SELLING WORKSHOP Mike Fazio SC 032014

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Giving Employers What They Need Mike Fazio www.workforce180.com

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Mike Fazio's SELLING Workshop at the South Carolina Workforce Development Symposum

Transcript of SELLING WORKSHOP Mike Fazio SC 032014

  • 1.March 2009 @ 8.5%2014 @ 6.7%

2. If the rate of change on the outside exceeds the rate of change on the inside, the end is near.- JackWelch (former Chairman & CEO of General Electric) Are You Changed? "When you're finished changing, you're finished." - Benjamin Franklin "I put a dollar in one of those change machines. Nothing changed."- George Carlin 3. Building a Foundation for.. Change Performance Plan or Systems Behavior Individual Thinking 4. Actual Realized Habits Attitudes Beliefs Expectations Human Potential 5. FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF MANY YEARS OF EXPERTS 6. Scotoma FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF MANY YEARS OF EXPERTS 7. A A AA A A 8. Provide Assist Act Connect. Prepare. Help Offer.. Train.. Contact. Tell. Inform. 9. one word. 10. is simply a way of sharingenthusiasm for something you want everyone else to benefit from. 11. What Sales Is Not The Business of Unjustly Separating Money From Unwilling People. An Act of Aggression. Trying to Force People to BuyWhatThey Dont Want or Need. TheApplied Science of Getting People Upset. 12. Selling What? Your Organization Your Programs Your History Your Successes Your Knowledge Your Awareness Your Brand Your Enthusiasm Your Stories Your Determination Your Benefits Yourself!! 13. One small problem. 14. PARTTWO: 15. Handling neg-a-tiv-i-ty in three steps. 16. I Love Objections! 17. 1. Empathy Statements 1.I can understand.. 2.I can appreciate 3.Thats exactly why 18. 2. Use Facts Truths. Not opinions. Case Notes. Not memories. Be specific. Not vague. Stats. Not theories. 19. Questions as endings, designed to get someone to say YES. 3. USE TIE DOWNS 20. Tie-Downs Arent They? Arent You? Cant You? Couldnt It? Doesnt It? Dont You Agree? Dont We? Shouldnt It? Wouldnt It? Havent They? Hasnt He? Hasnt She? Isnt It? Isnt That Right? Didnt It? Wasnt It? Wont They? Wont You? 21. Mark, make sure you wear a suit to the interview Friday. Mark, I understand your concerns, however, a tie looks great with your suit. It shows the type of professionalism thats required to be successful in a job like youre applying for.You want to look professional, dont you? Thats TELLING. This is SELLING. 22. If your customer says no, they would saying no to looking professional. This is why they will most likely say yes to the question. The best part about this is that it gives you the leverage to handle their objection if they say no to your close. 23. Customer: No, I dont want to wear a tie You: Mark, I understand your hesitation. Remember, weve discussed many times that professionalism on the job is what helps in your success, havent we? Customer: Yes You: Well, thats exactly why you need to wear the tie! 24. 1. Many companies are using computers these days_________________? 2. It would be an advantage to have your own twitter account, _____________?3. These are fun, ______________? 4. It just takes practice,______? 6. Theyre coming out naturally now, __________? 6. After youve practiced a while, the tie-downs certainly pop out, _______? 7.That one just did, ________? 8. Over time, you could create hundreds of questions that will lead clients towards a buying decision, __________? 9. In any given situation, professional salespeople should be able to rattle off ten, or twenty tie- downs without too much effort, ________? 10.Youre a professional, ___________? Golly Gee, that Mike Fazio sure is one cool guy and great trainer________? 25. CONTACT ME.. [email protected]