1. Are You Sabotaging Your Sales?

2. Training Agenda Using “Play it safe” words can kill your sales People hate to be sold but love to buy There is no such thing as a slow day in sales Why look both ways if you never cross the street? Is your child a better salesperson than you are? Double Trouble: avoiding fear & procrastination

3. Play-it-Safe Words Kill Sales For prospects/customers  They use a cliché or give you an overused expression  “I have to talk to some other people.”  “Your proposal looks good.”  Quick way to get rid of salespeople  Avoids commitment For salespeople ◦ Utilize the Counter Questioning Technique  The Softening Statement  The Counter Question  The Continuation

4. Play-it-Safe Words Kill Sales The Softening Statement – Softens the effect of your direct questions that lead your prospect to a redefinition or restatement: » “ I’m glad you asked that …” » “You must be asking me that for a reason …” » “Which means …”

5. Play-it-Safe Words Kill Sales The Counter Question ◦ If prospect doesn’t respond to softening statement, ask counter questions to stimulate a response:  Prospect: “I want to compare to compare apples to apples.”  Salesperson: “And apples to apples means…?”  Prospect: “I want to be sure my considered choices are similar and will accomplish the same thing.”  Salesperson: “What are the things that are important to you?”  Prospect: “Price and service for two.”  Salesperson: “And which is most important?”

6. Play-it-Safe Words Kill Sales The Continuation – Natural continuation of conversation and asks prospect to: – Clarify a point – Provide more info – Explain their viewpoint – Get three questions deep to get to root of issue

7. People Hate to be Sold – Love to Buy Prospects don’t like the attempt to sell them something they don’t think they need Prospects don’t like high pressure selling tactics Take on a new viewpoint: Selling is solving people’s problems at a profit.

8. People Hate to be Sold – Love to Buy From a salesperson’s perspective: Understand a prospect’s problem See what’s really in it for them Know what they want to achieve Provide the best solution that fits their budget From a prospect’s perspective: What do your prospects see in your message? Are you ‘selling’ them or ‘helping’ them?

9. No Such Thing as a Slow Day in Sales! Create an event or contest Seek out vendor fairs, school events Call your customers Cold call Direct mailing Social media – put the word out about what you do

10. No Need to Look Both Ways if You Never Cross the Street Avoid causes of detrimental effects to your sales journey Fear of rejection Fear of failure Procrastination What you can do Emotionally untangle yourself Persist in focusing & reaching your goals Focus on the goal, not the sales pitch

11. Is Your Child a Better Salesperson Than You Are? Children are not afraid of rejection They fully expect a ‘yes’! Children are creative They get you to view their request from different perspectives Children are naturally inquisitive They have no fear of asking questions … and more questions…!

12. Double Trouble – Avoiding Fear & Procrastination Turning fear into fuel Start with small battles to win the war Put it ‘on’ – don’t put it ‘off’ Why we procrastinate » Avoidance of hard work » Lack of passion » Not a priority » Lack of self-motivation

13. Summary Awareness of the practice or bad habit Apply concepts to prospects AND yourself Discover successful individuals – that you may have never realized; your children! Behind every sale is a person – help them, don’t sell them Remove the roadblocks and reach your goals