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ABC's of Selling - To Sell is Human - The Surprising Truth About Moving Others
20
“To sell well is to convince someone else to part with resources, not to deprive that person, but to leave them better off in the end.”
PITCH
EXERCISE
Attunement
Conversation with a Time Traveler
Traffic Light, Delivery Pizza, Airport Screening Machine, Drive-Thru Big Mac, iPod, Movie Theater, Mowing the Lawn, Running on a Treadmill, "Bieber Fever", Facebook...
Who Sells More...?
Introverts
defined:
EXTROVERTS
Strategic Mimicry
- Physical v. Verbal
- Watch, Wait, Wain
- Touch
The ability to bring one’s actions and outlook into harmony with other people and with the context you’re in.
"Be strategic
...not false"
“Subtle mimicry comes
across as flattery"
Thinking v. Feeling
Simulated Negotiation
- 1/3 Thinking
- 1/3 Feeling
- 1/3 Generic (control)
Generic
36%
Feeling
54%
Thinking
76%
Use your
more than your
"Can I MOVE
This Person...?"
Ask yourself, is this...
defined:
Permanent?
Pervasive?
Personal?
The capacity to help others see their situations in fresh and more revealing ways and to identify problems they didn't realize they had.
Buoyancy
FRAMES
Material v. Experiential
Compared to What?
Create an experience of the product/service, not simply a transaction
- “It is spring time and… I am blind”
- “Can we agree that clicks are good… BUT CALLS ARE BETTER"
Potential Frame:
- "This could be the next big thing!"
- “These could be your results…”
- "Mobile IS already here!"
potential is often more interesting than accomplishment
Clarity
defined:
Problem
Finding...
Not Just
Solving
Staying afloat in a sea of rejection, before, during, and after the call...
IRRATIONAL
QUESTIONS
"I Need
a Vacuum"
"On a scale of 1 to 10..."
The ABC's of Selling
This Month's Sales Contest
Brand New Cadillac Eldorado!
Information Asymmetry to
Information Parity
2nd Prize...
(caveat emptor)
(caveat venditor)