buy WHY YOU DO IT!
6 – Close
• Deal with objection• Draft Agreement or move on
Does that fit with what you had in mind?
What makes you unique?Word not allowed:
Affordable, Competitive, Best Value, Excellent Customer Support, Unique,
Best in Class
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