Selling Anything to Anyone

Intro to sales lecture aimed at college students covering the basics of sales with key ideas, rules, tips and techniques.

Transcript

1. Selling Anything to Anyone: 5 Lessons © Matthew Draycott І 2012
2. Why Do People Buy Anything?
3. NEEDS vs. WANTS
4. NEEDS vs. WANTS
5. NEEDS vs. WANTS
6. But Why is that Important?
7. Understanding what motivates buying decisions is the root any sales strategy.
8. Will People Need or Want Your Product?
9. Selling stuff people need is easy…
10. Selling stuff people need is easy… …selling things people want can be tough.
11. Wants' are all about desire.
12. Wants' are all about desire. If the desires outweigh other costs people buy.
13. Wants' are all about desire. If the desires outweigh other costs people buy. This is called: Opportunity Cost
14. How Do I Create Desire?
15. Sell the benefits…
16. …not the feature Sell the benefits…
17. What Are The Benefits?
18. R2-D2 Features: R2-D2 Benefits:
19. R2-D2 Features: Cable Gun R2-D2 Benefits:
20. R2-D2 Features: Cable Gun Holoprojector R2-D2 Benefits:
21. R2-D2 Features: Cable Gun Holoprojector Saw R2-D2 Benefits:
22. R2-D2 Features: Cable Gun Holoprojector Saw Fire Extinguisher R2-D2 Benefits:
23. R2-D2 Features: Cable Gun Holoprojector Saw Fire Extinguisher Computer Link R2-D2 Benefits:
24. R2-D2 Features: Cable Gun Holoprojector Saw Fire Extinguisher Computer Link etc… R2-D2 Benefits:
25. R2-D2 Features: Cable Gun Holoprojector Saw Fire Extinguisher Computer Link etc… R2-D2 Benefits: Saves Your Ass…
26. R2-D2 Features: Cable Gun Holoprojector Saw Fire Extinguisher Computer Link etc… R2-D2 Benefits: Saves Your Ass… …Every time!
27. Benefits are sexy…
28. Benefits are sexy… …but they are also individual.
29. How do we communicate?
30. Body Language 70% Tone of Voice 20% What You Say 10% !
31. Language: Feeling Short Sentences Simple Ideas ...Avoid Jargon
32. Tone of Voice: Volume Pitch Intonation
33. Body Language: Get Relaxed Find A Stance Let Your Body Lead Make Eye Contact
34. The Best Sales Are Conversations
35. Remember your role Isn’t just to Sell…
36. Remember your role Isn’t just to Sell… …It’s to provide the most appropriate solution to customers.
37. This Helps to Build TRUST
38. Trust creates profitable long term relationships
39. Recap 5 Tips:
40. Recap 5 Tips: 1 Understand the customers motivations.
41. Recap 5 Tips: 1 Understand the customers motivations. 2 Sell the benefits.
42. Recap 5 Tips: 1 Understand the customers motivations. 2 Sell the benefits. 3 Develop communication skills.
43. Recap 5 Tips: 1 Understand the customers motivations. 2 Sell the benefits. 3 Develop communication skills. 4 Start conversations that build trust.
44. Recap 5 Tips: 1 Understand the customers motivations. 2 Sell the benefits. 3 Develop communication skills. 4 Start conversations that build trust. 5 Create long term relationships with customers.
45. Thanks to all these lovely Flickr people: Leg0fenris Psiaki Pcora Yinyang Kalexanderson Pedro Venzini Pip Solo d35ign Med Photo Blog All product images remain property of the relevant copyright holders.