Transcript HEADLINE ONE - Kara Tuccelli's Portfolio

Lesson 1
PUSHY
OBNOXIOUS
DEVIOUS
MANIPULATIVE
GREEDY
SALESPERSON
Joe Schmoe
ABC LISTINGS
Describe the person above
Change your Focus
55
Personable
Patient
Assertive
Genuine
Professional
CONSULTANT
Jane Doe
Apartments.com
Describe this person
Change your Focus
Difference Between Salesperson and Consultant
Selling
Consulting
Is Persuading
Is giving expert advice to a
client
A salesperson will do what
must be done to accomplish
the objective, to get the sale.
The consultant investigates
and evaluates a situation and
makes recommendations
based on the best interests of
the client, abandoning the
temptation of personal shortterm interests.
Both roles aim for an exchange of money for goods or service. Consultants are quickly differentiated by the way their purpose is
understood by their clientele.
4
Change your Focus
How to make the paradigm shift from
to
Salesperson
Consultant
ANSWER: CHANGE YOUR FOCUS
5
Change your Focus
CHANGE YOUR FOCUS
Your role as a consultant is
80%
20%
80%
MINDSET
How you think about your role will determine how successful or not you will be.
20%
STRATEGY
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Change your Focus
CHANGE YOUR FOCUS
4 Points to Changing your Focus
NEWS
DELETE
SHARE
ACTIVATE
7
Change your Focus
CHANGE YOUR FOCUS
NEWS
Spreading news is sharing.
8
Change your Focus
9
CHANGE YOUR FOCUS
SHARE
Selling is
‘To persuade (another) to
recognize the worth or
desirability of something.’
You are not
“selling”
You are
SHARING
Sharing is
‘To participate in, enjoy, use, or
experience jointly or in turns.’
Emphasize the benefits
You have a great
product that you want to
share with the client.
Always consider your audience and lead with integrity.
The product is valuable
Don’t push – Just nudge
ACTIVITY –
Pushy selling vs. consulting with a “nudge”
We will reconvene in:
5
Minutes
Offered Overview
11
CHANGE YOUR FOCUS
DELETE
The stereotype thoughts
Manipulative
Pushy
Obnoxious
Devious
Greedy
You are NOT this “sleazy” guy
You are NOT a salesperson
DELETE those thoughts
X
If you focus on the stereotypical
salesperson, you will start to
second guess yourself.
CHANGE YOUR
FOCUS
Change your Focus
12
You must
CHANGE
01. BELIEVE
02. GET IN THE
ZONE
Activate what is
ACTIVE in you
03. BE ENTHUSED
TO SHARE
ACTIVATE
With a
NEGATIVE
MINDSET
You will
FAIL
And you will
SUCCEED!
Change your Focus
13
SHARE: Remember
you are not “selling”
you are sharing.
NEWS : Spreading
News is “sharing”
ACTIVATE: Activate in
your clients what is
active in you
DELETE: Remove all
negative thoughts
about “selling” form
your mind.
RECAP
SUCCESS! If you
change your focus,
you will be a
successful consultant.
QUESTIONS
THANK YOU
For your time and
consideration for the
Consultant Trainer role.