Tune Up Your Sales!
Scott Koepf MCC, CTC
Senior Vice President of Sales
Avoya Travel
Aka: The Singing Salesman
Simply the
best movie
ever about SALES!
Written in the 1950s and set in
1910, but Still relevant today.
How to sell like a
con man …
without the Con!
The Music Man
By Meredith Wilson
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A Train Full of Salesmen
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Different Products but the Same
Business
Don’t be the Itty Bitty Two by
Four Kinda Store
Do you know the Territory?
What is on your Business Card?
He’s a
MUSIC MAN!
Not the Job, the Result
CUSTOMERS know Everything!
• No idea you Exist or
What you do!
• How do you Break through?
• You are a Solution Looking for a
Problem
Until You Confirm the Problem …
Determine the
TROUBLE!
Questions will uncover
Concerns
Then Paint the
Solution…
But the Customer Still
may Resist and Present
Objections
They Pick at you a little
They Talk at you a little
And they want Cheap,
Cheap, Cheap!
Don’t let Customers Pick
your Brain and Leave …
Personalize the Sale
Be Persistent and
Romance the Sale!
But it isn’t about the
close …
Create and Maintain
a Journey of
EXCITEMENT!
All great Salespeople:
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Know the Territory
Know Who/What they are
Ask Rehearsed Questions
Find the Trouble
Paint the Solution
Personalize the Presentation
Romance the Customer
Create Anticipation and Excitement
So that you will hear your
Customers …
There were Agents are all around,
And I never heard them Selling,
No I never Heard them at All
Till There Was…
YOU!