One Minute SalespersonAuthor(s) Spencer Johnson amp Larry Wilson

Overcome Fears

8020 RULE

Top 3 Qualities of Salesperson

Ambitious

Go for NO

Make a Total Commitment to Success

DEDICATION

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

Overcome Fears

8020 RULE

Top 3 Qualities of Salesperson

Ambitious

Go for NO

Make a Total Commitment to Success

DEDICATION

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

The legendary salespersoncalled by some ldquoThe One Minute $alespersonrdquo

ldquoAlmost everyone in every walk of life who succeeded was really an

effective sales personrdquo

Person based approach

bull Behind every sale is a PERSON Seller or Buyer Selling to others or selling to me

Key Minute in doing sales

FINDING

Purpose ne Goals

Finding is simple but learning is

another different story

Invest yourself in finding the key minute and crystalize it clear Itrsquos a

lesson of wonderful paradox

Then Start Selling on Purpose

ldquoMy selling purpose is to help get the good feelings they want about what they bought and about themselvesrdquo

- One Minute $alesperson

2 Level

1 Doing sales routine consciously on purpose2 Caring about people to get what they want to get

Before the saleldquoWhenever I am successful

I know I have chosen consciously or unconsciously to use the positive thoughts that created my successrdquo

The One Minute Rehearsal

Step 1

WALK IN THE OTHER PERSONrsquoS SHOESBefore I can walk in another personrsquos shoes I must first take off my

own Customer orientation

Step 2

Study features amp advantages of what you sell to solve problemsKnow your productservice

Step 3Visualize a happy endingPower of positive thinking

Key Minutes Before the Sales

During the salesPeople donrsquot buy services products or

ideas They buy how they imagine using them will make them feel

bull People hate to be sold anything but they love to buy I sell the way I and the other person like to buy I invest time as a PERSON

bull People buy for their reasons not salespersonrsquos I ask lsquoHAVErsquo question and lsquoWANTrsquo question

bull When I want to remember how to sell I simply recall how I and other people like to buy The other person closes the sale when he sees he gets the maximum benefits with the minimum personal risk

bull The difference is the problem I listen and I repeat back what I have heard to relate with solution to the problem

bull I honestly relate my service product or idea only to what the other person wants to feel Identify needs and not create needs

Key Minutes During the Sales

After the SaleldquoAfter I sell On Purpose

people feel pleased about what they bought and

with themselvesrdquo

Key Minutes After the Sales

Happy customers give me invaluable

REFERRALS

bull Follow up people after salebull Confirm if they are happybull If not help make things rightbull When pleased praise their buying decisionbull Provide some added valuebull Ask for active referrals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

Person based approach

bull Behind every sale is a PERSON Seller or Buyer Selling to others or selling to me

Key Minute in doing sales

FINDING

Purpose ne Goals

Finding is simple but learning is

another different story

Invest yourself in finding the key minute and crystalize it clear Itrsquos a

lesson of wonderful paradox

Then Start Selling on Purpose

ldquoMy selling purpose is to help get the good feelings they want about what they bought and about themselvesrdquo

- One Minute $alesperson

2 Level

1 Doing sales routine consciously on purpose2 Caring about people to get what they want to get

Before the saleldquoWhenever I am successful

I know I have chosen consciously or unconsciously to use the positive thoughts that created my successrdquo

The One Minute Rehearsal

Step 1

WALK IN THE OTHER PERSONrsquoS SHOESBefore I can walk in another personrsquos shoes I must first take off my

own Customer orientation

Step 2

Study features amp advantages of what you sell to solve problemsKnow your productservice

Step 3Visualize a happy endingPower of positive thinking

Key Minutes Before the Sales

During the salesPeople donrsquot buy services products or

ideas They buy how they imagine using them will make them feel

bull People hate to be sold anything but they love to buy I sell the way I and the other person like to buy I invest time as a PERSON

bull People buy for their reasons not salespersonrsquos I ask lsquoHAVErsquo question and lsquoWANTrsquo question

bull When I want to remember how to sell I simply recall how I and other people like to buy The other person closes the sale when he sees he gets the maximum benefits with the minimum personal risk

bull The difference is the problem I listen and I repeat back what I have heard to relate with solution to the problem

bull I honestly relate my service product or idea only to what the other person wants to feel Identify needs and not create needs

Key Minutes During the Sales

After the SaleldquoAfter I sell On Purpose

people feel pleased about what they bought and

with themselvesrdquo

Key Minutes After the Sales

Happy customers give me invaluable

REFERRALS

bull Follow up people after salebull Confirm if they are happybull If not help make things rightbull When pleased praise their buying decisionbull Provide some added valuebull Ask for active referrals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

Key Minute in doing sales

FINDING

Purpose ne Goals

Finding is simple but learning is

another different story

Invest yourself in finding the key minute and crystalize it clear Itrsquos a

lesson of wonderful paradox

Then Start Selling on Purpose

ldquoMy selling purpose is to help get the good feelings they want about what they bought and about themselvesrdquo

- One Minute $alesperson

2 Level

1 Doing sales routine consciously on purpose2 Caring about people to get what they want to get

Before the saleldquoWhenever I am successful

I know I have chosen consciously or unconsciously to use the positive thoughts that created my successrdquo

The One Minute Rehearsal

Step 1

WALK IN THE OTHER PERSONrsquoS SHOESBefore I can walk in another personrsquos shoes I must first take off my

own Customer orientation

Step 2

Study features amp advantages of what you sell to solve problemsKnow your productservice

Step 3Visualize a happy endingPower of positive thinking

Key Minutes Before the Sales

During the salesPeople donrsquot buy services products or

ideas They buy how they imagine using them will make them feel

bull People hate to be sold anything but they love to buy I sell the way I and the other person like to buy I invest time as a PERSON

bull People buy for their reasons not salespersonrsquos I ask lsquoHAVErsquo question and lsquoWANTrsquo question

bull When I want to remember how to sell I simply recall how I and other people like to buy The other person closes the sale when he sees he gets the maximum benefits with the minimum personal risk

bull The difference is the problem I listen and I repeat back what I have heard to relate with solution to the problem

bull I honestly relate my service product or idea only to what the other person wants to feel Identify needs and not create needs

Key Minutes During the Sales

After the SaleldquoAfter I sell On Purpose

people feel pleased about what they bought and

with themselvesrdquo

Key Minutes After the Sales

Happy customers give me invaluable

REFERRALS

bull Follow up people after salebull Confirm if they are happybull If not help make things rightbull When pleased praise their buying decisionbull Provide some added valuebull Ask for active referrals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

Then Start Selling on Purpose

ldquoMy selling purpose is to help get the good feelings they want about what they bought and about themselvesrdquo

- One Minute $alesperson

2 Level

1 Doing sales routine consciously on purpose2 Caring about people to get what they want to get

Before the saleldquoWhenever I am successful

I know I have chosen consciously or unconsciously to use the positive thoughts that created my successrdquo

The One Minute Rehearsal

Step 1

WALK IN THE OTHER PERSONrsquoS SHOESBefore I can walk in another personrsquos shoes I must first take off my

own Customer orientation

Step 2

Study features amp advantages of what you sell to solve problemsKnow your productservice

Step 3Visualize a happy endingPower of positive thinking

Key Minutes Before the Sales

During the salesPeople donrsquot buy services products or

ideas They buy how they imagine using them will make them feel

bull People hate to be sold anything but they love to buy I sell the way I and the other person like to buy I invest time as a PERSON

bull People buy for their reasons not salespersonrsquos I ask lsquoHAVErsquo question and lsquoWANTrsquo question

bull When I want to remember how to sell I simply recall how I and other people like to buy The other person closes the sale when he sees he gets the maximum benefits with the minimum personal risk

bull The difference is the problem I listen and I repeat back what I have heard to relate with solution to the problem

bull I honestly relate my service product or idea only to what the other person wants to feel Identify needs and not create needs

Key Minutes During the Sales

After the SaleldquoAfter I sell On Purpose

people feel pleased about what they bought and

with themselvesrdquo

Key Minutes After the Sales

Happy customers give me invaluable

REFERRALS

bull Follow up people after salebull Confirm if they are happybull If not help make things rightbull When pleased praise their buying decisionbull Provide some added valuebull Ask for active referrals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

Before the saleldquoWhenever I am successful

I know I have chosen consciously or unconsciously to use the positive thoughts that created my successrdquo

The One Minute Rehearsal

Step 1

WALK IN THE OTHER PERSONrsquoS SHOESBefore I can walk in another personrsquos shoes I must first take off my

own Customer orientation

Step 2

Study features amp advantages of what you sell to solve problemsKnow your productservice

Step 3Visualize a happy endingPower of positive thinking

Key Minutes Before the Sales

During the salesPeople donrsquot buy services products or

ideas They buy how they imagine using them will make them feel

bull People hate to be sold anything but they love to buy I sell the way I and the other person like to buy I invest time as a PERSON

bull People buy for their reasons not salespersonrsquos I ask lsquoHAVErsquo question and lsquoWANTrsquo question

bull When I want to remember how to sell I simply recall how I and other people like to buy The other person closes the sale when he sees he gets the maximum benefits with the minimum personal risk

bull The difference is the problem I listen and I repeat back what I have heard to relate with solution to the problem

bull I honestly relate my service product or idea only to what the other person wants to feel Identify needs and not create needs

Key Minutes During the Sales

After the SaleldquoAfter I sell On Purpose

people feel pleased about what they bought and

with themselvesrdquo

Key Minutes After the Sales

Happy customers give me invaluable

REFERRALS

bull Follow up people after salebull Confirm if they are happybull If not help make things rightbull When pleased praise their buying decisionbull Provide some added valuebull Ask for active referrals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

The One Minute Rehearsal

Step 1

WALK IN THE OTHER PERSONrsquoS SHOESBefore I can walk in another personrsquos shoes I must first take off my

own Customer orientation

Step 2

Study features amp advantages of what you sell to solve problemsKnow your productservice

Step 3Visualize a happy endingPower of positive thinking

Key Minutes Before the Sales

During the salesPeople donrsquot buy services products or

ideas They buy how they imagine using them will make them feel

bull People hate to be sold anything but they love to buy I sell the way I and the other person like to buy I invest time as a PERSON

bull People buy for their reasons not salespersonrsquos I ask lsquoHAVErsquo question and lsquoWANTrsquo question

bull When I want to remember how to sell I simply recall how I and other people like to buy The other person closes the sale when he sees he gets the maximum benefits with the minimum personal risk

bull The difference is the problem I listen and I repeat back what I have heard to relate with solution to the problem

bull I honestly relate my service product or idea only to what the other person wants to feel Identify needs and not create needs

Key Minutes During the Sales

After the SaleldquoAfter I sell On Purpose

people feel pleased about what they bought and

with themselvesrdquo

Key Minutes After the Sales

Happy customers give me invaluable

REFERRALS

bull Follow up people after salebull Confirm if they are happybull If not help make things rightbull When pleased praise their buying decisionbull Provide some added valuebull Ask for active referrals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

During the salesPeople donrsquot buy services products or

ideas They buy how they imagine using them will make them feel

bull People hate to be sold anything but they love to buy I sell the way I and the other person like to buy I invest time as a PERSON

bull People buy for their reasons not salespersonrsquos I ask lsquoHAVErsquo question and lsquoWANTrsquo question

bull When I want to remember how to sell I simply recall how I and other people like to buy The other person closes the sale when he sees he gets the maximum benefits with the minimum personal risk

bull The difference is the problem I listen and I repeat back what I have heard to relate with solution to the problem

bull I honestly relate my service product or idea only to what the other person wants to feel Identify needs and not create needs

Key Minutes During the Sales

After the SaleldquoAfter I sell On Purpose

people feel pleased about what they bought and

with themselvesrdquo

Key Minutes After the Sales

Happy customers give me invaluable

REFERRALS

bull Follow up people after salebull Confirm if they are happybull If not help make things rightbull When pleased praise their buying decisionbull Provide some added valuebull Ask for active referrals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

bull People hate to be sold anything but they love to buy I sell the way I and the other person like to buy I invest time as a PERSON

bull People buy for their reasons not salespersonrsquos I ask lsquoHAVErsquo question and lsquoWANTrsquo question

bull When I want to remember how to sell I simply recall how I and other people like to buy The other person closes the sale when he sees he gets the maximum benefits with the minimum personal risk

bull The difference is the problem I listen and I repeat back what I have heard to relate with solution to the problem

bull I honestly relate my service product or idea only to what the other person wants to feel Identify needs and not create needs

Key Minutes During the Sales

After the SaleldquoAfter I sell On Purpose

people feel pleased about what they bought and

with themselvesrdquo

Key Minutes After the Sales

Happy customers give me invaluable

REFERRALS

bull Follow up people after salebull Confirm if they are happybull If not help make things rightbull When pleased praise their buying decisionbull Provide some added valuebull Ask for active referrals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

After the SaleldquoAfter I sell On Purpose

people feel pleased about what they bought and

with themselvesrdquo

Key Minutes After the Sales

Happy customers give me invaluable

REFERRALS

bull Follow up people after salebull Confirm if they are happybull If not help make things rightbull When pleased praise their buying decisionbull Provide some added valuebull Ask for active referrals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

Key Minutes After the Sales

Happy customers give me invaluable

REFERRALS

bull Follow up people after salebull Confirm if they are happybull If not help make things rightbull When pleased praise their buying decisionbull Provide some added valuebull Ask for active referrals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

Self Managed Selling

ldquoSelf-Managed Selling first helps me realize

how good I already amand then it lets me enjoybecoming even betterrdquo

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

One Minute Salesperson

Author(s) Spencer Johnson amp Larry Wilson

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

My One Minute Manager

Set One Minute GoalsGive One Minute PraisingApply My One Minute ReprimandAdapt One Self-Management

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

bull I write out my goals in less 250 words as though they are real

bull I read and reread them in one minutesbull I see them as already achieved each time I read

Set One Minute Goals

Questions

Thank you

Thank you