Sutton UniversitySales and Marketing

Bigger is Not BetterBigger is Not Better

Sutton UniversitySales and Marketing

Bigger is Not Necessarily BetterBigger is Not Necessarily Better

Who is Number One?

Who does the consumer turn to when they need information…

• The biggest • The ones with the most ads• Or the ones they trust

Sutton UniversitySales and Marketing

Your 2000 Marketing Plan Must Your 2000 Marketing Plan Must Incorporate Incorporate TRUSTTRUST

Two words that sway the public to have a higher degree of trust

1. Sold

1. Marketing

Sutton UniversitySales and Marketing

Trust is Developed by…..Trust is Developed by…..

Providing your job description

Performing your job description

Going beyond what your job description intended to cover

Sutton UniversitySales and Marketing

What Medium Will Build You TrustWhat Medium Will Build You Trust

Newspapers

Newsletters

Flyers

Personal Notes

Gifts

Social Functions

Sutton UniversitySales and Marketing

Trust has a Cousin….Trust has a Cousin….

Confidence• Confidence is built by

performing agreed upon tasks at above average acceptable levels

Sutton UniversitySales and Marketing

Tasks Sellers and Buyers Want Us Tasks Sellers and Buyers Want Us to Perform Above Expectationsto Perform Above Expectations

Communication

Understanding of the process of buying and selling

Leadership through calmness

Sutton UniversitySales and Marketing

Who are Trust & Confidence?Who are Trust & Confidence?

Getting consumers to have trust & confidence will make selling obsolete

There is a fine line between bragging and performing

Leadership skills in sales are developed once trust & confidence are achieved

Sutton UniversitySales and Marketing

Do’s and Don’ts of Being BetterDo’s and Don’ts of Being Better

Do Creatively

announce your successes

Provide high quality information

Always be on the cutting edge of your business

Don’t Live war stories Cover your

weaknesses at the expense of someone else

Live in small ponds – they dry up