Selling for people who don’t like selling
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Transcript of Selling for people who don’t like selling
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Selling for People Who Don’t Like Selling
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Part 1
Victoria Garcia, President Marketing Impressions
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When my daughter was three, I found her standing in the bathroom when I needed it.
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I told her she had to leave.
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After a little resistance, she said “I’ll take two cookies.”
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I gave her two cookies...
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She left to pursue her successful career in sales.
I’m not exaggerating.
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When you were a kid and you wanted something from your Mom or Dad, you certainly knew how to “sell” them.
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This is not to say that everyone is born to sell, but pretty close.
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So, what changed?
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Here are some commonly held beliefs -
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Good sales people are born, not made.
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Good sales people are born, not made.
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There is a right way and a wrong way to sell.
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There is a right way and a wrong way to sell.
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Selling involves manipulating people.
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Selling involves manipulating people.
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You need to learn and use the “tricks of the trade” to be good at sales.
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You need to learn and use the “tricks of the trade” to be good at sales.
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Successful salespeople use techniques, like the “Ben Franklin” close.
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Successful salespeople use techniques, like the “Ben Franklin” close.
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Selling is hard.
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Selling is hard.
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Give Some Thought to These Questions
• When did you “sell” something for the first time?
I gave you the answer already.
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• How do you feel about selling?
Yes, feelings count. You need to reprogram yourself.
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• What are your biggest fears about selling?
Work on getting over them. You won’t die if you are rejected. Or, whatever.
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• What turns you off about selling?
Get over it. Don’t be stuck in old thinking. Selling is the way to success.
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• What turns you on about selling?
Focus on the happy stuff.
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• Does your customer really want what you are selling?*
Don’t make this any harder on yourself than It has to be.
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• What are you really selling?*
Spend 90% of your time talking about what the customer wants. 10% on what you offer.
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• *Hint: It’s a lot harder to sell something people don’t want or know they need. Leave this to the hardcore sales people.
• *Hint: Happiness? Security? Love? Dreams? What you are selling is only a means to an end. You should know what the “real” goal.
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Successful sales persons have the following traits
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Enthusiasm 51%
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Empathy 25%
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The Right Behavior 10%
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Product knowledge 7%
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Get It?You have everything it takes to sell
what you offer. You don’t even need training.
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Need Help?Come to the training on Personal Branding. That’s an important strategy that makes selling really easy.
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Email or call me for a free 30 minutes to talk about your unique business. - Vic
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Strategies Branding Planning & Execution ArtWriting Web Web 2.0SEOPR Ads EnewslettersCoachingVisit me at www.marketing-impressions or call 858-505-8046