Make your presentations Make your presentations Snap!Snap!

How much better do you have to be than How much better do you have to be than the next guy?the next guy?

How much are you WORTH per hour?How much are you WORTH per hour?

Why did you NOT get hired on your last Why did you NOT get hired on your last job interview?job interview?

What is your PURPOSE when you go out What is your PURPOSE when you go out on your job interviews?on your job interviews?

““I will practice, and improve, and polish the words I utter to sell my I will practice, and improve, and polish the words I utter to sell my goods, for this is the foundation on which I will build my career and goods, for this is the foundation on which I will build my career and never will I forget many have attained great wealth and success with never will I forget many have attained great wealth and success with only ONE sales talk, delivered with EXCELLENCE!” – Og Mandino, only ONE sales talk, delivered with EXCELLENCE!” – Og Mandino, “The Greatest Salesman in the World“The Greatest Salesman in the World””

““He works from a plan and not a can, but as a professional he He works from a plan and not a can, but as a professional he knows while there are many ways to say things, there is ONE best knows while there are many ways to say things, there is ONE best way. As a result, he includes many verbatim phrases, explanations, way. As a result, he includes many verbatim phrases, explanations, and expressions in EVERY sale presentation.” – Zig Ziglar, and expressions in EVERY sale presentation.” – Zig Ziglar, “The “The Professional Understands”Professional Understands”

““In order to appear completely spontaneous, my act requires very In order to appear completely spontaneous, my act requires very careful rehearsal” a Pot Shot by Ashleigh Brilliantcareful rehearsal” a Pot Shot by Ashleigh Brilliant

The IBM sales storyThe IBM sales story

Use personal and professional standards Use personal and professional standards in your presentationsin your presentations– Have a clarity of tasksHave a clarity of tasks

Customer vs ClientCustomer vs Client

What’s the difference?What’s the difference?

Sell the CustomerSell the Customer

Inspect the Inspect the jobsite and jobsite and meet the meet the prospectprospect

Find or insert Find or insert painpain

CloseCloseCloseClose

CloseClose

Get the sale Get the sale and the checkand the check

Work up the estimate

Establish a ClientEstablish a Client

Interview

House or job inspection

Invitation to establish a relationship

Gain a client

And a long term relationship

Share SOP’ s

Think about it

My PURPOSE :My PURPOSE :to help people make to help people make GOOD DECISIONSGOOD DECISIONS

Only two decisions they have to make Only two decisions they have to make (and in THIS order):(and in THIS order):– Who are they going to hire?Who are they going to hire?

– How much is it?How much is it?

2 VERY VERY2 VERY VERYImportant things toImportant things to

remember!remember!

Behind every presentation is a Behind every presentation is a PERSONPERSON

Every PERSON makes decisions based Every PERSON makes decisions based on on FEELINGSFEELINGS

Why do people buy from you?Why do people buy from you?

– LikeLike

– TrustTrust– CareCare

– CompetentCompetent

– BestBest

– WorthWorth

ALL these need to

be answered

in this order

Develop a presentation around these Develop a presentation around these FEELINGSFEELINGS

a PLANNED, not CANNED presentationa PLANNED, not CANNED presentation

transfer FEELINGS during the interview transfer FEELINGS during the interview processprocess

Use the new PDCA presentation book, Use the new PDCA presentation book, built around supporting these feelingsbuilt around supporting these feelings

Phone call

Screening

Smile

Ring doorbell

Sincere compliment

Kitchen table

Break the ice

Big Question

Series of questions

Tour job

Silent salesman

Second tour

Kitchen table

SOP Set next appointmentSend estimate

Deliver estimateThank you note

Ingredients:Ingredients:

Your commitment to a systemYour commitment to a systemYour smileYour smileYour willingness to follow your own system, Your willingness to follow your own system, consistentlyconsistentlyYour storyYour storyYour silent salespersonYour silent salespersonYour flexibilityYour flexibilityYour practice (use a checklist)Your practice (use a checklist)Price conditioningPrice conditioning

If you didn’t sell the job or establish a If you didn’t sell the job or establish a constructive relationship:constructive relationship:

What do you do, then?What do you do, then?

The 4 lids on your sales boxThe 4 lids on your sales box

Do they trust ME?Do they trust ME?

Do they trust my COMPANY?Do they trust my COMPANY?

Is the level of my SERVICE believable?Is the level of my SERVICE believable?

What about the payment?What about the payment?

ME

My Company

Product or service

Payment terms

Use a checklistUse a checklist

Did I follow my process?Did I follow my process?– Chart out your processChart out your process

Did I ask enough questions?Did I ask enough questions?– Review the list of questions you should have Review the list of questions you should have

askedasked

Did I ask the right questions?Did I ask the right questions?

Did I talk too much about ME?Did I talk too much about ME?– This could be a tough oneThis could be a tough one

Remember:Remember:

No ONE painting job is that importantNo ONE painting job is that important

But a long term relationship is worth its But a long term relationship is worth its weight in gold!weight in gold!

““I will practice, and improve, and polish the words I utter to sell I will practice, and improve, and polish the words I utter to sell my goods, for this is the foundation on which I will build my career my goods, for this is the foundation on which I will build my career and never will I forget many have attained great wealth and and never will I forget many have attained great wealth and success with only ONE sales talk, delivered with EXCELLENCE!” – success with only ONE sales talk, delivered with EXCELLENCE!” – Og Mandino, Og Mandino, “The Greatest Salesman in the World“The Greatest Salesman in the World””

Where do you go from here?Where do you go from here?

What is YOUR purpose for your presentation?What is YOUR purpose for your presentation?

1 call or 2?1 call or 2?

Put together your Silent SalespersonPut together your Silent Salesperson

Put together the steps of your successful Put together the steps of your successful presentationpresentation

Evaluate your progress through an evaluation Evaluate your progress through an evaluation processprocess

Make a journal of your experiencesMake a journal of your experiences

Have a supply of Thank You cards on handHave a supply of Thank You cards on hand