Presented by Kathy & Al Miller - PowerPoint PPT Presentation

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  1. SALES Presented by Kathy & Al Miller

  2. SALES

  3. SALES $15,800,000,000,000 ¡Buyer Seller¡

  4. SALES $15,800,000,000,000 $43,000,000,000 ¡Buyer Seller¡ EVERY DAY!

  5. SALES We are wanting a piece of that $43,000,000,000 ¡Buyer Seller¡

  6. SALES That’s a Lot of Selling! Advertising on Trucks TV Radio Advertising on Buses Billboards Magazines Rolling Billboards Internet Newspapers Pamphlets Brochures Cars wrapped in Advertising Everybody is Selling - Something! EVERY DAY!

  7. SALES People are in Selling Mode more hours

  8. SALES People are in Selling Mode more hours In Buying mode a few hours per week

  9. SALES People are in Selling Mode more hours In Buying mode a few hours per week Most of the Time in Idle Mode

  10. SALES IDOL/CONSUMING! People are in Selling Mode more hours In Buying mode a few hours per week Most of the Time in Idle Mode CONSUMING!

  11. SALES IDLE/CONSUMING! SELLING BUYING That’s our CHALLENGE!

  12. SALES We are looking for are BUYERS!

  13. SALES We are looking for are BUYERS! When we walk into a business

  14. SALES We are looking for are BUYERS! When we walk into a business Those folks are looking for BUYERS, too!

  15. SALES We are looking for are BUYERS! When we walk into a business Those folks are looking for BUYERS, too! They are in a SELLING mode!

  16. SALES

  17. SALES Our task is to make it as easy as possible for advertisers to see this will work for them! To bring BUYERs to their business

  18. SALES The minute we first make contactwith the personwho can make the decisionto BUY an Ad

  19. SALES The minute we first make contactwith the personwho can make the decisionto BUY an Ad An invisible clock starts ticking!

  20. SALES The minute we first make contactwith the personwho can make the decisionto BUY an Ad We are interrupting their SELLING

  21. SALES We are on probation, so to speak,

  22. SALES You are on probation, so to speak, By not telling us to leave,

  23. SALES You are on probation, so to speak, By not telling us to leave, They are letting us SELL them! That’s GOOD! They are willing to hear our message! So, give our message as quickly and to the point, as possible

  24. SALES Using ONLY our words, And our gestures !

  25. SALES What obstacles do we have to get past to make it easy for them to switch toBUYINGmode?

  26. SALES • Advertisers PERCEPTIONS

  27. SALES • AdvertisersPERCEPTIONS ¢Of entity we are selling

  28. SALES • Advertisers PERCEPTIONS ¢Of entity we are selling ¢Of getting business from the ad

  29. SALES • Advertisers PERCEPTIONS ¢Of entity we are selling ¢Of getting business from the ad ¢Of his situation

  30. SALES • Advertisers PERCEPTIONS ¢Of entity we are selling ¢Of getting business from the ad ¢Of his situation ¢Of US

  31. SALES • Advertisers PERCEPTIONS ¢Of entity we are selling ¢Of getting business from the ad ¢Of his situation ¢Of US

  32. SALES 55% Non-verbal Body Language Verbal Tone & Language 12% 33%

  33. SALES Non-verbal/Body Language 55% of the Advertisers decision Has Nothing to do with What we say OR… HOW we say it!

  34. SALES Non-verbal/Body Language Over half of his decision to buy from us is… …about HOW we LOOKED to the advertiser, when we walk in!

  35. SALES That means: If we flub the Non-verbal/Body Language our chances of getting the ad are cut In half!

  36. SALES 55% Non-verbal Body Language Verbal Tone & Language 12% 33%

  37. SALES Non-verbal/Body Language Wear clothes similar to the ones you see them wearing!

  38. SALES Non-verbal/Body Language Wear clothes similar to the ones you see them wearing! Do what you can to minimize any negative perceptions

  39. SALES Non-verbal/Body Language Always have a pleasant look on your face

  40. SALES 55% Non-verbal Body Language Verbal Tone & Language 12% 33%

  41. SALES Verbal Tone & Language 33% of the Advertisers decision Has Nothing to do with What we say! It has to do with HOW we say it!

  42. SALES Verbal Tone & Language I like to speak in a friendly, Straightforward “business like” tone

  43. SALES Verbal Tone & Language Try to adopt their speech patterns

  44. SALES Verbal Tone & Language I work to make them feel more comfortable with me

  45. SALES 55% 88% Non-verbal Body Language Verbal Tone & Language 12% 33%

  46. SALES SELLING

  47. SALES SELLING

  48. SALES Maintain a Positive Attitude, In the Face of a Negative Outcome!

  49. SALES We KNOW we are going to get more No’s Than YES’s! We have to Maintain that Positive Attitude!

  50. SALES BE POSITIVE That there are buyers out there, we just have to go FIND them! It could HAPPEN!