2. Who makes a successful salesperson? The importance of story-telling. Dealing with rejection. 45 Minutes plus questions Contact: philip@philipdelvesbroughton.comphilip@philipdelvesbroughton.com

3. We sell or else...

4. 3 aspects of a sale Economic - how much? Structural - what’s the process? Psychological - the battle of wits.

5. Anthony Sullivan - the Pitchman

6. Delivery Selling intangibles Order-taking Banging the drum Selling tangibles more skill and pay more uncertainty

7. McMurry’s traits of the perfect salesman The wooing instinct. Boundless energy and optimism. A chronic hunger for money. Self-discipline and a capacity for hard work. Sees obstacles or rejections as a challenge.

8. The best salesperson has a perfect balance between ego and empathy

9. The perfect salesman?

10. The most important predictor of sales success is...

11. Role Perception

12. Don’t just look for salespeople...you’ll just inbreed mediocrity

13. Three steps of a sale Seduce Rationalize Close

14. 3 kinds of sale Task oriented - let’s get this done Self-oriented - buy me lunch and we’ll talk Relationship oriented - can we be friends?

15. Overvalued Experience Contacts Passion for the product

16. Undervalued Optimism Tenacity Context - product and relationships

17. Before hiring ask... What’s the context? What will this salesperson have to do? What do I really need to pay for? What attitude must they have? Does this job match their self- perception? Finally, what skills?

18. Tell me a story Crisis Struggle Resolution Make the listener feel heroic. Make the salesperson feel heroic.

19. Stories are the hard currency of sales.

20. Loose Robes

21. Internal It’s all my fault External They made me rush! Stable Always happens to me Unstable First time in ages Global My whole life is like this Specific It’s just one sale PessimistOptimist Responses to a lost sale

22. Cheerful realism Identify any self-defeating thinking. Gather evidence to support or undermine your fears. Distract yourself from negative thoughts. Widen your social bandwidth.

23. Look for the happy losers

25. The greatest opportunities in selling are in areas of uncertainty. When everyone knows everything, find an area they don’t know and guide them through it.

26. contact philip@philipdelvesbroughton.co m philip@philipdelvesbroughton.co m