Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

1

Nine golden rules of successful sellingUnderstanding your client and yourself

Leigh Ashton

1

M205

2

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

1. In your clients shoes

• The welfare of your client is the most important thing in sales.

• No two people’s paths will be the same.• Respect and acknowledge this – then let it

work for you.

3

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

2. Ask open questions

• To sell effectively, you need information.• So use open questions: When, Where, How,

What, and Who. Avoid ‘Why’, as it may be interpreted as confrontational.

• Avoid closed questions, as they often close the conversation.

4

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

3. Start listening!• Don't jump to conclusions; don’t miss

information; don’t leave your client feeling misunderstood.

• Ask a question and then SHUT UP and listen.• Learn to cut out that irrelevant internal

dialogue so that you can listen.

5

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

4. Be flexibleThere’s always another way.• If you do what you’ve always done, you’ll get

what you’ve always got.• Learn from each obstacle. Don't blame ‘this’ or

‘that’: take control.

6

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

5. Have an objectiveFocus, focus, focus. (And focus!).• If you don’t know your destination how will you

ever know if you’ve arrived or not?• Decide specifically what you want: the date,

the time, the number. This detail brings your goal into reality.

7

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

6. The right state of mind• Remember a great positive, productive state.• Use an anchor (maybe a clap of the hands) to

reproduce that positive state.• Sales will come when you are in a really great

state! Sales isn’t a process; it starts in your head and with how you feel.

8

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

7. The client’s pains & gainsFocus on ‘what’s in it for them’.• If they talk about things they don’t want then

they are motivated away from pain. Talk about how you can resolve their problem.

• If they talk about what they want to achieve then they are gain motivated. Talk of what they could get if they bought from you.

9

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

8. Take full responsibility for your communicationIt’s not this, that or them; it’s you!• Be clear, be prepared to change the message,

and check they understand. Ask if they understand.

• Look for differences in the people you speak or write to and use this effectively.

10

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

9. Learn from what you doThere’s no such thing as failure!• If things go well: bottle it.• If things go badly: think of the steps,

the timing, and resources used that could be done differently.

• Welcome feedback!

11

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

Wrap up1. In your clients shoes

2. Ask open questions

3. Start listening!

4. Be flexible

5. Have an objective

6. The right state of mind

7. The client’s pains & gains

8. Take full responsibility

9. Learn from what you do

12

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

ANNOUNCEMENTS

• Next week's session: Mike Clark: Effective sales habits.

• What’s up ahead. • For non-members, brief chat about the REST

programme now• Success story Marcia Gladwin

13

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

Success storyMarcia Gladwin

I was one of those people with loads of experience and talent and yet missing some vital business skills...

During the first strategy session I learned about the Ripple Decision Making Cycle. It was enlightening, and in the following 3 days I made triple my investment paid. Since then I have developed more confidence and so far have had a 100% conversion rate.

I am attracting more opportunities and I now actively create them. Ripple’s information has become the foundation that underpins all my other skills and training and enables me to finally put them in to action and recoup my previous financial investments.

It’s the missing piece in my business jigsaw.

I’m  loving the results I’m achieving and  I still have a lot to learn I will be renewing my membership- again and again.

14

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

REST Membership

✦ A business community dedicated to increasing your sales confidence, certainty and bank balance

✦ World class Experts - over 150yrs sales experience

✦ Tried, tested and proven £££ making sales ideas

✦ Incremental shifts with instant and compounding results

Just £237 / quarter (less than £3/day)

What would it do for your business if each week the UK’s leading sales experts worked in your

business to increase your sales?

15

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

REST Membership

Email Mike, mike@rippleeffectsales.co.uk And receive £300 worth of bonuses

✦ The RES methodology- taken companies from £1M to £11M turnover in 12 mths.

✦ Advanced sales skill profile- Identify your weaknesses, turn them into strengths

✦ 1 Day sales workshop

For less than £3/day, email Mike

Cop

yright 2

01

0 | Rip

ple

Effe

ct Syste

ms L

td

16

Nine golden rules of successful sellingUnderstanding your client and yourself

Leigh Ashton

1

M205