INOV 210
Week 12
Element 7: Sales Persuasion Performances
Selling is the ultimate survival skill. Tangible rewards are compensation, trips, prizes and events. the intangible rewards are freedom, social contact and prestige Buying motives are 1,000 times more powerful than selling skills. Make that 10,000.” – Gitomer. What's the deal here? What does he mean?
1. Major performance clues that lead to a sale
Belief system, hwk, relax, tone, not selling, ideas that help, friends, killer question, differentiation, no need, sales are made already, don't be afraid to ask, quialifying.
2. What is the BEST way to make a sales presentation?
Why is it girl scout cookies and not mother of girls scout cookies? What ocurred with the relaxed adn intense conversations? How does he define nervous people? His synopsis is: Get ready, make friends, know your stuff, know your objective and relax - then repeat.
3. Can't get your way? Can't close the sale? Whose fault is that?
What are Gitomer's list of how clients may stall?
4. Failed to get your way? No, failed to establish confidence!
Wjat is teh Gitomer Establish Confidence Test?
5. Expose yourself to no and not now to get to yes
Why is teh core: No perceived value - no sale?
6. The hot-air factor. How full of it are you?
Why is being full of it bad in this context?
7. Free speech. The legacy you leave to yourself
Don't sell your stuff at the meeting. make a lunch or breakfast appointment and avoid the sales pitch or bragging about yoru company.
8. Elements of the greatest sales performance in the world
Choose three for your Discussion.
Exercise Selling Controversy:
Two steps: First - Each person has one minute to talk. Then you go home and write 150 words of how you will prepare for the speech on five powerpoint slideswith at least 10 citations linked imbedded on yoru powerpoint slide which you will present next week. For your Discussion response choose three of the above to critique one other person.
- Mike Ballard and Mr. Magoon - BI to a parent / yoga for a class
- Nate Marrs and Kyle Roucis - ban lap tops at UCCS / sell a 1999 Pinto for $10,000
- Austin and Stephanie - STEM CELL reseearch / cencorship on internet is necessary
- Andrew Cratty and Tyler Hixenbaugh - Euthanasia / Dictatorships
- Mr. Beitz and Derick Senter - Spanking / The Death Penalty is necessary
- Tim Martin and Chrisl Rosenberger - homosexual marriage banner ads / emns chest implants
- Mr. Bunting and Tim Chamillard - Cessation for Texas / Global warming is overated
- Jasonl Conger and Calvin Cook - hemp clothing should be banned / mandatory sex education at middle school
- Trevor Handby and Brian Hofflande - no more Computer Science patents / mandatory political correctness
- Bryan Asher and Chris Malec - allow guns at UCCS / mandatory military
- Steven Payne and Karl Scheer - permit hunters to be hunted / ALlow Iranian anti jewish classes at UCCS
- Kaila and Nehemiah - dismiss all kinds of mental illness / Sell a book on Howard Stern morality.