Sales Techniques: Value and Purpose

• "Presenting is not the same thing as selling.” - Mike Weinberg

Sales vs Customer Service

• Sales is not customer service, sales is about creating incremental value
• Focus on leads, prospects, and customers every day
• The purpose is to help them see and achieve what they did not think was possible
• A sales representative interrupts prospects, challenges them, and pushes them when necessary, and does for others what they would not do on their own
• Sales is about delivering incremental value to the customer when they were not expecting it and most likely they did not know they needed it
• The daily objective is to push customers by challenging their ideas and never settling for what you hear

Discovering your "Why"

• Determine your "why"
• Why are you in your role?
• Why do you get up each day to do what you do?
• One of the main reasons why as a salesperson is to do what you do exceptionally well
• The more focused on sales, the more in tune you become to customers because you're pushing and challenging them to a deeper level of conversation
• Move the customer forward

Selling and Negotiation

• “Ninety percent of selling is conviction and ten percent is persuasion.”
• Negotiations should not be a process where both sides try to take advantage
• The best sales are when negotiations aren't needed because both parties trust each other
• Sales is about investing in others to know where they are coming from
• The level of trust between both parties will determine the level of negotiation needed to make the sale
• Grounded in trust people are drawn to others who are grounded in trust
• Establishing trust and creating confidence happens when we take the time to sell first
• Always verify trust and get the details in writing
• Create trust through your actions to create deeper conversation
• Trust is contagious
• Prospect with integrity and trust to attract customers who have integrity and trust
• You get the customers you deserve
• Live your life with integrity by being accountable for what you say and do and respecting others

Negotiation

• If negotiation is inevitable:
• Maintain your integrity
• If a discount is necessary, it is due to the buying party not fully understanding the value of your offer
• Ask better questions to uncover the right outcome for the customer
• Emphasize and quantify the value of your offering
• Instead of cutting price, change your business proposition by removing or changing elements to fit the buyer's budget

Being a Difference-Maker

• Start to be great at something
• The drive to make a difference in others, is driven by integrity, not circumstances
• Take cues from our environment, choose to make the most of it and see things in a positive light
• The impact is greater than we realize
• Consider who would be on a list of regularly impacted people
• Impact each person met so they see you as one of the better parts of their day
• You are our own difference-maker

A Successful Sales Team

• Who are your fans, who go beyond what is expected to help you achieve your success
• A true leader leads because of who he or she is and the impact they have on others, not because of title
• A successful sales representative always puts everyone else first
• Engage with every person at the prospect's office
• Take the time to understand each person, personal connections are powerful
• Value other people more than yourself, value their goals and aspirations more than your own
• Charisma is the combination of confidence, integrity, concern, and respect in communication
• With sincerity, ask your prospects what issues they are facing and they will provide valuable information to better serve them

Passionate About Sales

• Sales are contingent upon the attitude of the salesman—not the attitude of the prospect
• Being passionate about something means you care at a deeper level than normal
• Being passionate means you care and are committed and also means you value it
• Being passionate allows the sales representative to connect with others on a deeper level and allows them to make better decisions.
• Passion is showing your commitment with your emotions but in a controllable manner
• Sales are contingent upon the attitude of the salesman (or woman), not the attitude of the prospect
• Customers will share their needs when you are passionate about helping them
• Your customers expect you to be passionate

Explore the essence of sales versus customer service, emphasizing value creation and challenging customer perspectives. Discover your 'why' to excel in sales and connect deeply with customers. Focus on pushing boundaries and delivering unexpected value.