The Courtship Sales System

1. The Courtship Sales System Relationship Selling and Dynamic Marketing By Dan McKinnon

2. Trying on your “sales wings”

3. Who Sells? When?, Why? What Sells? Everyone does it, all of the time. Its simply, persuasion personified. Sales are the life force of the organization…, it sells, therefore it is. The Courtship Sales System

4. The Courtship Sales System • “A common sense approach to relationship selling”

5. How is the sales process like a courtship? AT------- IN------ DES--- ACT--- The Courtship Sales System

6. ATTENTION “Opening the Client’s door to You”, But How? Newness Urgency I know who you know Referrals are #1 Stand up to be seen, Speak up to be heard And more…? The Courtship Sales System

7. INTEREST How do I show you I’m interested in you? Another Attention... Loving to Listen… Creating USP’s Making POP’s The Courtship Sales System

8. DESIRE Making it…Building it...it’s a quest using questions Joe’s A.L.E. and his A.D.E. Know and Show Covey’s 4th Show you care with Factscan questioning Fact scan…. Facts can…. The Courtship Sales System

9. MORE DESIRE “We buy with our emotions, not our cognitions” Joe’s Iceberg Theory Factscan results in identifying GAPS OR NEEDS Its up to you to fill the client’s gaps and needs with?? ?? YOUR BENEFITS Emotion = Motion The Courtship Sales System

10. ACTION PLEASE “People will act from their perceptions” Ya’ gotta’ ask ‘em to Close ‘em Restate the matched Needs/Benefits, AND Go Direct Be Either/Or Do Assumptive Move Try a Trial The Courtship Sales System

11. The Courtship Sales System • EXERCISE I: Using AIDA to “unpack” some real life sales scenarios. Its SHOWTIME - 3 video vignettes

12. The Courtship Sales System • The Stages of a Professional Sales Relationship • Transforming Suspects into Confidants

13. Know thyself, Know the other

14. The Courtship Sales System • A suspect is____________? • A prospect is _____________? • A customer is _______________? • A client is_____________________? • A confidant is____________________?

15. The Courtship Sales System • Ask yourself, ARE THEY…. • Awake, Asleep or Dead? • Ask yourself, CAN THEY BE…. • Broadened and Deepened ? • Ask yourself, SHOULD THEY BE…. • Let Go===>To Grow?

16. The Courtship Sales System

17. The Courtship Sales System • EXERCISE II: Marking your homework True or False, Why? Talk to us...

18. OBJECTIONS “No’s or Know’s? What’s a “no” really mean? Their No-ing leads to your Knowing The Courtship Sales System

19. The Courtship Sales System • OBJECTIFYING THOSE OBJECTIONS • An objection = A secret problem • THREE TYPICAL OBJECTIONS ARE: NoTime/Too Busy, Your Price is too High, I’m working with someone else.

20. The Courtship Sales System • EXERCISE III: OBJECTIFYING OBJECTIONS • Groups of 3 with a Seller (Sender), Buyer (Receiver) & Observer. Try out each role with a common objection. 5 minutes each, 15 minutes total

21. The Courtship Sales System • SUMMING UP • Here’s an outline of today, add your notes to it. Here’s a chart:The Sequential Model of Professional Selling

22. Reframe rejection, make “no’s” into “knows” UCasUR Your Thoughts Become You Dare to Care Enthus---- I -Am-Sold-Myself The Courtship Sales SystemThe Attitude Latitude

23. The Courtship Sales System • IN CLOSING: • How was today? Here’s your homework for #4-Conflict. Please do your Stop-Continue-Start Journal. Thank you, see you next time.