Selling is a primary life skill. It may not be as obvious, but every day, we’re selling. Selling is a valuable skill that is being practiced in most of our interactions as we try to get the buy-in of our family members and friends, convincing them that our ideas are actually worth considering. In the professional field, selling becomes an even more powerful skill. And the most competent leaders? They are more often than not very good salespeople.
Dr. Kimberly Miller leads this session to share tools and techniques on the art of the sale. One of the Justice Clearinghouse’s regular instructors, Dr. Miller is a sought-after speaker, consultant, and trainer, utilizing strength-, skill-, and relationship-based approaches towards individual and organizational development.
Topics she discussed are:
- Understanding selling as the capability of persuading others to take advantage of the value being offered, and as a leadership skill that everyone practices.
- The role that ego and influence plays in selling, and the good and bad sides of these concepts.
- How being in a good place, the ability to manage emotions, remain flexible, and exhibit good character are prerequisites to effective selling.
- The importance of proactive preparation by fostering influence and relationships in selling.
- A rundown on the basics of selling that establishes…
- Thorough understanding of what it is that you are selling and the points of potential pushback.
- Familiarity with the benefit it provides and its objective.
- Awareness of potential alternative options and the extent of the ask.
- Obtaining buy-in by…
- Linking whatever you’re selling to the organization’s mission and vision.
- Showing how it aligns with people’s values and impacts their work and life.
- Detailing how everyone can get involved, the journey the organization will be on, and the benefits it will reap.
- Discussing the return on investment by employing measuring and accountability tools.
- Showing perseverance and resilience if your proposal is pushed back.
- Factors to consider when making your plan which takes into account…
- Your audience – their background, knowledge, as well as their workload and mindset.
- Your preparation – background research, clarity of the proposal, and practicing the delivery.
- The presentation – explaining all the pertinent points, displaying authenticity and consistency, remaining engaged and passionate, telling a good story, and illustrating the outcomes.
- The response – being open to questions, different opinions, and pushback.
- A list of the things to avoid when pursuing your audience/market and presenting your sales pitch.
- Navigating resistance which emphasizes the significance of…
- Doing proactive work, listening, and explaining the roles that those involved will play.
- Exploring opposing opinions and alternatives.
- Practicing empathy and patience, and allowing people time to adjust to changes.
Questions from the webinar audience were about:
- Things to remember during delivery.
- Incongruence between your values and the practices you’ve observed in the workplace.
- How to spot a snake oil salesman.
- Demonstrating vulnerability while selling.
- The value in proactively presenting points where pushback is likely to occur.
- Having to sell something you don’t necessarily believe in.
- Bridging the generational gap which may pose differences in opinion and understanding.
- “You are literally selling every single day. Even if you think you have nothing to sell, you are selling yourself, your energy, and what you bring to the table. I love this thought! What an easy way to change the way you see each day! Dr. Miller is THE BEST!” — Maclane
- Dr. Miller, always a delight to learn more effective and useful information from your presentations. Thank You!” — Barbra
- “Dr. Miller was great! This training was so applicable in a variety of venues. I am a criminal justice professional and recognize the utility of this training in varied applications. She employed her own curriculum in presenting the curriculum–sold!!” — Barbara
- “Strategies to employ when facing resistance, specifically asking about alternatives. I’ll be able to use this next week in a union meeting.” — Caitlin
- “The presenter was very knowledgeable & delivered the message well. I learned the importance of an individual’s attitude & motivation when leading others through change.” — David
- “Being able to take rejection and know that it may not be forever, but just for now.” — Denise
- “Dr. Miller offered actionable advice that the audience could begin implementing immediately, which I loved.” — Camille
- “Being new to the world of sales, and pitching ideas for implementation this was very helpful as a whole. What was especially helpful were the hints and tips on your ego, knowing when not to push too hard, and taking the negative feedback constructively and re-framing it for a positive outcome.” — Joe
- “Everything was valuable. The most valuable thing for me was the rule of three. I never analyzed it in that way. Making your presentation in three major points only. I always learn a lot from Kimberly Miller. I love her ability to relate to her audience. I have used her examples after taking her trainings. I will now use this example as well. Please bring her back for more trainings.” — Lillie