Loading presentation...

Present Remotely

Send the link below via email or IM

Copy

Present to your audience

Start 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

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.

DeleteCancel

Make your likes visible on Facebook?

Connect your Facebook account to Prezi and let your likes appear on your timeline.
You can change this under Settings & Account at any time.

No, thanks

ABC's of Selling - To Sell is Human - The Surprising Truth About Moving Others

Adapted from Daniel Pink's To Sell is Human, this prezi redefines the "Always Be Closing" motto of traditional sales.
by

Patrick McNulty

on 27 March 2013

Comments (0)

Please log in to add your comment.

Report abuse

Transcript of ABC's of Selling - To Sell is Human - The Surprising Truth About Moving Others

Who Sells More...? The ABC's of Selling adapted from
Dan Pink's
"To Sell is Human" Attunement Clarity The capacity to help others see their situations in fresh and more revealing ways and to identify problems they didn't realize they had. FRAMES Conversation with a Time Traveler Thinking v. Feeling The ability to bring one’s actions and outlook into harmony with other people and with the context you’re in. Permanent?
Pervasive?
Personal? "Can I MOVE
This Person...?" Buoyancy
Physical v. Verbal
Watch, Wait, Wain
Touch Information Asymmetry to
Information Parity (caveat emptor) Brand New Cadillac Eldorado! 2nd Prize... (caveat venditor) defined: Use your more than your Strategic Mimicry “Subtle mimicry comes
across as flattery" "Be strategic
...not false" Traffic Light, Delivery Pizza, Airport Screening Machine, Drive-Thru Big Mac, iPod, Movie Theater, Mowing the Lawn, Running on a Treadmill, "Bieber Fever", Facebook... Staying afloat in a sea of rejection, before, during, and after the call... Ask yourself, is this... defined: defined: 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" "This could be the next big thing!"
“These could be your results…”
"Mobile IS already here!" Potential Frame: Compared to What? Material v. Experiential IRRATIONAL
QUESTIONS This Month's Sales Contest Introverts Thinking Feeling Generic Simulated Negotiation 1/3 Thinking
1/3 Feeling
1/3 Generic (control) 36% 54% 76% EXTROVERTS Problem
Finding...
Not Just
Solving "I Need
a Vacuum" "On a scale of 1 to 10..." potential is often more interesting than accomplishment “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.” Thank you! PITCH
EXERCISE
Full transcript