July 9 presentation 1 webinar series

“YOU SELL MORE WHEN YOU STOP SELLING” POWER OF AGILE DIGITAL MARKETING FOR REAL ESTATE By arch. Raffy Timbas – Sejong 1 Corp

If you run a small company, then you’re in sales.

If you’re a doctor or lawyer or accountant, You’re in sales

ENTREPRENEURS Are in sales too.

Everybody who lives by their wits by going independent or starting something New or running an established organization is in Sales

EVERYONE IS SELLING

HOW PEOPLE BUY Has changed!

We live in the era of A BUYING PROCESS CONTROLLED BY CONSUMERS, Not a sales situation Stacked against us.

THE GOOD NEWS!

If YOU understand The NEW REALITIES, you can make your business Fantastically successful !!

Now, BUYERS are in charge of relationships with companies they choose To do business with.

WE’RE IN A NEW WORLD!

And we need NEW RULES for SELLING

The idea of MYSTERY in the sales process IS OVER

The Traditional SALES MODEL is Broken

Many salespeople are So BUSY SELLING that they Don’t have time to actually BE HELPFUL

DO YOU BELIEVE???

UNFORTUNATELY, Many organizations are still Operating as if it were 1986, And they continue to focus Massive investments in INTERRUPTING PEOPLE

Remarkably, Nearly all companies are Still operating in a world as if Their salespeople are king Of the information kingdom.

PEOPLE HATE TO BE SOLD TO (but in the old days they had no choice)

NOW THEY DO.

THE BIGGEST COMMUNICATIONS REVOLUTION IN HUMAN HISTORY MEANS YOUR MARKETPLACE HAS CHANGED.

SMART COMPANIES understand that people have choices of whom to do business with, and they are transforming the way they sell to customers.

YOU ARE WHAT ON THE WEB YOU PUBLISH

The biggest barrier to success With the new rules of selling is‌.

FEAR

THE NEW RULES OF SELLING

The New Rules of Selling 1. Authentic storytelling sets the tone 2. Content is the link between companies and customers 3. Big data enables a more scientific approach to sales 4. Agile selling brings new business to your company 5. Real-Time engagement keeps customers happy

Today, People LIKE TO BUY because They have far more choices Than in the past!

1 AUTHENTIC STORYTELLING SETS THE TONE

2 CONTENT IS THE LINK Between Companies and Customers

THE SALES CYCLE IS NOW THE BUYING CYCLE

EDUCATE+INFORM (Instead of interrupt and sell)

MARKETING generates attention of the Many people who make up a buyer persona, whereas SALES communicates with one potential customer at a time, putting the buying process into context

Now you’ve got to be on the BUYER’S TIMETABLE, not yours.

The key is to focus on the Buyer’s needs, not your own ego.

Although it SOUNDS COUNTERINTUITIVE YOU SELL MORE WHEN YOU STOP SELLING.

DON’T PUSH PRODUCT. TEACH people something.

SHARE your expertise

3 BIG DATA ENABLES A more scientific approach to sales

When buyers express interest, They expect contact right away.

NOW.

Not tomorrow. Not this afternoon.

NOW!

SALES SIGNALS Using BIG DATA to predict your PROSPECT is moving towards a decision to BUY

4 AGILE SELLING BRINGS NEW BUSINESS TO YOUR COMPANY

Now, buyers interact with anyone who is active in social media. They can see what companies are doing.

WHO IS ENGAGED? WHO WILL TALK TO ME? DOES ANYONE CARE?

Organizations filled with people who Take the time to UNDERSTAND the needs of the they wish to reach, and then develop information to educate & inform those buyers, are more successful than organization that just make stuff up.

With buyers having access to much more Information, SALESPEOPLE now enter The buying process later, at a moment of ENORMOUS OPPORTUNITY.

THE DECISIVE ADVANTAGE:

SPEED

AGILE SALES Require A REAL-TIME mind-set The real-time mind-set recognizes The importance of SPEED. It is an attitude to BUSINESS—and to LIFE— That emphasizes moving quickly when the TIME IS RIGHT

YOUR SALESPEOPLE Should assume that they are the LAST place a buyer goes, not the first.

They must assume that very little of Their knowledge is proprietary They need to FACILITATE the sale, Not control the information

5

REAL-TIME ENGAGEMENT KEEPS CUSTOMERS HAPPY

THE INTERNET

Has fundamentally changed The PACE of BUSINESS, compressing Time & rewarding SPEED

SPEED+AGILITY

ARE DECISIVE COMPETITIVE ADVANTAGES

SOCIAL MEDIA ARE TOOLS

REAL-TIME IS A MINDSET

The SECRET to building a following on Social networks is that there in no secret

YOU MUST PARTICIPATE

EVEN NOW, Nearly 20 years in the revolution, Many organizations still aren’t Communicating in a real time on the web.

Their sales organizations Remain STUCK in the past.

THE SOCIAL

YOU

Once you start to develop your PERSONAL BRAND on the social media, You’re taking the first step toward Building an asset that can help you. for the rest of your life.

REALLY

WHY SOCIAL NETWORKING

IS LIKE EXERCISE

YOU ARE ALREADY ONLINE

NO MATTER What business you’re in Or what job function you have, You need to take control of your PERSONAL BRAND By jumping into SOCIAL NETWORKING

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Thank You

*** reference: DM Scott – New Rules of selling