How to Sell Without Being a

Salesperson6 Secrets to Promoting Products and

Services with Confidence

Susan Bellows & Associates sbellows@susanbellows.com413-566-3934

Challenges & Solutions You 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:

Avoid feeling pushy or rejected

Build rapport with current and potential clients

Adapt to prospects with different styles

Money

In the Next 30 Minutes:You’ll Discover:

6 Secrets to Promoting

Products and Services

with Confidence

Secret #1: Enhance Your

Personal Presence

Personal Presence

“People buy from people they like.”

“If they don’t like you, they can’t hear you.”

The emotional impact you make on others

Exercise: Scan the Room

Secret #2: Focus on Your

Attitude

How to Improve Your Sales Success

BEHAVIOR

ATTITUDE

TECHNIQUE

Success Triangle

Source: Sandler Sales Institute

80%

Improve Your Attitude: Be Your Best Self

BODY

SPIRIT

MIND

Source: Sandler Sales Institute

ATTITUDE

Secret #3: Listen

“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 Mouth

Listen at least 2 times more than you talk.

Secret #4: Utilize DISC

What Is DISC?

DISC is the universal language of observable human behavior.

•How you walk•How you talk•How you shop•How you drive•How you play

DISC is the language of people watching.

•Tone of voice•Body language•Words•Pace

D I S C

Compliance Dominance

Orientation: Task-oriented

Need: Right

Motto: Be correct

Percent of Population: 8%

Underlying Emotion: Fear

Orientation: Goal-oriented

Need: Results

Motto: Be efficient

Percent of Population: 18%

Underlying Emotion: Anger

Steadiness InfluenceOrientation: People-oriented

Need: Rapport

Motto: Be sincere

Percent of Population: 45%

Underlying Emotion: Non-emotional

Orientation: Idea-oriented

Need: Recognition

Motto: Be stimulating

Percent of Population: 29%

Underlying Emotion: Optimism

Cooperative Competitive

Robin Williams Oprah Winfrey

Michael J. Fox Mother Teresa

Ted Turner Barbara Walters

Clint Eastwood Diane Sawyer

DISC: The Keys to Adapting Communication

Exercise:1. Pick the quadrant that is hardest for

you to communicate with.

2. Read the Do’s and Don’ts for that quadrant. (1 minute )

3. Pick 1 thing that would have the greatest impact, that you can do differently.

4. Pick a partner next to you… quickly, please.

5. Discuss with your partner what you will do differently. (1 minute each)

DISC: The 4 R’s• Dominance

Primary Need: RESULTS

• Influence

Primary Need: RECOGNITION

• Steadiness

Primary Need: RAPPORT

• Compliance

Primary Need: RIGHT

Secret #5: Non-Threatening

Sales Phrases

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

Secret #6: There Is No Such Thing

as Failure

Failure—There Is No Such Thing

“There are no failures,

there are only lessons

learned.”

Source: Sandler Sales Institute

Knowledge Minus Action Equals Nothing

K – A = 0

Take One Thing You Learned Today…

Examples of Behaviors

Practice listening twice as much

Compile facts, data, and statistics before presenting to a high C

Get to bed earlier

Do it for the next 30 days.