Silicon Halton Meetup #22: Creating high differentiation through evidence based selling

Creating High Differentiation Through Evidence Based Selling THE NEW EQUATION IN SELLING™

our storyIf you wanted to create a sales andlearning system that could guarantee whatis learned is retained and can beused….

What would itlook like?

our passion?changethebusinessofsales

today’s end goalOne idea that will create high impactCommit to use itKeep practicing it….perfect practice makes perfect

framework fortoday’s workshop creating high differentiation through evidence based• The “Cool” Trap selling• Creating Differentiation – logic versus emotion• The Oxymoron - Evidence based principles• Principles of Influencing• Building Your Sales Tool Kit• Perfect practice makes perfect

what is themodel ofexcellence?

nature vs. nurture How much change are we capable of ?

selling with integrity

surprise or delight ANXIETY & RISK BOREDOM & MONOTOMY

protocols of communication General Known Simple Specific Unknown Complex

imagine….1985If I want to sell change…What might I need to createor change for my prospect?

influencingselling with integrity From NLP to Cialdini to Brain Research What triggers someone to say yes?

principles of influencingRobert Cialdini’s Principles of Influencing• Likeability• Reciprocity• Authority• Social Proof• Consistency• Scarcity

the buying process Trust Need Help Hurry

facilitating the Buying Process

buying & selling process Trust Need Need Want Can Afford Help Timing Hurry Buying/Success Criteria

the principles of influenceTrigger - Likeability

the principles of influenceTrigger - Reciprocity

the principles of influenceTrigger - Authority

the principles of influenceTrigger – Social Proof

the principles of influenceTrigger – Consistency

the principles of influenceTrigger - Scarcity

developing your toolkit provocative questions What would you like to see happen instead?

advocacy Do you have a good story to tell? Once upon a time…. For example…..

objectionsWhen they present an objection to you – or a speed bump they speak to you from one of two perspectivesThey either tell you they are satisfiedOr they tell you they see no benefit in your product or service

no benefit When they tell you they see no benefit they object by saying a version of the following: Your price is way too high

satisfied When they tell you they are satisfied they say things like: We’re happy with our present supplier

satisfied The challenge? When I’m satisfied I of course see no benefit So….. If I’m satisfied? ….YES Then, there is NO benefit

desired outcome Competence leads to confidence Selling is the transfer of confidence

making it work for you

next steps…• Build your –• Initial call pre-call planner• Presentation pre-call planner• Recommendation pre-call planner• Closing – pre-call planner What’s your commitment for action?

Thank You.Marguerite Zimmerman E=mz² Inc.

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Silicon Halton Meetup #22: Creating high differentiation through evidence based selling

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