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Winning The Sale Before You Win The Order

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People make emotional decisions for logical reasons

vs Emotional Logical

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How you sell

Wins The Sale

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All vendors look alike to your customers.

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How do you

differentiate and rise above the competition?

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“We don’t make money when we sell things; we make money when we help customers make purchase decisions.” —JEFF BEZOS, CEO, Amazon, Inc.

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Customers don’t buy you.

They buy what you do for them.

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Influence emotions and win the sale

Master the elements of your selling under your direct control

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Your job: Convert your intangible sales strengths into emotional capital

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Perfect the processes that help buyers make decisions:

Faster to “Yes”

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Turn time into Value

How you sell wins the sale #1

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Customers exchange their time

for value

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Herbert Simon

Nobel Prize Winner in Economics

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“…a wealth of information creates a poverty of attention…”

The Economics of Attention

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Maximize prospects’ ROI on time invested with you

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Optimize first perceptions

How you sell wins the sale #2

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“What you do speaks so loudly I cannot hear what you say.” —RALPH WALDO EMERSON

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There is no unimportant sales touch

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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

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Perceptions influence

Know, Like, Trust

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It’s about them, not you

How you sell wins the sale #3

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Mindful Focus

Be Present

Eliminate distractions

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Mindful Listening

Listen without judgment

Eliminate your bias filters

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Mindful Inquiry

Extend your curiosity

Ask the AWE question

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Build rapport with a story

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Tell a personal story

!  Tell who you are: not what you do

! Humanize yourself

!  Reveal a vulnerability

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Maximize value

How you sell wins the sale #4

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What is

in selling?

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Information that moves the prospect at least

one step forward in their buying process

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Value = Useful Effective Sales Stories

Responsive Answers

Perceptive Discovery Questions

Business Insights

Contextual Information

Case Studies

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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

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Execute a Value Plan for every sales touch to deliver the maximum value.

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STOP Every sales touch must have a value plan. If it doesn’t, just don’t do it.

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Accelerate your responsiveness

How you sell wins the sale #5

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RESPONSIVENESS =

Value + Speed

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Responsiveness: No longer an

option

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The first seller with the answers

wins

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Responsive follow-up may be differentiator

Slow follow-up

Responsive follow-up

Creates lasting perceptions about customer experience

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Paint the Vision

How you sell wins the sale #6

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Compelling mental image of their

Ultimate Solution

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Put the prospect in the picture

GYM

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Take them on a mental test drive

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Probability of winning the order if you are the seller that shapes the prospect’s “buying vision.”

RESEARCH SHOWS

65%

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Treat each sales touch with equal importance

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ACCELERATE YOUR

RESPONSIVENESS

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Execute your Value Plan for every sales touch

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!  It’s How: Not What

!  Turn time into value

!  Optimize first perceptions

!  Maximize Value

!  Paint the vision

Summary

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Website: Andypaul.com TWITTER: @ZeroTimeSelling CONTACT: andy@andypaul.com (619) 980-4002

AUTHOR SPEAKER

SALES EXPERT

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!  Top Rated Sales Podcast

!  6 new episodes per week

!  Interviews with world-class experts

!  Accelerate your sales

Accelerate!

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Questions?