FANatical Selling High Touch Selling in a High Tech World
Buyers are FANS
#FANselling @CreatingWOW
90% used the Internet
2013 Digital House Hunt
ü 11 searches prior to taking an action
ü Search 90 days prior to purchase
2013 Digital House Hunt
Upon First Search: ü 24% take action
same day
ü 40% take action 120 days
2013 Digital House Hunt
Zero Moment of Truth
#FANselling @CreatingWOW
The FANatical Sales Process
Attract
Engage
Convert
WOW!
#FANselling @CreatingWOW
ü Informed ü Empowered ü Invested ü Expectations
#FANselling @CreatingWOW
What Do FANatical Salespeople Do Differently?
Janet Backman Southern Homes of Polk County
2014
Salesperson of the Year
The Power
of Social Proof
Social Proof Works!
Give to
Get #FANselling @CreatingWOW
ü Show gratitude
ü Radiate Enthusiasm
ü Write conversationally
#FANselling @CreatingWOW
Personalize the Pitch
87,000 Coffee Combinations!
What Are Your Must Haves?
Ask Yourself: ü What is this
person’s POV?
ü What are your buyer’s FAQ?
#FANselling @CreatingWOW
Harness Technology
ü CRM ü Hardware ü Apps
#FANselling @CreatingWOW
Productivity Apps
Paperback Books $20 each (reg. $24.95) eBooks $10 each
Text “WOW” to 44144
Slides available at Slideshare.net/Meredith Oliver
Meredith Oliver Learn more at CreatingWOW.com
@CreatingWOW
Facebook.com/CreatingWOW
@MeredithsShoes22