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Rules To Sell By

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PRESENTATION OUTLINE

1.

INTRODUCTION

RULES TO SELL BY
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2.

GREETINGS

THE GREETING AND HANDSHAKE COULD DETERMINE YOUR FATE!
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3.

SMALL TALK

  • Take a few minutes
  • Make it personal
  • Have a good memory
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4.

LISTEN ATTENTIVELY

REMEMBER THE 20/2/2 RULE
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5.

RESPECT THEIR TIME

  • Be precise, and to the point
  • No stories
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6.

BE ASSERTIVE

  • When necessary, but respect their right to be assertive too
  • Apply the right amount of pressure
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7.

AVOID INCESSANT APOLOGIES

INSTEAD, TELL THEM WHAT YOU WILL DO
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8.

AVOID JARGON

THIS INCLUDES TERMS, ACRONYMS, AND BUZZWORDS
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9.

USE HUMOR CAREFULLY

USE DISC AS YOUR GUIDE
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10.

BE PUNCTUAL

IF YOU'RE ON TIME, YOU'RE LATE
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11.

DO WHAT YOU SAY YOU'RE GOING TO DO

"I'LL SEND YOU SOME INFORMATION TODAY"
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12.

QUALIFY STRONGER UP-FRONT

  • Why now?
  • What have they found so far?
  • What is it costing them to not have the space?
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13.

DON'T BE SALES-Y

"IF I DO THAT, DO WE HAVE A DEAL?"
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14.

CONCLUSION

RULES TO SELL BY
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Kirk Armstrong