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The 25 Soft Selling Relationship Techniques For Sales Super Stars

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www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations The 25 Soft Selling Relationship Techniques For Sales Super Stars


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Stop looking at your customers as dollar signs! And Create a SYSTEM for them to be cared and nurtured! Relationship Technique #1


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BE ENGAGING Respect people and resist negative, bad mouthing. It’s more harmful than helpful Remove your agenda and manage your messages with meaningful words Take time out and calm yourself before you communicate Shoot your media from negativity to positive encouragement Down play your right to speak freely I am the problem of the world, so are you – let’s get on with the job www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #2


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BE ENGAGING A young College student once asked Mohammad Ali, what he should do with his life. He could not decide whether to continue his education or go to the world to seek his fortune. It was clear he was leaning towards the latter. “Stay in college”, get the education advised Ali. “If they can make penicillin out of mouldy bread, they can make something out of you!” www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #2


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AFFIRM ONLINE At any moment throughout the day, we can affirm our friends, fans and followers in numerous ways over the now twitter text in a blogs. Simple gesture, a kind word can make all the difference in someone else’s day. What are some of the kind words you have in your business? www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #3


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HARNERSS INTERPERSONAL SKILLS dialogue vs monologue considerate vs conceited authentic vs fake transparent vs manipulative secure vs needy interested in meeting needs vs interested in making money builds trust vs builds tension www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #4


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MAKE LASTING IMPRESSIONS Be interested in other people. In the 1930s, the New York telephone company made a detailed study of telephone conversations to find out which were the most frequently words used, they discovered the personal pronoun “I” was used 3900 times in 500 telephone conversations www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #5


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TWO EARS ONE MOUTH www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #6


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The cost of not listening! How do you increase your influence and not lose $180 Million Dollars? 2008 – a Muso “Dave Carrol” - little know Band from Canada – on the way to Nebraska USA with United $3500 Guitar – “don’t talk to me – talk to the lead agent” Year long Odyssey from 500 Miles away. He fixed it for $1200 – split bill? Wrote a song called “United Breaks Guitars” www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #7


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The cost of not listening! Upoaded it to YouTube – it’s had 12 Million views since 2009 and is now a book and website called UnitedBreaksGuitarsBook.com Within Days of first upload and bad press from YouTube, stock price plummeted $180 Million Enough to BUY 51,000 guitars! www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #8


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Become a PSP Problem Solving Promoter! You can turn any business around when you become a Personal Problem Solver and you promote this with no strings attached to the marketplace. Go after relationships before you go to business Help people without the hustle www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #9


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SMILE The most all-time view videos on YouTube top 2 - all about smiles. SMILE sends a message. We like to receive. Smiles takes little effort but gets astonishing rewards Smile using social media. Begin and end the message on a positive note. Be mindful of your tone when using e-mail’s or posting on social networks. Be the happy person. Your voice is more pleasant inviting him compelling when you’re smiling Telephone sales are improved when you’re smiling on the phone. www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #10


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SMILE Smile costs nothing but gives much. It enriches those who receive without making for those who give. It takes but a moment but the memory of it sometimes lasts forever. A smile cannot be bought begged borrowed or stolen for it is something that has of no value to anyone until it is given away. www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #10


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Some people are too tired to give you a smile. Give them one of yours, as none needs a smile so much as the he/she who has no more to give www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #10


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How to remember a name… “sorry I didn’t get your name clearly” “How is that spelt?” REPEAT the name several times during conversation. Picture their name with personal features Write the name down on paper & review When tweeting/email/post replace “hi” or “hey” with “Dear John” or “Good Morning Jane” www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #11


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It’s all about them If the foundation of success in sales is through trust-based relationships then the goal of all interactions should be conveying value as soon and as often as possible. Systematically use scripts so staff discuss what matters to prospects and meet them at their needs. www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #12


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Leave them a little better Your biggest and best intentions for relationships and therefore more sales, will regularly fall short of your potential - if you’re intentions do not translate into small acts of service and value for your customers and prospects. WOW your customers. Delight and Surprise. Move relationships from manipulative to meaningful. Every tweet, post, email and tangible encounter will be judged by the marketplace. Leave them a little better from being with you. www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #13


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Leave them a little better Focus on the small stuff Do to others what you would have been due to you – it’s the golden rule! Be honest, courteous and friendly in your business or sales environment. www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #13


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Educate for money In the new information-based economy we are largely known by the name we brand and the campaign to the world. Ree Drummond began blogging in 2006 as a way to keep her family & friends updated of her unexpected but gratifying life… www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #14


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Educate for money In the new information-based economy we are largely known by the name we brand and the campaign to the world. By 2010 she had to 2 book contracts and two New York Times best Sellers! www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #14


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Educate for money She was earning approximately $1 million, from blog ad sales alone www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #14


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Win your critics over with grace and goodwill Arguing with another person will really get you anywhere So much of our time is spent arguing with people online www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #15


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Win your critics over with grace and goodwill Very few arguments change peoples minds. Two people can’t fight if one person doesn’t want to! The Art of Negotiations… www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #15


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Never say “You’re Wrong!” This will only earn you enemies People respond emotionally and defensively as you are attacking the judgment. Guard your self – it’s more than just the words you say www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #16


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Never say “You’re Wrong!” Be humble Be Agreeable Be respectful www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #17


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With the exception of this guy - People are NOT their behaviours! www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #18


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Earn others Trust The fable of the sun and the wind www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #19


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Mirror and Match – “subtle“ Stand – physical presence Voice inflections Voice tones Lean in towards them Mirror – Match – Pace - Lead www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #20


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Stop PUMPING and DUMPING www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations Relationship Technique #21


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I’m Sorry – There are no Magic Sales Closes! There are people who have solutions for their community and IO’s to get people started. They serve customers like Kings and Queens. They Smile, are friendly and offer good old fashioned service. They Systemise everything they can. They ask “which would you prefer?” then move “naturally” towards payment/booking options They therefore – have all the business they can take! www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations BONUS TIP


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www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations www.salesandnegotiations.com Sales Training Sales Systems Sales & Marketing Automation


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www.salesandnegotiations.com Facebook: The Academy of Sales and Negotiations DOWNLOAD your FREE Book www.thefreesalesbook.com.au


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