"How To Sell"The overnight Consultant - Marsha D. Lewin
Jason Bristow
Marsha Client
Market Your Service...Sell Your Solutions–"Selling is the Tactics you Employ to get People to Hire You"! - Chapter 5
Presentation Will Focus on the "Tactics" Lewin Discusses in Chapter Six (6).
The Tactics of Lewin
Prospecting Introduction Questioning Qua lify ing Proposa l
Sa le
"Marsha's Five Signs of a Real Prospect"
Immediate Need
Available Funding
High Priority to Task
Sponsor High in the Organization
Palpable Chemistry
"So You're in the Door"
Three Minute Sale...tick, tick, tick, tick
Get to Know the Client
The Difference between "Hearing" and Listening"
What do you Say?.....next slide.....
...What You Should Say"Marsha's Five Questions"
"What is your business, your role in it, and your view of it?"
"What's the problem? You wouldn't have made time for me if you didn't perceive a problem."
"I'll rephrase your problem statement...Have I done so correctly? If not, can you expand or correct it?"
"How can I help you? Let me describe some areas in which I think we can help you solve your problem."
"How do I know I can help you? Let me describe our background relevant your problems."
The Hardest Word to Say is....
CUDGEL
PROPOSALMANSHIP
RECIDIVISM
PRODUCTIZE
BAKSHISH
DIAMETRICALLY
DOUBLETONCHART-ITIS
SUBJUGATE
NO
THE PROPOSAL STAGE(When and How)
Only When Chance of Selection is Good
Written or Presented
100% Effort
Manage the Proposal Preparation
THE PROPOSAL STAGE(What and Why...Page 140)
Content of ProposalHow to address the problemHow long will it takeSequence of activitiesAnticipated outcomesCost of projectForm of contract
Convey Understanding of ProjectYour still "selling" yourselfYour ability to aid in problem resolutionRelated work and references
The Job Never Ends...
Concerns After the "Sale"
– Watch your back
– Avoid taking sides
– Your not family
– Remain objective
"THE IBM WAY"
Buck Rodgers - "The Ten Greatest Salespersons"IBM - 1950 - 1984 ($250 M to $50 B)1974 - 1984 Vice President of Worldwide Marketing"At IBM everybody sells!""...simple ideas and principles...thoughtfulness, courtesy and integrity."