The Most Useful Selling Technique I Have Ever Used

"The Most Useful Selling Technique I Have Ever Used" Christopher Golis MA MBA FAICD FAIM Practical Emotional Intelligence: A Real Tool for Real People

[email_address] [email_address] PSAQ instructions: 1. For each pair quickly select one group or the other best describes your personal style. Personal Style Assessment Questionnaire 2. Count the number of ‘1’s, ‘2’s, etc and then plot the graph. (Total should = 21) Conventional, self-controlled, even-tempered, self-directed  Entrepreneurial, materialistic, astute, hard-headed 2

[email_address] [email_address] Two peaks Two troughs

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[email_address] [email_address] A defining moment: Charles Handy with the key to business success

Today’s talk ,[object Object],[object Object],[object Object],[object Object]

The 7 core components of temperament ,[object Object],[object Object],[object Object],[object Object],[object Object]

The 7 core components ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Caveat 1: 67% of individuals cluster around the average [email_address]

Caveat 2: Behaviour depends on many variables ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address] About 1/2 rd of our choices affected by genes

Caveat 3: The 7 components are like a web with several strong and several weak strands [email_address]

ASPINIA – the brightest flower in the selling garden ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Mover ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]  M = introverted, self-sufficient & independent

TOPDOG ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Mover [email_address] ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],If women are so bloody perfect at multitasking, how come they can't have a headache and sex at the same time?

Mover Presentation techniques ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Mover Commitment Technique ,[object Object],[object Object],[email_address]

Doublechecker ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]  D = High resilience, calm, composed, impulsive

Doublechecker [email_address] ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Double-Checker presentation techniques ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Double-Checker Commitment Technique ,[object Object],[object Object],[email_address]

Engineer ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]  E = Jump in, erratic, slipshod

Engineer [email_address] ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ Kevin Rudd does not believe a proposal is any good until he has personally approved it”, Annabelle Crabbe

Engineer Presentation Techniques ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Engineer Commitment Technique ,[object Object],[object Object],[email_address]

The First Sale ,[object Object],[object Object],[object Object],[email_address]

Artists ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Artists [email_address] ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object], A = down-to-earth, reliable, frank & outspoken

Artist Presentation Techniques ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address] ,[object Object],[object Object],[object Object],[object Object]

Artist Commitment Technique ,[object Object],[object Object],[email_address]

The First Book Sale [email_address]

Politicians ,[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]  P = likable, relaxed, balanced

Politician [email_address] ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Politician Presentation Techniques ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Politician Commitment Technique ,[object Object],[object Object],[email_address]

Normal ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]  N = Adaptable, rule breaker, carpe diem

Normal ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Normal Presentation Techniques ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Normal Commitment Technique ,[object Object],[object Object],[email_address]

Hustler ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Hustler [email_address] ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Hustler Presentation Technique ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Hustler Commitment Technique ,[object Object],[object Object],[email_address]

[email_address] Playing squash for $1000 a point!!

3 presentation strategies & which close? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Go watch these three videos about using the Humm ,[object Object],[object Object],[object Object],[email_address]

One final warning [email_address]

Action Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]

Feedback from Seminars ,[object Object],[object Object],[email_address]

The Most Useful Selling Technique I Have Ever Used

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The Most Useful Selling Technique I Have Ever Used