2. Sales & Self Promotion “ It’s all about you, isn’t it?” - Alan Rickman Raising your credibility Self-aggrandisement
3. Sales & Self Promotion WHY DO WE NEED TO SELF – PROMOTE? CREDIBILITY A few points made in the right way can have a very positive affect on the sale process. They can build: CONFIDENCE RAPPORT LOYALTY A GOOD CUSTOMER RELATIONSHIP
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6. Sales & Self Promotion WHAT DO WE SAY TO GAIN THIS CREDIBILITY? I win every sale I know because I have a masters degree in this I’ve sold millions of these before This is my company, what do you do? Go on, who really makes the decisions here? We are so much better than the competition It’s been a really tough year for me Oh really, well I can go one better than that! 1/ Do these self-promoting lines work for you? I enjoyed working with your predecessor, now he was a really nice guy! That may work but you should do it this way
7. Sales & Self Promotion WHAT DO WE SAY TO GAIN THIS CREDIBILITY? Our success I put down to listening and understanding our customers’ needs That’s a very good point, but perhaps if we looked at it this way…. I am sure we can overcome that problem for you I’d be happy to introduce you to some of our customers Would it be appropriate for me to speak to others on the project? I understand they provide a good service, but we offer more….. A lot of our customers are experiencing a similar problem That’s a tough one. Can you give me 24 hours to respond to that please? 2/ ………Or would these serve you better? I hope enjoy this new position and I am looking forward to working with you. I like your thinking. Would this idea help?
8. Sales & Self Promotion WHAT DO YOU STAND FOR? WHAT IS YOUR VISION? SO, DO YOU TELL THEM? ! IS THIS LIKELY TO HAVE A POSITIVE IMPACT ON THE SALES PROCESS? DO YOU THINK IT WOULD BE USEFUL FOR THEM TO KNOW THIS? DO YOU THINK THIS WOULD IMPRESS YOUR CUSTOMER? SELF BRANDING
9. Sales & Self Promotion DON’T DO ‘ It’s nice to be important, but it’s more important to be nice.’ Respect Pull rank Ingratiate (Some of) THE DO’S AND DON’TS OF SELF PROMOTION Listen Boast Offer help Knock the competition Seek to add value Tell or instruct Suggest & explain
10. Sales & Self Promotion Display knowledge, skill and integrity PROMOTE YOURSELF AS A HELPFUL ALLY AND A PROFESSIONAL FRIEND Show you are prepared to listen, help and add value Communicate your vision and values with confidence and humility Know what you want as a personal and business vision and from the business transaction ahead of you IN SUMMARY Know your strengths and make the most of your business opportunities
