"How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client
Market Your Service...Sell Your Solutions "Selling is the Tactics you Employ to get People to Hire You"! - Chapter 5 Presentation Will Focus on the "Tactics" Lewin Discusses in Chapter Six (6).
The Tactics of Lewin
"Marsha's Five Signs of a Real Prospect" Immediate Need Available Funding High Priority to Task Sponsor High in the Organization Palpable Chemistry
"So You're in the Door" Three Minute Sale...tick, tick, tick, tick Get to Know the Client The Difference between "Hearing" and Listening" What do you Say?.....next slide.....
...What You Should Say "Marsha's Five Questions" "What is your business, your role in it, and your view of it?" "What's the problem? You wouldn't have made time for me if you didn't perceive a problem." "I'll rephrase your problem statement...Have I done so correctly? If not, can you expand or correct it?" "How can I help you? Let me describe some areas in which I think we can help you solve your problem." "How do I know I can help you? Let me describe our background relevant your problems."
The Hardest Word to Say is.... CUDGEL PROPOSALMANSHI P RECIDIVIS M PRODUCTIZE BAKSHISH DIAMETRICALLY DOUBLETON CHART-ITIS SUBJUGAT E NO
THE PROPOSAL STAGE (When and How) Only When Chance of Selection is Good Written or Presented 100% Effort Manage the Proposal Preparation
THE PROPOSAL STAGE (What and Why...Page 140) Content of Proposal How to address the problem How long will it take Sequence of activities Anticipated outcomes Cost of project Form of contract Convey Understanding of Project Your still "selling" yourself Your ability to aid in problem resolution Related work and references
The Job Never Ends... Concerns After the "Sale" Watch your back Avoid taking sides Your not family Remain objective
"THE IBM WAY" Buck Rodgers - "The Ten Greatest Salespersons" IBM - 1950 - 1984 ($250 M to $50 B) 1974 - 1984 Vice President of Worldwide Marketing "At IBM everybody sells!" "...simple ideas and principles...thoughtfulness, courtesy and integrity."