Power Deal Creation workshop preview

6,762
-1

Published on

Prepare your salespeople to take on first calls with confidence, and arm them with messages effective at converting more conversations into second appointments.

Published in: Spiritual, Business
1 Comment
2 Likes
Statistics
Notes
  • See these slides in action. Watch an on-demand webinar to see Mike Miller, Sr. Consultant with Corporate Visions give a preview of the Power Deal Creation workshop and learn how it's different than traditional discovery training. http://win.corporatevisions.com/PowerDealCreationCrossSell_Recorded_Webinar_Registration.html
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
No Downloads
Views
Total Views
6,762
On Slideshare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
42
Comments
1
Likes
2
Embeds 0
No embeds

No notes for slide

Power Deal Creation workshop preview

  1. 1. Advanced Power Messaging:Power Deal Creation Virtual Preview
  2. 2. Why Deal Creation?
  3. 3. Deal Creation by the Numbers
  4. 4. What does your discovery look like today?
  5. 5. TheInterrogation
  6. 6. The Status Quo Barrier
  7. 7. The Field Messaging Challenge
  8. 8. $
  9. 9. $?? ?? ??
  10. 10. $?? ?? ??
  11. 11. Change Your Conversations
  12. 12. Building a Buying Vision
  13. 13. 1. Frame•  Predict Pain•  Amplify Impact
  14. 14. FRAME Predict Pain: What’s hiding just around the corner?
  15. 15. FRAME Amplify Impact: Show the potential business impact
  16. 16. Prospect Research Exercise
  17. 17. Differentiation Exercise and 60-Second Story Exercise
  18. 18. Number Play Exercise and Big Picture Exercise
  19. 19. 2. Explore •  Diagnose Situation •  Specific Questions
  20. 20. v EXPLOREDiagnose Situation:How is this problembeing solved today?
  21. 21. EXPLORE Specific Questions:Transfer ownership by using “What if you…” questions
  22. 22. Be Curious
  23. 23. Developing Questions Exercise
  24. 24. 3. Excite•  Customer Story•  Compare and Contrast•  Rescue Them
  25. 25. EXCITECustomer Story:How you helpedanother company justlike them deal withthe same problem.
  26. 26. EXCITE Compare and Contrast: Their world today, made better with you.
  27. 27. EXCITE Rescue Them: Show them you have the solution.
  28. 28. Contrast Communicates Value GAINPAIN Value
  29. 29. The Seller is the Hero? •  Sounds like Bragging •  Diminishes the Customer •  Nobody wants to be the next person you tell about rescuing •  Customer comes off as the villain
  30. 30. Make Your Customer the Hero
  31. 31. Failure to Be Interesting customer is a company.They’ve been in business years.They have locations.They make, sell and service solutions.
  32. 32. Telling Details Create Interest You can tell a lot about a character just by the shoes he’s wearing. – Tom Wolfe
  33. 33. Listen for Stories,Metaphors and Analogies Not just facts!
  34. 34. Criteria of a Great Customer Story1.  Contrast the pain with the gain2.  Use telling details for more punch3.  Make your prospect the hero4.  Tell a story – don’t just share data5.  Someone else can easily retell it
  35. 35. Customer Story with Contrast Exercise
  36. 36. Power Deal Creation™ Map
  37. 37. 4. Agree •  Buying Vision •  Politics > Personality •  Questions That Reveal Context
  38. 38. AGREEBuying Vision:The need for change withyour solution
  39. 39. AGREE Politics Trump Personality: Understand the entiredeal landscape, anchors and objections
  40. 40. AGREEQuestions ThatReveal Context:Finding out thenext steps
  41. 41. Context vs. CharacterPeople typically overestimate character andunderestimate context in the buying decision
  42. 42. Pulling It Together Exercise
  43. 43. HonestSignals
  44. 44. Pentland Study Results Indicators of Acceptance: • Voice pacing • Tone • Emphasis • Body languagePersuasion, content and style are indistinguishable
  45. 45. Status is Negotiated
  46. 46. Power Deal Creation™ Map•  Predict Pain •  Buying Vision•  Amplify Impact •  Politics > Personality •  Questions That Reveal Context•  Customer Story •  Diagnose Situation•  Compare and Contrast •  Specific Questions•  Rescue Them
  47. 47. The Status Quo Barrier Make it unsafe and sell the problemMemorable Insights contrast with change Make it safe and Show them the path to safety
  48. 48. CHICAGO,Marketing and Sales SEPT. 18-20Messaging Conference ONLY $399 Breakout Tracks: 1.  Marketing Messaging & Content Creation 2.  Sales Conversation Delivery Billy Ben 3.  Power Coaching Beane Zander Workshop
  49. 49. Q&A
  50. 50. Additional QuestionsJoin the discussion on LinkedIn
  51. 51. CONTACT US+1 775-831-1322cvimarketing@corpv.com LET ’S TALK! Twitter: @corpvABOUT US rer @ TRiestewww.corporatevisions.com ok: Facebo om/READ THE BOOK ebook.c www.fac ionswww.conversationsthatwin.com corporatevis

×