This will help you sell your products & services to people. For 34 minutes, Roger Overall & Paul O'Mahony address a problem every sales-person knows much too well - selling. We start with a shock - Podcasting from Cork - We're in Paul's small 2008 Audi. Driving gingerly along narrow streets - in between parked cars - waving to barbers & hair stylists - without jumping any traffic lights. This is first time we've recorded BusinessJazz Podcast in a mobile studio. During the podcast Paul's broke the law - Roger aided & abetted. You hear us chatting about ... Why we're recording on the move Republic of Work (1.10) - it's not just for startups (2.00) Remember the Republic of Work needs to be genuinely attractive "I can't find anything wrong with Republic of Work." (Roger) The Cafe @ Blackrock Castle Observatory was our spiritual home (3.00) Today we're driving towards a business community centre (3.35) Remember every business needs to sell: certainly Republic of Work needs to sell what it offers to its ideal customers There's a rumour there might be poetry in business (4.10) Remember "Be both Attractive & Sell" - or else your business will fail to fly (4.25) Cork City roads are not attractive enough (4.45) Barbers & hair-dressers (4.55) Insight = Drive your business forward We get stuck into selling... Introducing The Sales Funnel (5.20) Journey "From Awareness to Selling" (5.50) Who do you want to know you exist? (6.45) Who has "Desire to solve a problem now" (7.10) You have to find out "Who's ready & able to go ahead?" (7.40) When do you say "Here I am - I can solve your problem, as quickly as you need"? (8.25) What's your Quality Standard? (9.30) What is Good Value For Money (GVFM) ? (9.45) Clients that want to marry you... (10.20) 6 things top class "used car sales people" find out (11.20) "In the old days..." (12:00) The best sales people send you to another supplier (12:45) How to become trustworthy (13.30) Insight : Sell yourself a funnel We had trouble Parking in Cork... How to listen to a potential customer (14.20) Be a "good nice likable person" - establish rapport (15.00) How to build depth of friendship Be friendly (15.40) People like before they buy Gather information to guide you towards making a sale (16.20) Either a Rolls Royce or a Mini may do (16.40) "If you can't make a sale - make a good reputation" Illegal moving of a traffic cone (17.30) Risk assessment said it was safe to move it one metre (18.10) Make space in crowded market / parking place (19.10) Create your own space (1920) Innovative law-breaking (19.50) Summary (20.28) Insight = Be attractive as a mover & shaker How to address unspoken reservations (2055) Matching your competitors (21.25) People have doubts (21.45) Being let down nicely (22.05) Overcoming doubt Satisfaction guaranteed (22.15) Trusting & Liking (22.25) Money back guarantee (23.35) "Send us back the wrapper" rant (24.00) Valueless guarantees Insight : There is always something hidden The half-drunk bottle story (24.35) Lifetime value of a transaction in a supermarket (25.00) The €40K transaction Imagine filming people entering a supermarket... Without a quibble (27.25) Wine Corks v Screw-tops (28.10) Recycling plastic stoppers (28.20) The cork trees in Spain are dying (29.00) How to open a bottle without a screwdriver (29.15) Cork School of Music 29.45 Insight = That bottle of Rioja is worth €40,000 The next question: May we Podcast from Republic of Work in future? ——————– Appeal to our supporters : Please tell one person about #BusinessJazzPodcast ______________________ Our 4 best bits of advice (1) Use a Sales Funnel (2) First be trusted & loved (3) Rapport reigns - foster & nurture it (4) Show you're trustworthy - the most genuinely attractive supplier
