Everyone is in Sales
PPAI EXPO
January 10, 2016
Las Vegas, NV
Ryan T. Sauers
President/Owner
Sauers Consulting Strategies
RyanSauers.com
© Ryan T. Sauers @RyanSauers
Overview: Everyone is in Sales (EIS)
• Reframe: SALES to COMMUNICATIONS (2 way)
• Why? “Sales” often seen as pushy/gimmicky
• Name Repetition
• Body Mirroring
• Power Handshake
• Persistent= YES… Pest= NO…
• We all communicate differently: Handwriting EX:
• Adaptive Communications to meet needs
© Ryan T. Sauers @RyanSauers
What Buyers are Saying!
They say things
like…
•I am drowning
•I am slammed
•I am buried
•I am running ragged
• I am swamped
• I am covered up
• I am in the weeds
• I am snowed under
• EIS mindset=
provides them
headache relief…
© Ryan T. Sauers @RyanSauers
Sales= Constantly Connected
TIME= 168 hours/week
Didn’t have time vs. Didn’t make time
Total
Inundation
Multimedia
Everyday
Busy/noisy/short attention span world
Sales message must stand out
© Ryan T. Sauers @RyanSauers
What buyers want
• Make their lives easier/stress relief
• Provide creative solutions
• Make the process simple
• Want insightful- information/content
• People they TRUST
• 7 touches in communications
• Dialogue (2 way) “S” not monologue (1 way)
© Ryan T. Sauers @RyanSauers
Communications
Everyone is in Sales is not…B2B or B2C…
But… Human to Human (H2H)
• Develop a PACT to sell more/better
• PACT: “A formal agreement between people”
• P= Passion
• A= Authenticity
• C= Creativity
• T= Trust
© Ryan T. Sauers @RyanSauers
Sales Strategy
• Are you focused on the right things?
• Are you doing things the best way?
• Are you putting last things last?
• Start Doing List
• Stop Doing List
• Someone will get and/or keep the client.
• Will it be you?
© Ryan T. Sauers @RyanSauers
9 C’s of Effective Sales
1. Credible= truth
2. Consistent= Online/offline
3. Compelling= irresistible
4. Concise = 140 characters
5. Committed= #Allin
© Ryan T. Sauers @RyanSauers
9 C’s of Effective Sales
6. Caring = always
7. Content= king
8. Character= trust
9. Clarity= KISS
© Ryan T. Sauers @RyanSauers
Blind Spot= Sales Performance Tool
© Ryan T. Sauers @RyanSauers
Sales Strategy
To improve sales blind spot: 360 feedback
And, set SMART goals
Specific
Measurable
Attainable
Relevant
Timebound
Goal EX: I want to grow my sales? Yes or No.
© Ryan T. Sauers @RyanSauers
In Sales: Your Brand Makes the Difference
• Everyone has a brand in sales
• Not if you have but what you do with it
• Your brand is NOT what you say but
what others say it is
• Brand is built on TRUST
• Perception IS Reality
(pen twirl)
© Ryan T. Sauers @RyanSauers
Brand Acronym
Baseline
Reputation
Attributes
Name
Distinctiveness
• To best communicate “brand” in sales we
must use Adaptive Communications Model
© Ryan T. Sauers @RyanSauers
5 groups: Adaptive Communications
(Group 1) Driver VS. Rider
• Focus on the WHAT.
• What needs to be done? What is timeline? What is
bottom-line?
• GOAL: GET IT DONE!
• Goal: How fast can they get from POINT A to POINT B?
• They Are-> Fast paced/Outspoken AND
Questioning/Skeptical
© Ryan T. Sauers @RyanSauers
(Group 1) Driver VS. Rider
Focus on the HOW?
How is it done? How it impacts others? How they help?
GOAL= GET ALONG!
Desire to support efforts so things run smoothlyfrom POINT A to POINT B
They are-> Cautious/Reserved AND Accepting/Warm
© Ryan T. Sauers @RyanSauers
(Group 1) Driver VS. Rider
• Driver (more)
• Dominant
• Direct
• Results oriented
• Firm
• Strong willed
• Forceful
© Ryan T. Sauers @RyanSauers
• Rider (more)
• Even tempered
• Accommodating
• Humble
• Patient
• Tactful
• Steady
Adaptive Communications: (Group 2)
Speak first, think later VS. Think first, speak later
• FOCUSED on the person
• Tuned in to what is going on around them
• Live by “thinking out loud”
• Oops…why did I say that?
• Prefer to communicate verbally
• Have wide variety of interests (less depth)
© Ryan T. Sauers @RyanSauers
(Group 2) Speak first, think later
•Work ideas out by talking them out loud
•Sociable/expressive
•Learn best by discussing things
•Great emphasis on many relationships
•Get energy from people & outside stimuli
© Ryan T. Sauers @RyanSauers
(Group 2) Think first, speak later
• FOCUSED on the concept
• Are often asked: why didn’t you say anything?
• Tend to reflect in deeper manner
• Usually think of what they wanted to say later
• In tune w/ inner world of ideas/experiences
• Prefer to communicate in writing
© Ryan T. Sauers @RyanSauers
(Group 2) Think first, speak later
• Prefer to reflect on things before commenting
• Learn by thinking things through internally
• Focus in depth on fewer areas of interest
• Get energy from having time alone/reflection on
their thoughts/feelings
• Like time w/ fewer people (go more in depth)
• Tend to be more private
© Ryan T. Sauers @RyanSauers
(Group 3) Big Picture VS. Just-the-facts
Focus= relationships/connection between facts
See patterns & how dots connect in new ways
2 x 2= 4= example of multiplication
Miss journey from focus on destination
Oriented toward future possibilities
Love “WHAT IF” thinking
© Ryan T. Sauers @RyanSauers
(Group 3) Big Picture
•Creative and imaginative
•Thoughts-- jump from thought 1 to 7
•Love to brainstorm of “what could be”
•Trust hunches and sixth sense
•Move quickly toward conclusions
© Ryan T. Sauers @RyanSauers
(Group 3) Just-the facts
• Present focused
• Trust 5 senses (what they see and know)
• Touch, taste, see, feel (tangible things) are
appealing
• 2 x 2= 4= is multiplication fact
• Can get caught up in minutia
• Can’t see forest for the trees
• Oriented toward the present and NOW
© Ryan T. Sauers @RyanSauers
(Group 3) Just-the-facts
• Observe and notice details/specifics
• Trust their experience (past)
• Focus on what is actual/tangible/real
• Like factual and concrete data
• Develop their thoughts logically one step at
a time—toward conclusion
• Love “WHAT IS” thinking
© Ryan T. Sauers @RyanSauers
(Group 4) Head VS. Heart
• Analytical/Objective/Focused on facts
• Fairness: want all treated fair (the same)
• Make decisions and can keep out
emotion/impact on people out of
• Can come across lacking emotion
• Strive for an objective standard of truth
• Can remove themselves from a situation and
look at it: logically
© Ryan T. Sauers @RyanSauers
(Group 4) Heart
• Empathetic/compassionate
• Tend to insert themselves into decision making
process (SUBJECTIVE)
• Tend to make decisions-- based on their own
personal values
• Assess a decision’s impact on people
• Want everyone treated as an individual
• (no standard of truth= exceptions)
© Ryan T. Sauers @RyanSauers
(Group 5)
5 o’clock sharp VS 5’o clock somewhere
• Focused on living in a planned orderly way.
• Seek to make decisions/come to conclusions
• Focused on getting things finished/decided
• Scheduled/Systematic
• Methodical and plans things out
• Seeks to avoid last minute changes (stressful)
© Ryan T. Sauers @RyanSauers
Group 5: 5 o’clock somewhere
• Seeks to avoid detailed (locked down) plans
• Casual/Open ended/Spontaneous
• Adaptable/changes course
• Likes to keep options open
• Energized by last minute pressures/changes
• Best work at 11th hour
• EX: Vacation planning exercise
© Ryan T. Sauers @RyanSauers
What type are you?
• 1) Driver OR Rider
• 2) Speak first, think later OR Think first, speak later
• 3) Big Picture OR Just-the-facts
• 4) Head OR Heart
• 5) 5 o’clock sharp OR 5’o clock somewhere
Understanding/adapting our styles (to meet needs of
others) makes for better sales/communications
Great “sales/communications” are vital in all we do
• In ANY position or role in organization
© Ryan T. Sauers @RyanSauers
Adaptive Comm. Competence Levels
• Stage 1) Unconsciously incompetent
• Stage 2) Consciously incompetent
• Stage 3) Consciously competent
• Stage 4) Unconsciously competent
• 2 options: moving forward or going backward…
• Where are you in sales?
• Growth (stretch exercise)
© Ryan T. Sauers @RyanSauers
Sales Concepts to Consider
• Behind every obstacle lies a sales opportunity
• Paralysis by Analysis is not a sales plan
• Could’ve, Should’ve, Would’ve… huh?
• If you want it bad enough you will find a way
• Decision by Indecision is not a sales strategy
• Deliberate/Purposeful/Intentional in sales
© Ryan T. Sauers @RyanSauers
3 Types of Salespersons
1. Those who- make things happen...
2. Those who- watch things happen…
3. Those who- wonder what happened…
• EIS people= make things happen people
• #MakeItHappen
• Q and A
© Ryan T. Sauers @RyanSauers
Let’s Connect:
Ryan T. Sauers- President/Owner
Sauers Consulting Strategies
Twitter: @RyanSauers
Youtube.com/RyanTSauers
Linkedin.com/in/RyanSauers
Facebook.com/SauersConsulting
RyanSauers.com
ryan@ryansauers.com
678-825-2049
© Ryan T. Sauers @RyanSauers