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Who makes a successful salesperson? The importance of story-telling. Dealing with rejection.

45 Minutes plus questions. Who makes a successful salesperson? The importance of story-telling. Dealing with rejection. Contact: philip@philipdelvesbroughton.com. We sell or else. 3 aspects of a sale. Economic - how much? Structural - what’s the process?

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Who makes a successful salesperson? The importance of story-telling. Dealing with rejection.

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  1. 45 Minutes plus questions • Who makes a successful salesperson? • The importance of story-telling. • Dealing with rejection. Contact: philip@philipdelvesbroughton.com

  2. We sell or else...

  3. 3 aspects of a sale • Economic - how much? • Structural - what’s the process? • Psychological - the battle of wits.

  4. Anthony Sullivan - the Pitchman

  5. Selling intangibles more skill and pay Selling tangibles Banging the drum Order-taking more uncertainty Delivery

  6. McMurry’s traits of the perfect salesman • The wooing instinct. • Boundless energy and optimism. • A chronic hunger for money. • Self-discipline and a capacity for hard work. • Sees obstacles or rejections as a challenge.

  7. The best salesperson has a perfect balance betweenego and empathy

  8. The perfect salesman?

  9. The most important predictor of sales success is...

  10. Role Perception

  11. Don’t just look for salespeople...you’ll just inbreed mediocrity

  12. Three steps of a sale • Seduce • Rationalize • Close

  13. 3 kinds of sale • Task oriented - let’s get this done • Self-oriented - buy me lunch and we’ll talk • Relationship oriented - can we be friends?

  14. Overvalued • Experience • Contacts • Passion for the product

  15. Undervalued • Optimism • Tenacity • Context - product and relationships

  16. Before hiring ask... • What’s the context? • What will this salesperson have to do? • What do I really need to pay for? • What attitude must they have? • Does this job match their self-perception? • Finally, what skills?

  17. Tell me a story • Crisis • Struggle • Resolution • Make the listener feel heroic. • Make the salesperson feel heroic.

  18. Stories are the hard currency of sales.

  19. Loose Robes

  20. Responses to a lost sale Pessimist Optimist

  21. Cheerful realism • Identify any self-defeating thinking. • Gather evidence to support or undermine your fears. • Distract yourself from negative thoughts. • Widen your social bandwidth.

  22. Look for the happy losers

  23. The greatest opportunities in selling are in areas of uncertainty. • When everyone knows everything, find an area they don’t know and guide them through it.

  24. contact • philip@philipdelvesbroughton.com

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