Selling Yourself 2012 Sales techniques for career and business development How to survive and thrive in the post-crunch, web-centric world Mike Watson, Director Sound Solutions Marketing PowerBook for PowerPoint edition designed and produced by

6.Results & Analysis 1. Selling Skills 5. Planning & Development 3. Selling Channels 2. Selling Situations 4. Selling Tools Sales Language Sales Personality Selling Yourself 2012 Digital Skills Acting Skills Analytical Skills Learning Skills Develop your core selling skills and understand the principles Career Development Job interviews Promotion Own Business Targeting prospects Winning Clients Raising Finance Portfolio Career On the phone Online Face-to-face On-stage On-screen On-the-move Words & Numbers, Graphics, Images, Technology & Creativity Team work & Leadership Ongoing research and Learning: sectors, disciplines Scenario and script writing Role plays Prepare for meetings Review meeting outcomes Assess your results, successes, ratios? Calls to interviews Appts to sales Numbers Game! ©

6. Gaining Commitment 1. Preparation 5. Managing Feedback 3. Establishing Context 2. Making Contact 4. Developing Insight Research Market Situation Sellin g Skills Questioning Evidence Process/Cycle Next Stage? Self & Product Knowledge Presence & Mind Set Possible Solution Statement Customer and Market Needs Features & Benefits Open and Closed Questions Decisions Making Process Solution Development +ve = Buying Signals -ve = Objections Evidence Closing the deal Progressing the deal Up-selling Cross selling © Selling Skills

6. Partners & Suppliers 1.Networking MeetingsNetworking Meetings ‘Ad-hoc’ 5. Promotion at Work 3. Job Interview 2. Prospecting 4. Sales Meetings Personal Brand Interpersonal Skills Selling Situation s Knowledge Experience Expertise Engagement Elevator Pitch Multiple Versions Watercooler Data Online Social Media Jobsites Local Networking Sector Networking Discipline Networking Friends, Family, Colleagues Direct v Agency Phone v In-person CV, Portfolio Questions Preparation Who & how Career Planner Client v Prospect Own Business v Role Who, where, when, why Goal, Preparation Champions Opponents SWOT Career Planner Bank managers Shareholders Channel partners Product/Service providers © Selling Situations

6. Selling Yourself On the move 1. Selling Yourself Over the phone 5. Selling Yourself On Screen 3. Selling Yourself Online 2. Selling Yourself Face to Face 4. Selling Yourself On Stage When? What? Selling Channel s How? Where? Why? Multiple touches Landline, Mobile, Conference Call, Webinar, Skype 1 to 1 In Meetings Multiple people Social setting Networking Exhibition Ad-hoc Linkedin, Facebook Twitter, Search Website, Blog Webinar Personal v corporate Conference, Event Colleagues, Clients Video for live event YouTube, TV Talking head Message: Corporate Management Employees Sales Marketing Mobile Wifi Skype Tablet, Laptop © Selling Channels

6. Teamwork & Leadership 1. Words 5. Knowledge & Expertise 3. Technology 2. Numbers 4. Marketing Self Awareness Skills Development Selling Tools Personal Portal Content Self Management Time Mgmt Copywriting, script writing, Headlines, Body copy, For print, web Finacials Ratios Excel Budgets Proposals Pricing Costing KPIs SLAs Computing Mobile Office: Word Powerpoint, Excel Database/CRM Graphics Video Online services Social media Branding, Graphics etc Traditional & Digital Marketing Industry sectors Departments Level Scope of prior roles People managed Budgets managed Outcomes Results Team style (Belbin) Management Preferences Environments © Selling Tools

6. Review More 1. Learn More 5. Test More 3. Research More 2. Think More 4. Write More When? What? Selling Developme nt How? Where? Why? Support Qualifications, Reading, Thought Leadership, Training Academic, Skills Gaps, Technology What’s your Strategy? Employed Own Business Portfolio Career Same Sector New Sector Skills: Old, Transferable, New Location, Money, Job Satisfaction Responsibilities Identify new markets, roles and opportunities Learn new sales languages for new opportunities identified you want to pursue Writing scripts and modelling, scenarios ideas and outcomes Prepare for forthcoming Opportunities: Questions Role plays Client profiles Engage in test scenarios Review strategy and outcomes Feedback Numbers Financials © Planning & Development

6. Impact on Strategy 1. Establish Establish Process 5. Get Feedback 3. Refine Goals 2. Assess Achievements 4. Prepare New Statements Preparation Contact Results & Analysi s Context Insight Feedback Commitment Timings and systems for ensuring results can be analysed What are your successes and failures? What are the numbers? SWOT Archive Portfolio CV Short, Medium and Long Term Goals Write them down and monitor progress against them Develop scripts and questioning that can test new goals Test new material, approaches and ideas in both safe and live environments Assess feedback And confirm impact on strategy Then apply new strategy to core selling skills etc © Results & Analysis

6.Results & Analysis 1. Selling Skills 5. Planning & Development 3. Selling Channels 2. Selling Situations 4. Selling Tools Sales Language Sales Personality Selling Yourself Digital Skills Acting Skills Analytical Skills Learning Skills Develop your core selling skills and understand the principles Career Development Job interviews Promotion Own Business Targeting prospects Winning Clients Raising Finance Portfolio Career On the phone Online Face-to-face On-stage On-screen On-the-move Words & Numbers, Graphics, Images, Technology & Creativity Team work & Leadership Ongoing research and Learning: sectors, disciplines Scenario and script writing Role plays Prepare for meetings Review meeting outcomes Assess your results, successes, ratios? Calls to interviews Appts to sales Numbers Game! © Selling Yourself 2012

6. Gaining Commitment 1. Preparation 5. Managing Feedback 3. Establishing Context 2. Making Contact 4. Developing Insight Research Market Situation Sellin g Skills Questioning Evidence Process/Cycle Next Stage? Self & Product Knowledge Presence & Mind Set Possible Solution Statement Customer and Market Needs Features & Benefits Open and Closed Questions Decisions Making Process Solution Development +ve = Buying Signals -ve = Objections Evidence Closing the deal Progressing the deal Up-selling Cross selling © Selling Skills Selling Yourself

6. Partners & Suppliers 1.Networking MeetingsNetworking Meetings ‘Ad-hoc’ 5. Promotion at Work 3. Job Interview 2. Prospecting 4. Sales Meetings Personal Brand Interpersonal Skills Selling Situation s Knowledge Experience Expertise Engagement Elevator Pitch Multiple Versions Watercooler Data Online Social Media Jobsites Local Networking Sector Networking Discipline Networking Friends, Family, Colleagues Direct v Agency Phone v In-person CV, Portfolio Questions Preparation Who & how Career Planner Client v Prospect Own Business v Role Who, where, when, why Goal, Preparation Champions Opponents SWOT Career Planner Bank managers Shareholders Channel partners Product/Service providers © Selling Situations Selling Yourself

6. Selling Yourself On the move 1. Selling Yourself Over the phone 5. Selling Yourself On Screen 3. Selling Yourself Online 2. Selling Yourself Face to Face 4. Selling Yourself On Stage When? What? Selling Channel s How? When? Why? Multiple touches Landline, Mobile, Conference Call, Webinar, Skype 1 to 1 In Meetings Multiple people Social setting Networking Exhibition Ad-hoc Linkedin, Facebook Twitter, Search Website, Blog Webinar Personal v corporate Conference, Event Colleagues, Clients Video for live event YouTube, TV Talking head Message: Corporate Management Employees Sales Marketing Mobile Wifi Skype Tablet, Laptop © Selling Channels Selling Yourself

6. Teamwork & Leadership 1. Words 5. Knowledge & Expertise 3. Technology 2. Numbers 4. Marketing Self Awareness Skills Development Selling Tools Personal Portal Content Self Management Time Mgmt Copywriting, script writing, Headlines, Body copy, For print, web Finacials Ratios Excel Budgets Proposals Pricing Costing KPIs SLAs Computing Mobile Office: Word Powerpoint, Excel Database/CRM Graphics Video Online services Social media Personal Development Marketing Plan Traditional & Digital Marketing Industry sectors Departments Level Scope of prior roles People managed Budgets managed Outcomes Results Team style (Belbin) Management Preferences Environments © Selling Tools Selling Yourself

6. Review More 1. Learn More 5. Test More 3. Research More 2. Think More 4. Write More When? What? Planning & Developme nt How? Where? Why? Support Qualifications, Reading, Thought Leadership, Training Academic, Skills Gaps, Technology What’s your Strategy? Employed Own Business Portfolio Career Same Sector New Sector Skills: Old, Transferable, New Location, Money, Job Satisfaction Responsibilities Identify new markets, roles and opportunities Learn new sales languages for new opportunities identified you want to pursue Writing scripts and modelling, scenarios ideas and outcomes Prepare for forthcoming Opportunities: Questions Role plays Client profiles Engage in test scenarios Review strategy and outcomes Feedback Numbers Financials © Planning & Development Selling Yourself

6. Impact on Strategy 1. Establish Establish Process 5. Get Feedback 3. Refine Goals 2. Assess Achievements 4. Prepare New Statements Preparation Contact Selling Analysi s Context Insight Feedback Commitment Timings and systems for ensuring results can be analysed What are your successes and failures? What are the numbers? SWOT Archive Portfolio CV Short, Medium and Long Term Goals Write them down and monitor progress against them Develop scripts and questioning that can test new goals Test new material, approaches and ideas in both safe and live environments Assess feedback And confirm impact on strategy Then apply new strategy to core selling skills etc © Results & Analysis Selling Yourself

6.Results & Analysis 1. Selling Skills 5. Planning & Development 3. Selling Channels 2. Selling Situations 4. Selling Tools Selling Yourself © Selling Yourself 2012

6. Gaining Commitment 1. Preparation 5. Managing Feedback 3. Establishing Context 2. Making Contact 4. Developing Insight Sellin g Skills © Selling Skills Selling Yourself

6. Partners & Suppliers 1.Networking MeetingsNetworking Meetings ‘Ad-hoc’ 5. Promotion at Work 3. Job Interview 2. Prospecting 4. Sales Meetings Selling Situation s © Selling Situations Selling Yourself

6. Selling Yourself On the move 1. Selling Yourself Over the phone 5. Selling Yourself On Screen 3. Selling Yourself Online 2. Selling Yourself Face to Face 4. Selling Yourself On Stage Selling Channel s © Selling Channels Selling Yourself

6. Teamwork & Leadership 1. Words 5. Knowledge & Expertise 3. Technology 2. Numbers 4. Marketing Selling Tools © Selling Tools Selling Yourself

6. Review More 1. Learn More 5. Test More 3. Research More 2. Think More 4. Write More Selling Developme nt © Planning & Development Selling Yourself

6. Impact on Strategy 1. Establish Establish Process 5. Get Feedback 3. Refine Goals 2. Assess Achievements 4. Prepare New Statements Selling Analysi s © Results & Analysis Selling Yourself

Selling Analysi s © Selling Yourself 2012