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Why You Should Love Selling and How to Do It! Sarah Short www.sarahshort.co.uk

Sarah Short . WE KNOW THEM WELL! WE DONT WANT TO BE ONE!

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Sarah Short www.sarahshort.co.uk Slide 2 WE KNOW THEM WELL! WE DONT WANT TO BE ONE! Slide 3 Slide 4 They are con merchants They are liars They trick you into buying things They force you to buy things you dont want to buy They are only in it for the money Slide 5 Business Development Manager Consultant Associate Territory Manager Account Executive Or, my favourite: Wait for it.. Customer Solution Specialist! Slide 6 Slide 7 Provide products/services that fulfil a need (which may or may not be known to the customer) Provide products/services that solve a problem Provide products/services that make people feel good Help with a decision making process Slide 8 My time/ability as a project manager My time/ability as a sales person My time/ability as a business coach My time/ability as a trainer Slide 9 Slide 10 Slide 11 Project management buyers buy organisation, clarity, peace of mind Sales buyers buy an increase in their product sales People who buy my business coaching buy their own success in reaching their business goals You are buying knowledge. In this case, of how to sell your own products/services Slide 12 Slide 13 How do you know? Slide 14 Slide 15 Slide 16 Now for the HOW! Slide 17 Resist the urge to launch into your sales pitch Listen to your customer, with your eyes and ears Ask open questions What Where Why When How Slide 18 Match benefits (not features) to customer needs Love your product Stay up to date with your industry/field Watch for buying signals ASK FOR THE SALE!! Slide 19 Pride Sloth Gluttony Lust Anger Greed Envy Slide 20 Selling is an art, which takes practice to perfect We are lucky to have our own things to sell Sales people are people people Remember people buy people How can you NOT love selling? Slide 21 www.sarahshort.com/downloads