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

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…

3. likethis

4. but,in your mind, he looks…

5. likethis

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…

42. facebook

43. linkedin

44. twitter

45. youtube

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

64. say what

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

70. but…

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