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Transcript

“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)

adapted from

Dan Pink's

"To Sell is Human"

Thank you!

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