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copyright © 2014 by: boom san agustin
simple
steps to
influential
selling
have you ever had days
when a sales person
came to you looking…
like this
but, in your mind, he looks…
like this
you’re not the only one
today, we’ll try to save
the reputation of
the sales professional
first, let’s have an activity
activity
birds of a
feather
what did we learn
from this activity
before we talk about
the 5 steps, let’s try to
understand influence
understanding influence
so, what is influence
“” “”
according to webster…
influence is the power
to cause changes without directly forcing
them to happen
in sales, it means
selling without selling
so, how does influence happen
so, how do we apply
this to selling
a short history of selling methods
in the old days we relied on…
the shotgun method
then, we evolved to…
the sniper method
but, influential selling is about…
the fishing method
the fishing method
explains influential selling
in 5 simple steps…
influential selling in five steps
know your fish
step
1
this means know your customer
but what do we have to know
activity
purchase an
avenger
the instructions are
in your manual
what did we learn
from this activity
influencers of customer behavior
de
mo
gra
ph
ics
psy
ch
og
rap
hic
s
cu
ltu
re
soc
ial n
orm
s
now, for step 2…
know where to find them
2 step
because of the internet
many sales people are also
delving into marketing
ask yourself…
where does my market hang out
are they on…
youtube
the internet
has become
our equalizer
let’s move to step 3…
prepare your lures and gear
step
3
so, what are your lures and gear
your gear refers to…
the things you need
to get the job done
so, does that mean your lures
refer to your products or services
your lures refer to…
your personal brand
to understand your brand…
now, it’s time for step 4…
patiently wait
4 step
here’s something you
probably didn’t know…
patience is not passive
on the contrary…
patience is proactive
say what
the story of a salesman
let me share with you
finally, we’ve reached step 5…
reel it in gently
step
5
once you’re actually talking
to the client,
he or she has probably
already made
the decision to buy
but…
you can’t
just force
the sale
let’s have an activity…
activity
hearing
it right
what did we learn
from this activity
i leave you with this…
“” “”
if you run after money, it
runs away and hides. if you run after excellence,
money runs after you.
- boom san agustin
that was just a teaser
for our module on
dynamic public speaking
to find out more
about this course
contact us here…
or connect with us on…
www.OurKnowledge.Asia
www.Linkedin.com/Company/Our-Knowledge-Consulting-Asia-
www.Facebook.com/OurKnowledgeAsia
www.twitter.com/OurKnowledgePH
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