Reflecting on past seminar...

Early this morning I was flipping thought old notebooks for seminars I had been to in this past and a came across notes entitled The Six Knows to Get The YES .... From when I sold Amway... I don't remember who the speaker was but re-reading my notes I thought it would be good to share some of the reflections.  "Building a solid book of business requires a plan, solid skills, a lot of hard work and belief in yourself."...

6 P's of Professional Selling.....

1) Preparation - Being ready with all the research needed ; Key point... Preparation compensates for lack of talent; meaning the preparation compensates for most surprises you encounter on a sales call.  You are ready with the answers because you prepared in advance. Take advantage of the resources available to you and be ready!

2)Prospecting - "is identifying organizations and individuals who have a need for your products, services and solutions."  Key point - Prospecting is a full time activity and not something to do hap-hazzardly.

                                      Good prospect Formula " C-O-D"

               C = Communication - everyone should know what you do for a living.

               O = Observation -  Be on the look out for new prospects.

               D = Dedicate - Yourself to being a great prospector, Talk to and mostly listen to people...

       

3) Prospect -  Understand the differences in potential clients and how to sell and communicate effectivelt to the differences. Key point - Know more about your prospect  than you do the product.  Listen with both ears. 

4) Product - "Interpreting how your product and services benefit your prospects and then communicating that value to them."  Key point - When explaining the product, you must lead with the prospect's need, not your product's features.  Three stronge selling words to use during your presentation are   values, advantages, and benefits.  These put you in a selling mode not a telling mode.  "If you know the value of your product you will not have to defend it's price."

5) Process - " is implementing a prospect-centered-sales process that allows you to focus on real needs, issues and challenges facing the prospect.  Key point - Process takes pressure off the sales person.  Which in turn reduces business frustration.

                              " Relationship strategy called TRUST selling."

        T = Think ;  R = Relate ; U= Uncover the needs ; S= Sell the solution ; T= Take action & Close

6) Person - is possessing the confidence in yourself, your company and your product ans services.  Humorous Key point - Timid sales people have skinny kids!  so venture boldly, develop faith in yourself, be assertive but not aggressive.