knowledge, messaging, relationships
DESCRIPTION
Presentation to ABCTRANSCRIPT
Presented by: Curt Tueffert, President Brick Wall Motivation
10/20/2007
2:45 PM – 3:45 PM
Relationship Edge In Selling
Get Ready To Change Your Way Of Selling…
Time To Brainstorm
Question:
What challenges do you face today in
day-to-day selling?
When The WHY Gets Stronger, The HOW Gets Easier
10 Facts About Human Beings
1. In general, people have a desire to be important2. They want to be appreciated3. They are not nearly as interested in you, your interests, or your
concerns as they are in themselves4. Most people want 2 things out of life; success and happiness5. They want you to listen to them with your full attention6. People will connect with you only if they feel you sincerely value
them7. Most people make decisions emotionally and defend them
logically8. People with common interests have a natural rapport9. People are drawn to people who are genuinely interested in them10. People want to associate with others who they believe can help
them in some aspects of their lives
Pay The Price – Knowledge, Messaging, Relationships (Jerry Acuff, Relationship Edge…)
Knowledge – When you take time to master the knowledge required, you are seen as an expert in your field. Whether the customer agrees with you or not, you still come across as consultative, credible, and trusted. Knowledge beyond the product…
Messaging – It’s all about creating effective communication that encourages customers to want to know more because they sense by your interaction you can help them achieve something or solve a problem. Research, ask questions, take notes, offer solutions, be creative. If you are not distinct, you’ll be extinct.
Relationships – Defines how much and how well the other person wants to listen to you. It is the strength of the relationship that makes meaningful dialogue possible.
K, M, R – Messaging (Jerry Acuff, Relationship Edge)
Messaging is a combination of tested (marketing research) core messages reflecting the positioning of the brand. In addition, do we possess the themes and selling verbiage which can be coupled with the marketing messages to have our WORDS MATTER MOST! In other words, when we speak, do our clients recognize our interactive language as:
And if that is the case, we should expect the interaction to be:
K, M, R - Relationships (Relationship Edge…)
They Do Not Know Your Name
They Know Your Name
They Like You
They Are Friendly With You
They Respect You
Value A Relationship w/ You
K, M, R - Relationships (Jerry Acuff)
They Do Not Know Your Name
They Know Your Name
They Like You
They Are Friendly With You
They Respect You
Value A Relationship w/ You
Strategically Plan How You Will Get Here On Every Call / Every Account
5 Critical Success Factors
1. Passion
2. Excellence
3. Vision
4. Value
5. Confidence
Presented By Brick Wall Motivation
Web Site: www.tueffert.com
Phone: 281-798-8973
Email: [email protected]
Reference, The Relationship Edge In Building Business by Jerry Acuff
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