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copyright © 2014 by: boom san agustin simple steps to influential selling

5 Simple Steps to Influential Selling

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OVERVIEW: Nowadays, people feel invaded when sales professionals try to ‘sell’ something to them. Closing techniques we’ve learned in the past have made the market weary of sales people. In this day and age, the market no longer wants to be sold to. They want to be free to make up their own minds. As such, sales professionals today can no longer 'trick' their clients with closing techniques. It’s time for a new kind of selling... Influential selling! Influential selling is about getting the client to want to buy from you because you’re you. It answers the age-old question: "Why buy from me?" It is a powerful method that makes the client feel empowered in their decision yet compelled to buy from you. It may not be magic, but it certainly feels that way. Our Influential Selling course will teach both seasoned and new sales professionals how to how to bring the client to them instead of going to the client themselves. Influential selling employs concepts of personal marketing and combines these with tactical selling skills to increase sales success. OBJECTIVES: At the end of the seminar, the participants are expected to: • Understand what influences buying decisions • Create Customer-Centric strategies to attract their potential market • Brand themselves effectively • Know how to use questions to effectively influence the buyer

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Page 1: 5 Simple Steps to Influential Selling

copyright © 2014 by: boom san agustin

simple

steps to

influential

selling

Page 2: 5 Simple Steps to Influential Selling

have you ever had days

when a sales person

came to you looking…

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like this

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but, in your mind, he looks…

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like this

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you’re not the only one

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today, we’ll try to save

the reputation of

the sales professional

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first, let’s have an activity

Page 9: 5 Simple Steps to Influential Selling

activity

birds of a

feather

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what did we learn

from this activity

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before we talk about

the 5 steps, let’s try to

understand influence

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understanding influence

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so, what is influence

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“” “”

according to webster…

influence is the power

to cause changes without directly forcing

them to happen

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in sales, it means

selling without selling

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so, how does influence happen

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need more information

about this course?

[email protected]

please contact

Page 18: 5 Simple Steps to Influential Selling

so, how do we apply

this to selling

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a short history of selling methods

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in the old days we relied on…

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the shotgun method

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then, we evolved to…

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the sniper method

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but, influential selling is about…

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the fishing method

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the fishing method

explains influential selling

in 5 simple steps…

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influential selling in five steps

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know your fish

step

1

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this means know your customer

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but what do we have to know

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activity

purchase an

avenger

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the instructions are

in your manual

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what did we learn

from this activity

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influencers of customer behavior

de

mo

gra

ph

ics

psy

ch

og

rap

hic

s

cu

ltu

re

soc

ial n

orm

s

Page 35: 5 Simple Steps to Influential Selling

need more information

about this course?

[email protected]

please contact

Page 36: 5 Simple Steps to Influential Selling

now, for step 2…

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know where to find them

2 step

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because of the internet

many sales people are also

delving into marketing

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ask yourself…

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where does my market hang out

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are they on…

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facebook

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linkedin

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twitter

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youtube

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the internet

has become

our equalizer

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need more information

about this course?

[email protected]

please contact

Page 48: 5 Simple Steps to Influential Selling

let’s move to step 3…

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prepare your lures and gear

step

3

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so, what are your lures and gear

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your gear refers to…

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the things you need

to get the job done

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so, does that mean your lures

refer to your products or services

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your lures refer to…

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your personal brand

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to understand your brand…

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need more information

about this course?

[email protected]

please contact

Page 58: 5 Simple Steps to Influential Selling

now, it’s time for step 4…

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patiently wait

4 step

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here’s something you

probably didn’t know…

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patience is not passive

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on the contrary…

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patience is proactive

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say what

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need more information

about this course?

[email protected]

please contact

Page 66: 5 Simple Steps to Influential Selling

the story of a salesman

let me share with you

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finally, we’ve reached step 5…

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reel it in gently

step

5

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once you’re actually talking

to the client,

he or she has probably

already made

the decision to buy

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but…

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you can’t

just force

the sale

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let’s have an activity…

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activity

hearing

it right

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what did we learn

from this activity

Page 75: 5 Simple Steps to Influential Selling

need more information

about this course?

[email protected]

please contact

Page 76: 5 Simple Steps to Influential Selling

i leave you with this…

Page 77: 5 Simple Steps to Influential Selling

“” “”

if you run after money, it

runs away and hides. if you run after excellence,

money runs after you.

- boom san agustin

Page 78: 5 Simple Steps to Influential Selling

that was just a teaser

for our module on

dynamic public speaking

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to find out more

about this course

contact us here…

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+63-917-593-1494

[email protected]

+63-2-213-8944

Page 81: 5 Simple Steps to Influential Selling

or connect with us on…

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www.OurKnowledge.Asia

www.Linkedin.com/Company/Our-Knowledge-Consulting-Asia-

www.Facebook.com/OurKnowledgeAsia

www.twitter.com/OurKnowledgePH