stop selling and start relating

Presented by Lisa Kanda

STOP SELLINGAND

START RELATING

Agenda

Why Do People Buy?1

5 Common Mistakes2

5 Habits for Success3

Strategic Networking in a Social World4

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

People Don’t Like to Be Sold But They Love to Buy

Effective Selling

3Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Why Do People Buy?

1. I like you2. I understand what I

am buying3. I perceive a value in

the product / service4. I have confidence in

you5. I trust and believe

you4

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Why Do People Buy?

6. I feel there is a fit between my needs and the product/service.

7. The price is fair 8. I perceive the product /

service will increase my productivity

9. I perceive the product / service will increase my profits

10.I perceive my sales person is trying to help build my business

5Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Find the Connection

6Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Common Mistakes

Mistake #1 Not Listening

7Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Why is Listening So Hard?

8

• Distracted• Thinking about

we will say next• Not genuinely

interested• Doing all the

talking

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Active Listening

It’s Not Just Paying Attention to the Words

9

55%Body

7% words

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Tips for Effective Listening

1. Stop Talking2. Show Full Attention3. Keep an Open Mind4. Ask Questions5. Reaffirm what they are

saying

10Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Common Mistakes

Mistake #2 Not Understanding Your

Value

11

It’s Not What You Do

OrHow You Do It

What REALLY Counts

The VALUEYou Bring

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Your Value Proposition

What makes you different?

What do you do better than anyone else?

Why do your clients/customers buy from you?

What value do they get? 12

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Common Mistakes

Mistake #3 Don’t Ask the “Right”

Questions

13Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Effective Questions

Find Out What’s Really Important

Ask Open-Ended QuestionsFind Their Pain PointsWhat are Their Goals?What are Their Problems?Ask Questions to Discover

Rewards/ConsequencesMagic Question - Is There

Anything Else?

14Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Common Mistakes

Mistake #4 Fail to Follow Up

15

MUST BETIMELY &

PURPOSEFUL

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Follow Up

Thank You Letters/EmailsThank You Pro App

Share Blog Posts/ArticlesNewsletterConnect on LinkedInPick Up the Phone!

16Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Common Mistakes

Mistake #5Fail to Follow Through

Only promise what you CAN deliverIntegrity - yes means yesEarn trust everyday

17Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Habits for Success

Habit #1Great Attitude

Life is 10% what happens to me and 90% how I react to it.

18Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Habits for Success

Habit #2Understanding

Do Your HomeworkSee the Big PictureStay in Questioning Mode

19Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Habits for Success

Habit #3Plan Success

PrioritizeHave Written GoalsPlan Each Day and Week

20Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Habits for Success

Habit #4Tell the Truth

It’s Easier to Remember!

21Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5 Habits for Success

Habit #5Time Management

22Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Strategic Networking in a Social World

Networking ROI- 4 Steps

Online Connections Leading to Offline Conversations-LinkedIn-Facebook-Eventbrite-MeetUp

Practice 5 Success Habits

23

http://bit.ly/StrategicNetworkingInASocialWorld

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Bonus for Everyone

24

www.facebook.com/ElkayCorporateAdvisors

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Bonus for Everyone

25

http://a.pgtb.me/R7cH2

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Drawing

26

Complimentary Sales Assessment

and One Hour Business Coaching Session with Me.

Value - $350

An assessment tool that helps you understand how you think and make decisions and provides an understanding of your strengths and weaknesses that will enable you to affect change in your life and achieve greater personal success.

Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent. © Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

Questions? Thank You!