Send the link below via email or IMCopy
Present to your audienceStart remote presentation
- Invited audience members will follow you as you navigate and present
- People invited to a presentation do not need a Prezi account
- This link expires 10 minutes after you close the presentation
- A maximum of 30 users can follow your presentation
- Learn more about this feature in our knowledge base article
Fall Sales Training - Start with the Why
Transcript of Fall Sales Training - Start with the Why
Did you ever ask yourself one of these questions?
Finding the answer(s) will make our company better!
Why this session?
Fall 2014 Sales Training
Can we all be successful selling?
How can we all be successful?
Studied why some individuals are successful and others aren't...
To be the Earth's biggest selection + To be the most customer-centric company
Success of Innovators
driven by THEIR Why
Failure of Followers
copying someone else's What
Aron Buchman (Neurologist)
“People don’t buy what you do,
they buy WHY YOU DO IT.
"The goal is not to do business with everybody who needs what you have;
The goal is to do business with people who believe what you believe."
Sell to the Old Brain first;
then the New brain rationalizes the decision
to finally formalize it.
Establishes that all successful individuals communicate in the exact same way,
which is the exact opposite of what most people do.
You can even sell them several "What's"...
At we start with the WHY!
Let's acknowledge selling is a tough job:
requiring a perfect understanding of what we do
requiring an understanding
of how we do it
requiring an understanding
of why we do it
To be successful, we need to be able to
=> have leadership
=> inspire others
After 2+ failures, take a solution that maximizes Turkcell's chances to be succesful asap
1. Fast implementation due to perfect product fit
2. ALIGN the entire organization to ensure success at any price
3. Establish trust
1. POC in 2 days vs. 3 weeks + "unconventional" implementation approach
2. Non-stop beqom Executives availability
3. Deliver the 2 promises we did ahead of schedule
(Turkey operation and Turkey version)
the Wright brothers
What makes you think someone is very senior after only 1 minute?
How can you help someone develop leadership?
How is it that you know what you are doing is right, but can't explain why?
In a similar group of people, why some are consistently successful, and some consistently unsuccessful?
Aviation War: Compared the lives of vs.
Studied the life of Martin Luther King
To all contribute knowledge and create a true depository of global information
To kill Microsoft
To make a dent in the Universe (later: To reinvent the status quo)
And WHAT YOU DO serves as the proof of what you believe.”
$967K in Software alone
in 2010... in Turkey
(no local presence)
vs. Callidus, Varicent, Oracle
(all 3 with local presence...)
ask yourself WHY an email (not a call?)
ask yourself WHY you put someone in cc:
start your text with WHY you send this mail
qualification and sales strategy
will this customer go with beqom (product = a WHAT supporting this WHY)
first screen with WHY you have this presentation
you follow with its format (HOW) and its expected result (WHAT)
communicating with customers
Company: start with why we created this company, LINKING BACK TO THEIR
Product: start with why we developed such a product (the double approach, linked back to their
Pricing: start with why we chose this business model, and how it's supporting their
Infrastructure: start with why we selected Azure, and how it supports their