6 Secrets to Promoting Products and Services with Confidence. Presented at the CT Business Expo on June 10th, 2010.

1. How to Sell Without Being aSalesperson 6 Secrets to Promoting Products and Services with Confidence Susan Bellows & Associates sbellows@susanbellows.com 413-566-3934

3. Avoid feeling pushy or rejected

4. Build rapport with current and potential clients

5. Adapt to prospects with different styles

7. Secret #1: Enhance Your Personal Presence

8. Personal Presence The emotional impact you make on others “People buy from people they like.” “If they don’t like you, they can’t hear you.” Exercise: Scan the Room

9. Secret #2: Focus on Your Attitude

10. How to Improve Your Sales Success 80% ATTITUDE Success Triangle BEHAVIOR TECHNIQUE Source: Sandler Sales Institute

11. Improve Your Attitude: Be Your Best Self SPIRIT ATTITUDE BODY MIND Source: Sandler Sales Institute

12. Secret #3: Listen

13. “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

14. Two Ears, One Mouth Listen at least 2 times more than you talk.

15. Secret #4: UtilizeDISC

17. How you talk

18. How you shop

19. How you drive

20. How you play

21. Tone of voice

22. Body language

23. Words

24. PaceDISCis the universal language of observable human behavior.

25. DISC Cooperative Competitive 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 Influence Orientation: 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

26. Robin Williams Oprah Winfrey

27. Michael J. Fox Mother Teresa

28. Ted Turner Barbara Walters

29. Clint Eastwood Diane Sawyer

30. DISC: The Keys to Adapting Communication Exercise: Pick the quadrant that is hardest for you to communicate with. Read the Do’s and Don’ts for that quadrant. (1 minute ) Pick 1 thing that would have the greatest impact, that you can do differently. Pick a partner next to you… quickly, please. Discuss with your partner what you will do differently. (1 minute each)

32. Secret #5: Non-Threatening Sales Phrases

33. 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

34. Secret #6: There Is No Such Thing as Failure

35. Failure—There Is No Such Thing “There are no failures, there are only lessons learned.” Source: Sandler Sales Institute

36. K – A = 0 Knowledge Minus Action Equals Nothing

37. 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.