Data.com Connect Presents: Andy Paul - How to Win the Sale Before You Win the Order
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Transcript of Data.com Connect Presents: Andy Paul - How to Win the Sale Before You Win the Order
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Winning The Sale Before You Win The Order
© 2015 | PAGE 3
People make emotional decisions for logical reasons
vs Emotional Logical
© 2015 | PAGE 4
How you sell
Wins The Sale
© 2015 | PAGE 5
All vendors look alike to your customers.
© 2016 | PAGE 6
How do you
differentiate and rise above the competition?
© 2014 | PAGE 6
© 2015 | PAGE 7
“We don’t make money when we sell things; we make money when we help customers make purchase decisions.” —JEFF BEZOS, CEO, Amazon, Inc.
© 2015 | PAGE 8
Customers don’t buy you.
They buy what you do for them.
© 2015 | PAGE 9
Influence emotions and win the sale
Master the elements of your selling under your direct control
© 2015 | PAGE 10
Your job: Convert your intangible sales strengths into emotional capital
© 2015 | PAGE 11
Perfect the processes that help buyers make decisions:
Faster to “Yes”
© 2015 | PAGE 12
Turn time into Value
How you sell wins the sale #1
© 2015 | PAGE 13
Customers exchange their time
for value
© 2015 | PAGE 14
Herbert Simon
Nobel Prize Winner in Economics
© 2015 | PAGE 15
“…a wealth of information creates a poverty of attention…”
The Economics of Attention
© 2015 | PAGE 16
Maximize prospects’ ROI on time invested with you
© 2015 | PAGE 17
Optimize first perceptions
How you sell wins the sale #2
© 2015 | PAGE 18
“What you do speaks so loudly I cannot hear what you say.” —RALPH WALDO EMERSON
© 2015 | PAGE 19
There is no unimportant sales touch
© 2015 | PAGE 20
Positive perceptions bring about positive results Customers make judgments about your long-term value based on initial interactions
First perceptions are powerful
The Law of Attraction
© 2015 | PAGE 21
Perceptions influence
Know, Like, Trust
© 2015 | PAGE 22
It’s about them, not you
How you sell wins the sale #3
© 2015 | PAGE 23
Mindful Focus
Be Present
Eliminate distractions
© 2015 | PAGE 24
Mindful Listening
Listen without judgment
Eliminate your bias filters
© 2015 | PAGE 25
Mindful Inquiry
Extend your curiosity
Ask the AWE question
© 2015 | PAGE 26
Build rapport with a story
© 2015 | PAGE 27
Tell a personal story
! Tell who you are: not what you do
! Humanize yourself
! Reveal a vulnerability
© 2015 | PAGE 28
Maximize value
How you sell wins the sale #4
© 2015 | PAGE 29
What is
in selling?
© 2015 | PAGE 30
Information that moves the prospect at least
one step forward in their buying process
© 2016 | PAGE 31
Value = Useful Effective Sales Stories
Responsive Answers
Perceptive Discovery Questions
Business Insights
Contextual Information
Case Studies
© 2016 | PAGE 32
Value = Quantifiable
Tangible value to prospect
Compressed buying cycle: early to market
Reduced cost of buying your solution
Paradigm Shift to higher value solution
Quantify true value of your solution
© 2015 | PAGE 33
Execute a Value Plan for every sales touch to deliver the maximum value.
© 2015 | PAGE 34
STOP Every sales touch must have a value plan. If it doesn’t, just don’t do it.
© 2015 | PAGE 35
Accelerate your responsiveness
How you sell wins the sale #5
© 2015 | PAGE 36
RESPONSIVENESS =
Value + Speed
© 2015 | PAGE 37
Responsiveness: No longer an
option
© 2015 | PAGE 38
The first seller with the answers
wins
© 2015 | PAGE 39
Responsive follow-up may be differentiator
Slow follow-up
Responsive follow-up
Creates lasting perceptions about customer experience
© 2015 | PAGE 40
Paint the Vision
How you sell wins the sale #6
© 2015 | PAGE 41
Compelling mental image of their
Ultimate Solution
© 2015 | PAGE 42
Put the prospect in the picture
GYM
© 2015 | PAGE 43
Take them on a mental test drive
© 2015 | PAGE 44
Probability of winning the order if you are the seller that shapes the prospect’s “buying vision.”
RESEARCH SHOWS
65%
© 2016 | PAGE 45
Treat each sales touch with equal importance
© 2016 | PAGE 46
ACCELERATE YOUR
RESPONSIVENESS
© 2016 | PAGE 47
Execute your Value Plan for every sales touch
© 2015 | PAGE 48
! It’s How: Not What
! Turn time into value
! Optimize first perceptions
! Maximize Value
! Paint the vision
Summary
© 2015 | PAGE 49
Website: Andypaul.com TWITTER: @ZeroTimeSelling CONTACT: [email protected] (619) 980-4002
AUTHOR SPEAKER
SALES EXPERT
© 2015 | PAGE 50
! Top Rated Sales Podcast
! 6 new episodes per week
! Interviews with world-class experts
! Accelerate your sales
Accelerate!
© 2015 | PAGE 51
Questions?