2011 WAFIC Do you want to sell or people to buy?
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Transcript of 2011 WAFIC Do you want to sell or people to buy?
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Do You Want To Sell Or Do You Want People To
Buy?
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What’s the difference?
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Do Unto Others As You Would Have Them Do Unto You
Matthew 7:12
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Giving LIFE-A to your incoming calls:
• Listen:– Ask open questions about them– Take notes– Re-confirm you understand what they have said
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Giving LIFE-A to your incoming calls:
• Interest– Imagine this is your first date with an amazing
super model/celebrity you have always wanted to date
– This is all about rapport
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Giving LIFE-A to your incoming calls:
• Focus– Give the callers 100% of your attention
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Giving LIFE-A to your incoming calls:
• Energy– Stand up– Smile– Use voice tonality– Goal – have the energy come through the
phone so they are thinking: “I have to go to meet this person!”
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Giving LIFE-A to your incoming calls:
• Alternate Choice– The number 1 goal of every incoming call is to get
an appointment.
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Make them feel welcome & important
• Change your voice tonality• Smile• Introduce yourself
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The needs analysis is a just one of the tools for both parties to uncover the REAL reason the prospective member is there.
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Your tour must . . . • Be personalised – take them where they need
to go• Show solutions to their problems – check they
‘get it’• Involve the senses beyond sight• Be interactive: ask questions to continue to
build rapport• Don’t over sell and over show and over talk
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Mirror and match• Voice speed• Voice volume• Words used• Body language
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Remember . . .
The greatest sales people today are not the greatest persuaders but rather the greatest creative problem solvers!
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How do we get them to buy by not competing with them!
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Justin TamsettB.Ed (Phys & Health Education)
Feel free to contact JT: [email protected] or 0438 015 677Follow JT on Twitter: @JTActiveMgmt
To read JT’s blog: www.justintamsett.com Become an Active Management Fan on Facebook: www.facebook.com/activemanagement
And for more information on Active Management helping your business go to: www.activemgmt.com.au "What you leave behind is not what is engraved in stone monuments, but what is woven into the lives of others."
Pericles