Reading: How to Sell part 2 - One on One Selling (Slides)

How to sell - Part Two

One on one selling

The dance

Getting past the awkward

Getting to an engaging conversation

Establishing a connection to their dream, their passion, their vision.

Connecting their dream to your product or service

Getting a decision

Getting past the awkward

Why people are uncomfortable with sales people.

Unfamiliar

No trust

Salesmen wants to be friendly and chit chat only to end up selling me something

So how do you get past the awkward

Establish trust

Find a connection – State, sport, job, hobby, shoes …

Mirror

1 Corinthians 9:21-23 (NIV) To those not having the law I became like one not having the law (though I am not free from God’s law but am under Christ’s law), so as to win those not having the law. To the weak I became  

So how do you get past the awkward

weak, to win the weak. I have become all things to all people so that by all possible means I might save some. I do all this for the sake of the gospel, that I may share in its blessings.

So how do you get past the awkward

Use their name

Be upfront with what you want to do

Ask permission to ask a question to help you

Ask indirect questions 

Use examples and metaphors in their language and interests

Getting to an engaging conversation

Ask permission to ask a question

Know the difference between asking for an opinion and asking for help.

Ask questions that keep the conversation going.

Use examples and metaphors in their language and interests

Establishing a connection to their dream, their passion, their vision

Get them to share their dream, their passion, their vision

You are not asking them to help you in buying your product or service, you are helping them reach their dream by making available to them your product or service. It is not about you; it is about them.

Connect your product or service to their dream, their passion, their vision

Connect your product and/or
service to their peer group

Getting a decision

Create a state of urgency

Create a state of opportunity

Answer objections

Agree with them, but add another way to look at it

Offer helpful information

Try to counsel them as if they were a good friend 

If you made the sale, complete the sale

Example of the pen

If you did not make the sale …

Ask when you can check back with them again (write it down and make sure you do it)

Tell them you will let them know if your product or service changes in a way that might work for the client.

End positively. (Never burn a bridge)