18. It’s all about them!

22. Personal Selling Skills Tim Smith, Winning Pitch

25. I don’t know who you are I don’t know your company I don’t know your company’s products I don’t know what your company stands for I don’t know your company’s customers I don’t know your company’s record I don’t know your company’s reputation Now-what was it you wanted to sell me? McGraw-Hill advert 1958

26. The UK Sales Mentality?

27. The UK Sales Mentality?

28. In selling you are not trying to get somebody to buy something they don’t want You are looking to help someone make a decision Someone who is already interested in you and your products & services

31. Winning

33. The difference between winners & losers is small… … the result is HUGE

35. Why do people buy from you?

36. Why do people buy?

37. Why do people buy? Because they want to be better off Also… … will only buy if THEY believe you are acting in THEIR interests

38. Buyers only buy if they think you are acting in their interests

39. Before you go in Planning and preparing

42. What do you need to know? What do they need to know? YOU What their needs & wants are THEM That buying from you is the right decision

43. Prepare for the meeting

44. The Personal Selling Process Open Probe Match Close Permission to move to each stage

45. Opening & Probing

46. Your Biggest Selling Asset

47. Matching & Closing

48. To match you need to find out the BUYER’S NEEDS “ If you were to buy our product what would you need it to do for you?” “ If you were to buy our product what would convince you you’d made the right decision?”

49. Sales Meeting - Matching Emotional I just want it! Business Performance Finance Personal Make me look great The Buying Motivators

50. So…. What does he REALLY want..?

51. £

53. Protect your assets

54. Avoid Barry Bradley

57. How many Closing Techniques? 108 Sales Closing books on Amazon

58. Close when your customer wants to buy… … not when you want to sell

59. Why don’t you give it a try? That will look good on you. Why not try it on? Why not take a test drive?

60. Alternative Do you want it this week or next? Do you want blue or red? Deliver or pick up?

61. Ask for the order… … then SHUT UP SILENCE at the end of a close is the only PRESSURE

62. Ask for the order