5 Simple Steps to Influential Selling

•

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Boom San Agustin, CSP, CC, CL

OVERVIEW: Nowadays, people feel invaded when sales professionals try to ‘sell’ something to them. Closing techniques we’ve learned in the past have made the market weary of sales people. In this day and age, the market no longer wants to be sold to. They want to be free to make up their own minds. As such, sales professionals today can no longer 'trick' their clients with closing techniques. It’s time for a new kind of selling... Influential selling! Influential selling is about getting the client to want to buy from you because you’re you. It answers the age-old question: "Why buy from me?" It is a powerful method that makes the client feel empowered in their decision yet compelled to buy from you. It may not be magic, but it certainly feels that way. Our Influential Selling course will teach both seasoned and new sales professionals how to how to bring the client to them instead of going to the client themselves. Influential selling employs concepts of personal marketing and combines these with tactical selling skills to increase sales success. OBJECTIVES: At the end of the seminar, the participants are expected to: • Understand what influences buying decisions • Create Customer-Centric strategies to attract their potential market • Brand themselves effectively • Know how to use questions to effectively influence the buyer

Vertrieb Business

copyright © 2014
by: boom san agustin
simple
steps to
influential
selling

have you ever had days
whena sales person
came to you looking…

likethis

but,in your mind, he looks…

likethis

you’re not the only one

today,we’ll try to save
the reputation of
thesales professional

first,let’s have an activity

activity
birds of a
feather

what did we learn
fromthis activity

before we talkabout
the 5 steps, let’s try to
understandinfluence

understandinginfluence

so,what is influence

“”
“”
accordingto webster…
influence is the power
to cause changes
without directly forcing
them to happen

in sales, it means
selling without selling

so,how does influencehappen

need more information
about this course?
info@ourknowledge.asia
please contact

so, how do we apply
this to selling

a short history of selling methods

in the old dayswe relied on…

the shotgunmethod

then, we evolved to…

the snipermethod

but, influential selling is about…

the fishingmethod

thefishing method
explains influential selling
in 5 simple steps…

influentialselling in five steps

knowyour fish
step
1

this means knowyour customer

but whatdo we have to know

activity
purchase an
avenger

the instructionsare
in your manual

what did we learn
fromthis activity

influencersof customer behavior
demographics
psychographics
culture
socialnorms

need more information
about this course?
info@ourknowledge.asia
please contact

now, for step 2…

knowwhere to findthem
2step

because of the internet
many sales people are also
delving into marketing

ask yourself…

where does my market hang out

are they on…

youtube

the internet
has become
our equalizer

need more information
about this course?
info@ourknowledge.asia
please contact

let’s move to step 3…

prepare your luresand gear
step
3

so, what are your luresand gear

your gearrefers to…

the things you need
to get the job done

so, does that mean your lures
refer to your productsor services

your luresrefer to…

need more information
about this course?
info@ourknowledge.asia
please contact

now, it’s time for step 4…

patientlywait
4step

here’s something you
probablydidn’t know…

patience is not passive

on the contrary…

patience is proactive

say what

need more information
about this course?
info@ourknowledge.asia
please contact

the story of a salesman
let me sharewith you

finally, we’ve reached step 5…

reelit in gently
step
5

once you’re actually talking
to the client,
heor she has probably
already made
thedecision to buy

but…

you can’t
just force
the sale

let’s have an activity…

activity
hearing
it right

what did we learn
fromthis activity

need more information
about this course?
info@ourknowledge.asia
please contact

i leave you with this…

“”
“”
if you run after money, it
runs away and hides.
if you run after excellence,
money runs after you.
- boom san agustin

that was just a teaser
for our module on
dynamic public speaking

to find outmore
about this course
contactus here…

+63-917-593-1494
info@ourknowledge.asia
+63-2-213-8944

or connectwith us on…

www.OurKnowledge.Asia
www.Linkedin.com/Company/Our-Knowledge-Consulting-Asia-
www.Facebook.com/OurKnowledgeAsia
www.twitter.com/OurKnowledgePH

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(I ran this course for Propmech last July 4, 2019) Many people fear change. Most of us don't want to leave our comfort zones for something we're unfamiliar with. However, change is inevitable. Change is the only constant. As Charles Darwin once put it: "It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is most adaptable to change." In our "Embracing and Growing from Change" course, we will learn what it takes to adapt, embrace and grow with change, simply by refocusing our world view. This surprisingly interactive half-day course will allow participants to identify their own mental models and manage them in order to strive for excellence in their work. This is definitely one training course everyone needs to attend. Here's what we'll learn: - The 5 Rs of Embracing Change - Managing Mental Models - Proactive Thinking - Your Relationship with the Company - Solution-Focused Thinking - Responsibility and Accountability

Embracing and Growing from Change

Embracing and Growing from Change

Embracing and Growing from Change

Boom San Agustin, CSP, CC, CL

An Introduction to Facebook's Libra

An Introduction to Facebook's Libra

An Introduction to Facebook's Libra

Boom San Agustin, CSP, CC, CL

These are my slides for Superhero Salesmanship, a speech I delivered for Camella Homes Southern Tagalog region. Many Sales People are often stereotyped as shysters, not unlike the "used car salesman" trope we're all know and loathe. As a result, many who enter sales see their jobs as disposable low-level positions or, worse, as a necessary evil in the organization. In reality, true Sales Professionals are downright heroic. They often face situations and challenges that normal employees would dread to face. They are always under high pressure to perform and have to do so under intense scrutiny. Many times, they need to find solutions for all sorts of problems (from the client and the organization) that are often greater than they are. And, they have to do all this while maintaining a professional demeanor at all times. Doesn't that sound like a Superhero to you? In this speech, I remind the sales people of Camella Southern Luzon just how heroic they are; that they were meant to conquer overwhelming odds be be saviors of their company and their clients. Finally, I make them realize that they should be proud of what they do and do it despite the naysayers.

Superhero Salesmanship (Speech for Camella Homes)

Superhero Salesmanship (Speech for Camella Homes)

Superhero Salesmanship (Speech for Camella Homes)

Boom San Agustin, CSP, CC, CL

What is the difference with how entrepreneurs sell versus how hired sales people sell? Why is it the owner of the company can usually sell more (and at higher margins) than their sales people even if they have no sales experience themselves? If we, as sales professionals, can answer these questions, we will have unlocked the secret to true salesmanship. I designed Entrepreneurial Salesmanship for the exhibitors of Manila FAME 2018, a trademark event of the Center for International Trade Expositions and Missions or CITEM. I designed this to shed light on how entrepreneurs, like myself, sell and apply this learning in doing our jobs. Entrepreneurial Salesmanship will grant sales professionals a unique perspective on their chosen craft and help open their minds to bettering themselves by having true ownership of their jobs.

Entrepreneurial Salesmanship

Entrepreneurial Salesmanship

Entrepreneurial Salesmanship

Boom San Agustin, CSP, CC, CL

Would you want to START a BUSINESS without leaving your JOB? What if we told you that you can keep your job and run a business at the same time? “The Entrepreneur Employee (Starting a Business While Being Employed)” or the #Entreployee is a half-day workshop that aims to help employees augment their income by running a business while still being employed. This unique workshop, also aims to help participants avoid the pitfalls of trying to balance their jobs and their businesses. In this half-day course, you will learn to: 1. Identify your acumen for business 2. Adapt the right attitude for starting a business while employed 3. Think proactively 4. Manage your time between your business and your job 5. Create an action plan for you to move forward

The Entrepreneur Employee... #Entreployee

The Entrepreneur Employee... #Entreployee

The Entrepreneur Employee... #Entreployee

Boom San Agustin, CSP, CC, CL

Boom San Agustin's Professional Profile

Boom San Agustin, CSP, CC, CL

MBTI is a very powerful tool for determining people's personality traits. Countless companies all over the world have used MBTI as a pre-hiring test, people management tool, leadership tool, self-assessment tool, training game, and more. It should, therefore, come as no surprise that MBTI could and should also be used by sales professionals to profile their clients. One of the challenges sales people face is that they have to interact with different personalities every day. If you're a seasoned sales person, you know that you face rejection much more often than acceptance from potential clients. Most of the time, this 'rejection' stems from not being able to profile or understand your clients' or prospects' personalities. "Using MBTI to Effectively Profile Your Clients" is a uniquely detailed short course that will help you understand the distinctive characteristics of your clients and prospects. By doing so, this course will help lessen the chances of rejection, improve your customer care skills and effectively close more sales.

Using MBTI to Effectively Profile Your Clients

Boom San Agustin, CSP, CC, CL

Though it is a very critical choice, many graduating students still find it difficult to find the right career for them. Worse, they don't seem to have the attitude they will need when pursuing these careers. In this speech that I delivered for Southernside Montessori School, I help students define their career paths by looking deep within themselves (their passions, their skills and the everyday problems they want to solve) to find their elusive life calling.

Understanding Your Career Choices

Understanding Your Career Choices

Understanding Your Career Choices

Boom San Agustin, CSP, CC, CL

Conflict is inevitable. Some conflicts may even become very negative experiences for us; yet, one thing is for sure. All conflicts are are opportunities for us to grow, either as individuals or as teams. In this speech I delivered for the Philippine Dental Association QCDCI, we explore 'The Dynamics of Conflict Management', our rights and responsibilities when communicating, the communication style we need to adapt when in conflict and how to re-frame negative statement during conflict. By learning these basic concepts, we should be able to effectively manage any conflict that may come our way.

The Dynamics of Conflict Management

The Dynamics of Conflict Management

The Dynamics of Conflict Management

Boom San Agustin, CSP, CC, CL

Making decisions and solving problems happen every day. There’s no way to avoid it. From the decision to rise in the morning to the decision go to bed at night, decisions are constantly being made; and, together with that, problems are frequently being solved. Often, the problems and decisions we are confronted with require a response that is both rational and well thought out. However, despite making decisions daily, many of us are still uncomfortable with making those important decisions. Thankfully, our “Effective Problem Solving and Decision Making” training program can provide participants with the necessary skills in identifying problem causes, laying out options and making rational decisions. In this highly dynamic program, participants will learn about the problem solving and decision making process and structure, while being provided with tools to help them attack problems proactively and make timely decisions that help create value to your company and your customers. Participants will also utilize a five-step problem solving process in solving actual problems. Furthermore, participant will discover that the same processes and tools they will use in this fun-filled training program can also be used to solve life problems and make life decisions. “Effective Problem Solving and Decision Making” are not just career skills; they’re life skills.

Effective Problem Solving and Decision Making

Effective Problem Solving and Decision Making

Effective Problem Solving and Decision Making

Boom San Agustin, CSP, CC, CL

Understanding the Multi-Generational Workforce

Understanding the Multi-Generational Workforce

Understanding the Multi-Generational Workforce

Boom San Agustin, CSP, CC, CL

The 10 Essentials of Entrepreneurship

The 10 Essentials of Entrepreneurship

The 10 Essentials of Entrepreneurship

Boom San Agustin, CSP, CC, CL

Many parents in the Philippines often sell education to their children as a cure-all pill for poverty. They often associate education with getting jobs and fulfilling financial goals. Though education is indeed important to getting a job or finding your way out of poverty, it's main role is to develop the mind. As parents, we often forget this. This speech won't provide all the information we need as parents to completely understand our role; but, it will certainly point us in the right direction. Here are the slides I used when I gave a pro bono speech on Parenting and Education.

7 Things Parents Need to Know about Educating Their Children

7 Things Parents Need to Know about Educating Their Children

7 Things Parents Need to Know about Educating Their Children

Boom San Agustin, CSP, CC, CL

We are a multi-platform advertising agency that goes from cultivating ideas to putting them into action. We are committed to bringing our brands to life by creating engaging experiences that will bring them closer to their market. We thrive through teamwork and thorough understanding of the consumer’s mindset. Our services include: Activation: - Multi-Platform Sampling - Promos - Push-Selling - Promodizing - Conventions - Caravans Events: - Launches - Concerts - Barangay Level - Press Conferences - Corporate Parties - Private Parties - Fairs & Fiestas - Production Design Manpower Training: - Sales Force - Promodizers, Push Sellers and Samplers - Personality Development Brand Development - Brand Creation - Brand Icons & Materials - Consumer Research - Survey Creations - Focus Group Discussions

AdWolf Incorporated Company Profile

Boom San Agustin, CSP, CC, CL

Collaborative partnerships are a useful mechanism for addressing many challenges in society. Ideally, partnerships should achieve synergistic outcomes that no individual can accomplish by working alone. However, many partnerships fail because some partners choose to ignore the essential factors of their partnership. "The 7 Essentials of Synergistic Partnerships" tries to address this problem by identifying the 7 key factors that influence synergistic partnerships. Essentials, such as trust, open communication, leadership and efficiency have proven to be the most important predictors of partnership synergy... and these are the very same essentials we will tackle in this unique program. In this program, we intend to help participants: 1. Develop trust and cohesiveness in their partnerships by following a “trust formula” 2. Connect with each other better by enhancing their communication skills 3. Commit to agreed upon targets by understanding each partner’s contribution to the end goal 4. Be accountable and hold each other accountable for results in a professional way

The 7 Essentials of Synergistic Partnerships

The 7 Essentials of Synergistic Partnerships

The 7 Essentials of Synergistic Partnerships

Boom San Agustin, CSP, CC, CL

Developing a Winning Sales Force

Developing a Winning Sales Force

Developing a Winning Sales Force

Boom San Agustin, CSP, CC, CL

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Agile Business Leadership in Crisis Management

Agile Business Leadership in Crisis Management

Agile Business Leadership in Crisis Management

Philippine National COVID19 Monitoring and Response Guidelines

Philippine National COVID19 Monitoring and Response Guidelines

Philippine National COVID19 Monitoring and Response Guidelines

Nine-Grid Key Account Management

Nine-Grid Key Account Management

Nine-Grid Key Account Management

Telling Amazing Stories to Enhance Your Presentations

Telling Amazing Stories to Enhance Your Presentations

Telling Amazing Stories to Enhance Your Presentations

Embracing and Growing from Change

Embracing and Growing from Change

Embracing and Growing from Change

An Introduction to Facebook's Libra

An Introduction to Facebook's Libra

An Introduction to Facebook's Libra

Superhero Salesmanship (Speech for Camella Homes)

Superhero Salesmanship (Speech for Camella Homes)

Superhero Salesmanship (Speech for Camella Homes)

Entrepreneurial Salesmanship

Entrepreneurial Salesmanship

Entrepreneurial Salesmanship

The Entrepreneur Employee... #Entreployee

The Entrepreneur Employee... #Entreployee

The Entrepreneur Employee... #Entreployee

Boom San Agustin's Professional Profile

Using MBTI to Effectively Profile Your Clients

Understanding Your Career Choices

Understanding Your Career Choices

Understanding Your Career Choices

The Dynamics of Conflict Management

The Dynamics of Conflict Management

The Dynamics of Conflict Management

Effective Problem Solving and Decision Making

Effective Problem Solving and Decision Making

Effective Problem Solving and Decision Making

Understanding the Multi-Generational Workforce

Understanding the Multi-Generational Workforce

Understanding the Multi-Generational Workforce

The 10 Essentials of Entrepreneurship

The 10 Essentials of Entrepreneurship

The 10 Essentials of Entrepreneurship

7 Things Parents Need to Know about Educating Their Children

7 Things Parents Need to Know about Educating Their Children

7 Things Parents Need to Know about Educating Their Children

AdWolf Incorporated Company Profile

The 7 Essentials of Synergistic Partnerships

The 7 Essentials of Synergistic Partnerships

The 7 Essentials of Synergistic Partnerships

Developing a Winning Sales Force

Developing a Winning Sales Force

Developing a Winning Sales Force

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5 Simple Steps to Influential Selling

1. copyright © 2014 by: boom san agustin simple steps to influential selling

2. have you ever had days whena sales person came to you looking…

4. but,in your mind, he looks…

6. you’re not the only one

7. today,we’ll try to save the reputation of thesales professional

8. first,let’s have an activity

9. activity birds of a feather

10. what did we learn fromthis activity

11. before we talkabout the 5 steps, let’s try to understandinfluence

12. understandinginfluence

13. so,what is influence

14. “” “” accordingto webster… influence is the power to cause changes without directly forcing them to happen

15. in sales, it means selling without selling

16. so,how does influencehappen

17. need more information about this course? info@ourknowledge.asia please contact

18. so, how do we apply this to selling

19. a short history of selling methods

20. in the old dayswe relied on…

21. the shotgunmethod

22. then, we evolved to…

23. the snipermethod

24. but, influential selling is about…

25. the fishingmethod

26. thefishing method explains influential selling in 5 simple steps…

27. influentialselling in five steps

28. knowyour fish step 1

29. this means knowyour customer

30. but whatdo we have to know

31. activity purchase an avenger

32. the instructionsare in your manual

33. what did we learn fromthis activity

34. influencersof customer behavior demographics psychographics culture socialnorms

35. need more information about this course? info@ourknowledge.asia please contact

36. now, for step 2…

37. knowwhere to findthem 2step

38. because of the internet many sales people are also delving into marketing

39. ask yourself…

40. where does my market hang out

41. are they on…

46. the internet has become our equalizer

47. need more information about this course? info@ourknowledge.asia please contact

48. let’s move to step 3…

49. prepare your luresand gear step 3

50. so, what are your luresand gear

51. your gearrefers to…

52. the things you need to get the job done

53. so, does that mean your lures refer to your productsor services

54. your luresrefer to…

55. your personal brand

56. to understandyour brand…

57. need more information about this course? info@ourknowledge.asia please contact

58. now, it’s time for step 4…

59. patientlywait 4step

60. here’s something you probablydidn’t know…

61. patience is not passive

62. on the contrary…

63. patience is proactive

65. need more information about this course? info@ourknowledge.asia please contact

66. the story of a salesman let me sharewith you

67. finally, we’ve reached step 5…

68. reelit in gently step 5

69. once you’re actually talking to the client, heor she has probably already made thedecision to buy

71. you can’t just force the sale

72. let’s have an activity…

73. activity hearing it right

74. what did we learn fromthis activity

75. need more information about this course? info@ourknowledge.asia please contact

76. i leave you with this…

77. “” “” if you run after money, it runs away and hides. if you run after excellence, money runs after you. - boom san agustin

78. that was just a teaser for our module on dynamic public speaking

79. to find outmore about this course contactus here…

80. +63-917-593-1494 info@ourknowledge.asia +63-2-213-8944

81. or connectwith us on…

82. www.OurKnowledge.Asia www.Linkedin.com/Company/Our-Knowledge-Consulting-Asia- www.Facebook.com/OurKnowledgeAsia www.twitter.com/OurKnowledgePH