Sales and Networking
Helping People Buy

'Know, Like and Trust' is still an essential process

Networking is a skill...

The 3 biggest mistakes people make when networking are:

  • trying to sell

  • trying to sell and 

  • trying to sell

Networking should instead be about building relationships so that people know how to introduce you to others - you become each others sales team. You might also be a good fit for each other and that may lead to a sale - just don't make that your focus.

Instead focus on these three issues:

  • build relationships - take a bit of time to get to know the other person and their business

  • be able to describe what you do, what problem you solve, clearly and succinctly - giving the benefits you provide and the customer or client you deliver them to

  • be interested and be interesting - 'small talk' before business

Be Heard
Be Remembered
Be Referred

If you are at one of those networking events where you have the opportunity to 'pitch' to the room, or a table, full of people for a few seconds - typically anything from 10 seconds to a minute - you need to use that short time effectively.

 

All too often people stand up with little preparation. They say their name, the name of their Company and what they do. Then they think about what to say and discover that their time is up. What a waste!

 

I help you craft an interesting, relevant and compelling short statement - and help you deliver it with confidence and credibility. 

Wallflowers and
Roadrunners!

Wallflowers and nervous Nellies won't be able to build relationships or get their message across.

Neither will Roadrunners - 'working the room' and dishing out business willy-nilly looking for their next sales target.

Instead, just have an interesting conversation and talk about business without being 'salesy'. Whether or not there is a likely sale to discuss, follow-up and meet for coffee (or tea, in my case!) - you never know who knows who.

This is part of your business - it's marketing. It's also nice to meet people!

I can help you get it right.

You never know who knows who
Sales is not a dirty word

No-one likes to be 'sold to' - you don't need to be all 'salesy' and sleazy. In fact, you should never be!

If you focus on identifying the needs and wants of your potential customer or client then you help them buy your solution to their problem - well, that's not selling at all, that's just problem solving.

 

be clear who you are selling to - and the language that you use. In my view there is a very real difference in how you 'sell to' a Customer or a Client. More accurately, there's a difference in how they buy.

 

STOP Selling

 

To help you ​remember just HOW important it really is to NOT try to sell, I have created the STOP Methodology.

 

The best way to find out if someone needs and wants what you can provide is to be good at asking great questions - to have a curious mindset, to  be interested. Genuinely.

 

So, in any 'sales' situation or conversation, even a sales 'pitch' opportunity, ask yourself this - constantly. Are you:

Still 

Thinking of the 

Other

Person?

Scott Johnston

2019 President of PSA Scotland

(part of the PSA UK & Ireland)

www.thePSA.co.uk

Global Speakers Federation

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