increasing your sales resultscraig silverman - 4.23.15 - half moon bay, ca

why craigwho is he?why is he here?what can he do for me?email: csilver2@pacbell.netph#: 650-678-0044

let’s talk sales

working the funnelour agenda todaytake aways

selling isn’t tellinglet’s play 20 questions

post-gameanalysis

was it hard?need some practice?are you #23?do you have a survey?

get out of “me” and into “we”listen to your clients and candidates, and care about their desired outcomes

why deals breakdownthe five reasons why?know the signsget there earlyprocess process

Why they say “No”

1. want2. need3. money4. trust5. hurry

getting around roadblockspart of sellingnot always negative“no biggie”information is poweryou need a process

handling an objection

the seven step process:- hear it out- feed it back- isolate it- question it- answer it- confirm and move on

sales success?all it takes is three things...

attitude

walk on the sunny sidebe “good news”smile when you dial

effort

beats digging ditchestakes time and energygiving it 100%

process

leads to a winplan brepeatable

so what does 17,000 placements teach you?

rules top pros live by...

never stop learning

keep a rookie attitudebe humble

know your numbers

what are your ratios?

inspect what you expectfollow up is key

you have to practice

professionals rehearseposey hits off a teeif you don’t then you could be doing even better!

make it fun!celebrate

watch the clocktime mgmt is keytime is your biggest assettime flys by

the carpenter and the moral of the story: build your house!