How Well Do You Sell Yourself and Your Company ?

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How Well Do You Sell Yourself and Your Company ?
HESS September 28, 2005

• John F. Graham
• Frontline Resources, Inc.

JohnFranklinGraham.com
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What Do We Do?

• ISO 9000 Quality System Consulting
• Process Mapping and Improvement
• Specialty Sales Training
• Coaching Key Individuals

JohnFranklinGraham.com
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Selling Is Communicating
Building the Bridge
You Need it
I Have it

• Win-Win
• Solution

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YOU CAN SUCCEED BEST AND QUICKEST BY HELPING
OTHERS TO SUCCEED NAPOLEON HILL
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Sell to the Pain

• Solve an immediate problem
• Price is based on the value of time (how soon?)
• Doctor, how much will it cost to remove this
  extremely painful spike sticking out of my
  head?

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Convince them to buy it.Convince them to buy
from us.
Account Maintenance
You need it You need us
Examples

• A new car
• A new dress
• White Teeth
• ISO9000 Certification

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Not all Business Is Good Business - Qualify
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Selling Habits

• Your Best Habit PERSISTENCE
• Your Worst Habit - PROCRASTINATION

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How to Handle OBJECTIONS

• Throw it back to them
• (repeat it back slowly) Example
• - Leadership Coaching - Italian Food -
  Seattle

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Dont Trash the Competition

• Its not a political campaign
• Yes I know them well
• Lincoln on Competition

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Stop Talking and Listen

• Have a List of Five Magic Questions - Where
  are you from?-- --
• Questions are the most powerful form of
  communication. Socrates

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Stop Talking and Listen

• Listen with your eyes and ears
• Body Language (open or closed)
• Communication is Approximately - 10 the
  words - 40 the sound/tone - 50 visual

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We buy from people we like

• Be likeable
• What makes people unlikeable?
• - Negative Attitude
• - Pace
• - Dress/Appearance/Jewelry

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Match Pace Then Lead

• (Run at the Same Pace)
• Tempo THE FUNNEL
• Volume
• Technical Jargon and Industry Buzz Words
• Select Wording
• - Dentist - Sign the Contract - Soviets

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Communication Dominance
Visual Auditory Kinesthetic
See Hear Feel
Vision Say Warm
Dull Talk Hot
Show Loud Connect
Watch Tell Tough
Picture Noise Hard
Clear Listen Cold
Visible Sound Soft
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Negotiations

• Prepare
• Know your upper and lower limits- How much can
  I cut the price?- Higher Authority- The Flinch
  (Roger Dawson)

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NegotiationsThe Money Question

• Give typical price range
• Has the company Budgeted for this?
• (If there is a problem, this allows them to
  save face.)

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A Choice of Yes-es

• Different Levels
• Different degrees of Service
• A base with options Different Prices ()
• Avoid Yes OR No

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Selling to the Top

• Determine the Decision Maker - Gatekeeper -
  User Buyer - Influencer
• - Economic Decision Maker
• It may take 5 people to say YES
• but only one to say NO!

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Closing

• Closing is easy if ________________
• Assume that they will buy Then state the next
  step (e.g. This obviously is a fit, what
  is our next step?)

Build the Bridge
You Need it
I Have it
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Most are just too nice to say NO
Instead gtgt

• Well, can you send me something?
• Can you send me a proposal?
• I want to sleep on it.

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Fast Forward the Tapes
?
Where do you want to be in 5 years?
Keep learning
Work on your craft