•Who makes a successful salesperson?

•The importance of story-telling.

•Dealing with rejection.

45 Minutes plus questions

Contact: philip@philipdelvesbroughton.com

We sell or else...

3 aspects of a sale

•Economic - how much?

•Structural - what’s the process?

•Psychological - the battle of wits.

Anthony Sullivan - the Pitchman

Delivery

Selling intangibles

Order-taking

Banging the drum

Selling tangiblesmore sk

ill and

pay

more

uncerta

inty

McMurry’s traits of the perfect salesman

•The wooing instinct.

•Boundless energy and optimism.

•A chronic hunger for money.

•Self-discipline and a capacity for hard work.

•Sees obstacles or rejections as a challenge.

The best salesperson has a perfect

balance betweenego and empathy

The perfect salesman?

The most important

predictor of sales success is...

Role Perception

Don’t just look for salespeople...you’ll

just inbreed mediocrity

Three steps of a sale

•Seduce

•Rationalize

•Close

3 kinds of sale•Task oriented - let’s get this done

•Self-oriented - buy me lunch and we’ll talk

•Relationship oriented - can we be friends?

Overvalued

•Experience

•Contacts

•Passion for the product

Undervalued•Optimism

•Tenacity

•Context - product and relationships

Before hiring ask...•What’s the context?

•What will this salesperson have to do?

•What do I really need to pay for?

•What attitude must they have?

•Does this job match their self-perception?

•Finally, what skills?

Tell me a story

•Crisis

•Struggle

•Resolution

•Make the listener feel heroic.

•Make the salesperson feel heroic.

Stories are the hard currency of

sales.

Loose Robes

InternalIt’s all my fault

ExternalThey made me

rush!Stable

Always happens to me

UnstableFirst time in ages

GlobalMy whole life is like

this

SpecificIt’s just one sale

Pessimist Optimist

Responses to a lost sale

Cheerful realism•Identify any self-defeating

thinking.

•Gather evidence to support or undermine your fears.

•Distract yourself from negative thoughts.

•Widen your social bandwidth.

Look for the happy losers

•The greatest opportunities in selling are in areas of uncertainty.

•When everyone knows everything, find an area they don’t know and guide them through it.

contact

philip@philipdelvesbroughton.com