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THE
GREAT SALESPERSON
Podcast
Series
by Alan
Parisse
Doctors are
an extraordinary group of people. We
can learn from them. Doctors don’t
know it, but they follow the Rules
of Selling. They tell us what to
do in matters of life and death,
even when they aren’t completely
sure. They know if they maybe /
possibly / sort of recommend a
treatment, we won’t do it.
Even in the face of malpractice
suits, doctors have the courage
to tell us what to do.
How in the world can we expect our
clients to respect us if we don’t
tell them what to do. If you want
your clients to respect you the way
they respect their doctors, do what
doctors do. Follow the Rules of Selling:
tell your clients what to do.
Be THE DOCTOR
OF SALES®.
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Podcast
10:
Conclusion
Every now and then, someone asks
if I really think Doctors are salespeople.
My sense is that many of those
who ask think I’m down on
doctors.
I’m not. I have pretty
intimate knowledge of what it
takes to become an MD and hold
in awe their intelligence how
hard they work and, especially
their willingness sacrifice.
In my view, to be effective
at almost anything, you must
be able to inspire others to
action to sell. The medical profession
has created a context that gives
individual doctors a better chance
to effectively sell their patients
on following their advice.
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Podcast
9:
The Doctor
of Sales
We have covered the Rules
of Selling:
1. Establish your credibility
2. Know your product
3. Know your client
4. Keep it simple
5. Stress concepts and benefits
6. Communicate your Enthusiasm,
Certainty
and Commitment and
7.Take a chance.
Now we are ready for the doctor
analogy I mentioned in earlier
podcasts.
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Podcast
8:
7th Rule
of Selling - Take a Chance
Let’s talk about that last rule of selling – take a chance. As Martin Luther King said ‘Sometimes you have to take the next step even though you can’t see the entire staircase.’
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Podcast
7:
6th Rule
of Selling - Communicate Enthusiasm, Certainty, and Commitment
When working with prospects, customers and clients, there is information that needs to be disclosed and discussed, intellectually ...mentally ...head to head. But, that's not where relationships tend to develop. Relationships flourish below the neck: in the heart, in the core.
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Podcast
6:
5th Rule
of Selling - Sell Concepts & Benefits
The next Rule of Selling is to stress concepts and benefits.
First we will talk about the tried and true method of selling features and benefits. Then we’ll take it a step further, to stressing concepts and benefits.
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Podcast
5:
4th Rule
of Selling - Keep it Simple
It's may just be the oldest acronym
in sales: KISS Keep it Simple Stupid.
It's worth noting that the old
acronym doesn't suggest you make
it simple. It correctly assumes
that most of the time at least,
things are simple to begin with
and we complicate them.
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Podcast
4:
3rd Rule
of Selling - Know Your Client
The next Rule
of Selling is to know your clients, customers and prospects. Information is power and you will need that power to build relationships and make sales.
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Podcast
3:
2nd Rule
of Selling - Know Your Product
In this podcast we’ll be
discussing about Knowing
Your Product — how The
Great Salesperson should
always be deeply and broadly knowledgeable
in every aspect of the products
and services he or she represents.
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Podcast
2:
1st Rule of Selling - Credibility
In
this podcast we’ll be discussing
about Establishing Credibility — Credibility is the critical context of communications and relationships.
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Podcast
1:
Introduction & Rules
of Selling
In
this program we’ll be discussing
the Rules
of Selling—a
series of ideas, concepts and
principles about sales and communications
that can put you on the road
toward being The Great Salesperson.
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Questions? Call - (303)
444-8080 or Contact
Us |
