Sales and Persuasion Training

1

• Welcome

Sales and Persuasion Training For Business,
Government, War How to get your
ideas sold inside and outside

your organization Please sign in
2

• Sales and Persuasion Training
• For Business, Government, War
• What is it?
• Why is it needed?
• How is it done?
• So What?

3

• Sales Persuasion, What is it?
• Tale of two Wheelers
• Earle and Elmer
• Wheeler Dealer

4

• Sales Persuasion, What is it?
• Elmer Wheeler was a senior salesman.
• Earle Wheeler was a senior executive.

5

• Sales Persuasion, What is it?
• November, 1965
• Charles Cooper, a staffer
• Earle Wheeler, his boss
• The Big Boss

6

• Sales Persuasion, What is it?
• Very Large Organization
• Big Boss
• Earle Robert
• Charles Cooper Whiz Kids

7

• Sales Persuasion, What is it?
• Earle vs Robert
• Selling to The Big Boss

8

• Sales Persuasion, What is it?
• The Big Boss buys Robert
• 
  Not Earle

9

• Sales Persuasion, What is it?
• Roberts strategy failed.
• Earles strategy ultimately implemented
• Robert admits he was wrong

10

• Sales Persuasion, What is it?
• Earle Wheeler, Chairman Joint Chiefs of Staff
• Robert McNamara, SECDEF
• Lyndon Johnson, President United States

11

• Sales Persuasion
• What was the problem?

12

• Sales Persuasion, What is it?
• Earle Wheeler could not sell like
• Elmer Wheeler

13

• Sales Persuasion, What is it?
• Elmer Wheeler
• Americas 1 Salesman
• 1947

14

• Sales Persuasion, What is it?
• Elmer Wheeler
• Sell the Sizzle
• Not the Steak

15

• Sales Persuasion, What is it?
• Words and phrases and actions
• that move a decision maker
• to make a decision.

16

• Sales Persuasion, Why is it needed?
• I agree with you,
• I want to do it
• now make me do it.
• FDR

17

• Sales Persuasion, Why is it needed?
• Nothing happens until a product is sold.
• Nothing happens until an idea is sold.

18

• Sales Persuasion, Why is it needed?
• Last King of Scotland, Idi Amin,
• President-for-Life of Uganda

19

• Sales Persuasion, Why is it needed?
• You
  didnt persuade
  me

20

• Sales Persuasion, How is it done?
• Dave Sandler, Sandler Selling System
• Neil Rackham, SPIN
• Professor Yoest, World Famous Award Winning
  All-Purpose Magic Elixir Formula In Three Easy
  Steps

21

• Sales Persuasion, How is it done?
• Sandler Selling System

22
Sales Persuasion, How is it done?
23

• Sales Persuasion, How is it done?
• Sandler Selling System
• Are You Unhappy?

24

• Sales Persuasion, How?
• Sandler Sales Technique.
• Heavy Pre-Qualify
• Pain
• Strip Line

25

• Sales Persuasion,
• What is it?
• S.P.I.N.

26

• Sales Persuasion, How is it done?
• SPIN selling
• S
• P
• I
• N

27

• Sales Persuasion, How is it done?
• S Situation
• P Problem
• I Implied Needs
• N Needs Payoff -- Bear Trap Close
• -- collapse of the housing
  market

28

• Sales Persuasion, How is it done?
• Professor Yoests
• World famous award
• Winning All-purpose
• Magic Elixir Formula In
• Three Easy Steps

29

• Sales Persuasion, How is it done?
• Professor Yoests World Famous Award Winning
  All-Purpose Magic Elixir Formula In Three Easy
  Steps
• Push
• Pitch
• Promise

30

• Sales Persuasion, How is it done?
• 1) The Push move the client
• 2) The Pitch trial, ask, close
• 3) The Promise deliver the product

31
How is it done?The
PushRapport
32

• Sales Persuasion, How?
• M
• A
• P

33

• Sales Persuasion, How is it done?
• The Pitch ABC, Create debt, Ask, Close

34

• Sales Persuasion, How is it done?
• F
• A
• B

35

• Sales Persuasion, How is it done?
• The Promise deliver the product

36

• Sales Persuasion, So What?
• You
• Your Family
• Your Boss
• Your Organization
• Your Country
• Your Planet

37

• Sales Persuasion, So What?
• Sell and Persuade more like Elmer Wheeler
• And less like Earle Wheeler

38

• Sales Persuasion. For more information,
• Contact
• Jack Yoest at
• JYoest_at_NVCC.edu
• www.Yoest.com
• And let me know what youve sold to your boss or
  an outside customer.

39

• Be sure to mark you calendar for our next
• Seminar here in the NOVA Theater
• How To Get Your Next Job
• 4 tactics to get you to your next career move
• April 29, 09, FREE, register Jack_at_NVCC.edu