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Audience Participation
“I attended this workshop because…
________________________________________________
203-464-3143 via TEXT
@careerteammike via TWITTER
Tell me what you think…
Building a Foundation for…
Change
Individual
Thinking Behavior Plan Perform
Changed World. Pre-21st Century 21st Century
Work Hard, Structure Loyalty is Valued Company Responsible for Training React to Company Directives Gold Watch for 30 Years Valued Service Job Security Career Confined to Single Industry Long-Term Employment Retirement Benefits Work at the Plant of Office Full-Time Employees Clearly Identified Career Path Little or No Home-Based Businesses Lucky to Have a Job Working for the Money
NETWORKING
Work Smart, Flexibility Loyalty Less Prevalent Individual Responsible for Own Training Proactive Gun for Hire No Such Thing No Job Security, Average Tenure 3.2 Years Career Involves Multiple Industries 15 Jobs Per Person Focus on Funding Own Retirement 60% Telecommute, Mobile Workers Contract Staff, Consultants 50% of Jobs Not Yet Created 60% of Homes Have a Business Work Resembles Play Work is a “Calling”, Would Do For Free
CONNECTING
CONNECTING means
creating a memorable and
emotional bond with
someone.
“In the world we now live in, you’re
not credible unless you’re visible.”
Are you
203-464-3143 via TEXT
@careerteammike via TWITTER
Tell me what you think…
2009 DOW was 6547.05
DOW is 13,500
+102%
March 2009 Gold was $922 oz.
Gold is $1800 oz +95%
March 2009 @ 8.5% 2012 @ 7.8%
What
people think
vs.
What you
want people
to think
Brand-ing
“People think my youth/customers are…
________________________________________________________________________
203-464-3143 via TEXT
@careerteammike via TWITTER
Tell me what you think…
“I want people to think my youth/customers are…
________________________________________________
203-464-3143 via TEXT
@careerteammike via TWITTER
Tell me what you think…
NUTHIN’
FOR ,
GOVERNMENT WORKER
ABC Shoes
•Does everyone know the skills that I have?
Ask yourself….
•Does everyone know I am an expert at something?
Ask yourself….
•Does everyone know how much I love my job?
Ask yourself….
•Does everyone think I am really listening to this Ray Romano look-a-like guy?
Ask yourself….
“I want people to think I am…
________________________________________________________________________________________________
203-464-3143 via TEXT
@careerteammike via TWITTER
Tell me what you think…
“Selling is
________________________________________________________________________________________________________________________
203-464-3143 via TEXT
@careerteammike via TWITTER
Tell me what you think…
“Selling is simply a
way of sharing enthusiasm for something you want everyone else to
benefit from.”
Workforce Training Visits
Delivering One
Simple Message
Telling
Is Not
Selling!
The Natural Born Sales Person?
Yes! Natural Born. No! Not Natural Born.
What you believe will
affect your approach.
Successful performance all
boils down to eliminating
blockages and improving our
ability to effectively…
_________________!
“Benefits of my program are……….
______________________________________________________________________________________
203-464-3143 via TEXT
@careerteammike via TWITTER
Tell me what you think…
TIME
Three Ways to Communicate With A
Customer or Co-Worker or Employer
• I didn’t eat those cookies.
• I didn’t eat those
cookies.
• I didn’t eat those cookies.
• I didn’t eat those cookies.
• I didn’t eat those
cookies.
Professional
Selling Basics
How NOT To Sell
“Examples of what I sell and who I sell to every day……….
_________________________
203-464-3143 via TEXT
@careerteammike via TWITTER
Tell me what you think…
We Are Selling All The Time
• Sharing
• Helping
• Communicating
• Exchanging
• Educating
• Mentoring
• Negotiating
• Advising
• Coaching
• Seeking Promotion
• Dating
• Child Rearing
• Writing
• Interviewing
Selling What? Your Organization Your Programs Your History Your Successes Your Knowledge Your Awareness
Your Brand Your Enthusiasm Your Stories Your Determination Your Benefits Yourselves!!
#1. PROSPECTING!
We All Need To Do It! Need to enlist more customers
Need to make more customers aware
Need to create more customer relationships
Need to build our brand
When? 60% or 24 hours per week: Employer Engagement… GO SELL!!!!!
30% or 12 hours per week: Client Interaction
10% or 4 hours per week: Administrative Activity
Go Sell
Client Interaction
Admin Work
Where? 66% found in companies with less than 100 employees
18% found in companies with 101-1000 employees
16% found in companies with more than 1000 employees
66%
18% 16%
0%
10%
20%
30%
40%
50%
60%
70%
1-100
Employees
101-1000
Employees
1000+
Employees
Handling
neg-a-tiv-i-ty
Objections • Objections are Deal Makers
– Not Deal Breakers!
• No Objections – No Serious Involvement.
• Objections are Rungs on the Ladder to Success.
• Love Objections.
1. USE EMPATHY
• Empathy is the action of understanding, being aware of and being sensitive to thoughts of another of either the past or present without having the feelings, thoughts, and experience fully communicated in an explicit manner.
• In other words: to put yourself in another's shoes without getting all emotionally involved.
Empathy Statements
1. “I can understand..”
2. “I can appreciate…”
3. “That’s exactly why………”
2. Use Facts
•Truths. Not opinions.
•Case Notes. Not memories.
•Be specific. Not vague.
•Stats. Not theories.
Questions as
endings, designed
to get someone to
say YES.
3. USE TIE DOWNS
Tie-Downs
• Aren’t They?
• Aren’t You?
• Can’t You?
• Couldn’t It?
• Doesn’t It?
• Don’t You Agree?
• Don’t We?
• Shouldn’t It?
• Wouldn’t It?
• Haven’t They?
• Hasn’t He?
• Hasn’t She?
• Isn’t It?
• Isn’t That Right?
• Didn’t It?
• Wasn’t It?
• Won’t They?
• Won’t You?
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. They’re coming out naturally now, __________?
6. After you’ve 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. You’re a professional, ___________?
Golly Gee, that Mike Fazio sure is one cool guy and great trainer__________?
203-464-3143 via TEXT
@careerteammike via TWITTER
Tell me what you think…
Objection Process
1.EMPATHY
2.FACT(s)
3.TIE DOWN
Audience Winner
Inspiration To be influenced,
moved, or
Guided by others.
NAWDP Job Development Certification Program WEBINAR SERIES
Starts Nov. 28 www.nawdp.org
Mike Fazio