bigger better
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Sutton UniversitySales and Marketing
Bigger is Not BetterBigger is Not Better
Sutton UniversitySales and Marketing
Bigger is Not Necessarily BetterBigger is Not Necessarily Better
Who is Number One?
Who does the consumer turn to when they need information…
• The biggest • The ones with the most ads• Or the ones they trust
Sutton UniversitySales and Marketing
Your 2000 Marketing Plan Must Your 2000 Marketing Plan Must Incorporate Incorporate TRUSTTRUST
Two words that sway the public to have a higher degree of trust
1. Sold
1. Marketing
Sutton UniversitySales and Marketing
Trust is Developed by…..Trust is Developed by…..
Providing your job description
Performing your job description
Going beyond what your job description intended to cover
Sutton UniversitySales and Marketing
What Medium Will Build You TrustWhat Medium Will Build You Trust
Newspapers
Newsletters
Flyers
Personal Notes
Gifts
Social Functions
Sutton UniversitySales and Marketing
Trust has a Cousin….Trust has a Cousin….
Confidence• Confidence is built by
performing agreed upon tasks at above average acceptable levels
Sutton UniversitySales and Marketing
Tasks Sellers and Buyers Want Us Tasks Sellers and Buyers Want Us to Perform Above Expectationsto Perform Above Expectations
Communication
Understanding of the process of buying and selling
Leadership through calmness
Sutton UniversitySales and Marketing
Who are Trust & Confidence?Who are Trust & Confidence?
Getting consumers to have trust & confidence will make selling obsolete
There is a fine line between bragging and performing
Leadership skills in sales are developed once trust & confidence are achieved
Sutton UniversitySales and Marketing
Do’s and Don’ts of Being BetterDo’s and Don’ts of Being Better
Do Creatively
announce your successes
Provide high quality information
Always be on the cutting edge of your business
Don’t Live war stories Cover your
weaknesses at the expense of someone else
Live in small ponds – they dry up