Chapter 2: The Chart

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Chapter 2 The Chart

• The Accidental Salesperson
• By Chris Lytle

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Taking it to the Next Level

• Often associated with working harder and selling
  morenot very motivating!
• Rather than putting in more effort, simply change
  your selling style.
• Sales will often jump and youll have no more
  presentations to do than normal.

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The Chart Work Smarter, Not Harder

• Diagram used to help increase sales by showing
  you what style level you are presently at, and
  how you get to the next (pg. 20).
• The higher the level number, the more
  professional the status (across top).
• Measurements include trust, concern, and
  presentation (along the left side).
• You will be at different levels with different
  clients on the same day.

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Make The Chart Work For You

• Start operating on level 2 or higher. Your
  clients will remember you over all the other
  level 1 salespeople they talk business withand
  most ARE level 1.
• Start practicing level 3 and 4 from time to time
  ex.) clipping out and sending an article
  relating to clients business.

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The Six Sales Must-knows

• 1. Be just as toughtough clients dont want to
  deal with passive salespeople.
• 2. Be differentcome up with an interesting or
  different sales approach.
• 3. Be a pre-call plannerhaving a clear plan
  before the actual meeting leads to success.

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Must-Knows, cont.

• 4. The customer is always rightuse your
  credibility and power to sell to clients who only
  want the best-buy.
• 5. Believe in your productshow clients how
  investing with you can come back many times over.
• 6. Make friends inside the organizationtheyll
  be the ones to tell you what the new manager is
  like.

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The Magic Phrase

• This is the way I work tells the client your
  sales approach is planned and organized.
• You must first sell your sales process, then your
  product.
• A client who is sold on going through the sales
  process step by step with you will be less
  defensive, and more open to ideas.
• Closing becomes the natural next step.

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