stop selling and start relating
DESCRIPTION
Discover how businesses need to adapt to increase customer loyalty to lead to more referrals, leads and sales. In this presentation you will learn: • Why do people buy? • The 5 common mistakes businesses make • The 5 habits of successful businesses • How to utilize social networking to increase your connections, leads and sales.TRANSCRIPT
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!