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ABC's of Selling - To Sell is Human - The Surprising Truth About Moving Others
Transcript of ABC's of Selling - To Sell is Human - The Surprising Truth About Moving Others
"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?
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 Generic (control) 36% 54% 76% EXTROVERTS Problem
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