0
The Physics of Selling By Duane “DJ” Sprague www.vortexplan.com www.duanesprague.com
The Physics of Selling According to the basic principles of physics,  “for every action, there is an equal and opposite re...
Mismatching Mismatching is a form of  disagreement , and one way in which prospects move away from you by disagreeing with...
Four Forms of Mismatching  <ul><li>Contradiction:  </li></ul><ul><ul><li>“ You’re wrong.”  </li></ul></ul><ul><ul><li>“ I ...
Four Forms of Mismatching  <ul><li>Confrontational Clarification: </li></ul><ul><ul><li>“ Actually, my data says….” </li><...
Four Forms of Mismatching  <ul><li>Outdoing: </li></ul><ul><ul><li>“ Oh really, if you think that’s good listen to what I ...
Four Forms of Mismatching  <ul><li>I Know: </li></ul><ul><ul><li>My competition is outspending me in advertising.  “I know...
Questions Avoid Mismatching While statements are easily mismatched, questions are not.  Nobody   can disagree with a quest...
Avoid Mismatching Take an unexpected approach with your prospects by  pulling  them into the sale instead of pushing them ...
Record all their answers.  And make a list of all their objectives  and  motivations.  For example: “What are your goals t...
Desire or Fear <ul><li>Everyone is motivated by either: </li></ul><ul><ul><li>The desire for gain (40%) </li></ul></ul><ul...
The Desire for Gain <ul><li>Better </li></ul><ul><li>Faster </li></ul><ul><li>Cheaper </li></ul><ul><li>More exclusive </l...
Risk Avoidance, Fear of Loss or The Avoidance of Failure <ul><li>Avoid potential problems </li></ul><ul><li>Solve existing...
Present both the  opportunity for gain   AND   risk avoidance  in your presentation, and you double your chance of success!
Broadcast Media Develops Latent Needs Curiosity  Awareness  Knowledge  Understanding Active Need Confidence  Comfort  Valu...
Duane Sprague teaches media groups how to explain and sell their product from the agency and buyers side of the desk.  As ...
Upcoming SlideShare
Loading in...5
×

The Physics Of Selling--Duane Sprague

336

Published on

This sales presentation is critical for media sales people, and sales professionals of all types. Simple but effective techniques.

Published in: Business, Technology, Education
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
336
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
65
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Transcript of "The Physics Of Selling--Duane Sprague"

  1. 1. The Physics of Selling By Duane “DJ” Sprague www.vortexplan.com www.duanesprague.com
  2. 2. The Physics of Selling According to the basic principles of physics, “for every action, there is an equal and opposite reaction.” In other words, the harder you push someone toward a decision they are not ready to make, the harder they push away from you and your solution. Action Reaction You push, and they pull back.
  3. 3. Mismatching Mismatching is a form of disagreement , and one way in which prospects move away from you by disagreeing with or undermining your solution, statement, facts or opinions. The more cautious people are, the more likely they are to mismatch. Mismatching is also originated by the salesperson.
  4. 4. Four Forms of Mismatching <ul><li>Contradiction: </li></ul><ul><ul><li>“ You’re wrong.” </li></ul></ul><ul><ul><li>“ I disagree.” </li></ul></ul><ul><ul><li>“ Yea but….” </li></ul></ul><ul><ul><li>“ Where did you get your data?” </li></ul></ul><ul><ul><li>“ According to my sources……” </li></ul></ul><ul><ul><li>“ That’s no longer true.” </li></ul></ul>
  5. 5. Four Forms of Mismatching <ul><li>Confrontational Clarification: </li></ul><ul><ul><li>“ Actually, my data says….” </li></ul></ul><ul><ul><li>“ You’re close, but here’s the way I see it.” </li></ul></ul><ul><ul><li>“ It’s not 1.2 it’s 1.25” </li></ul></ul>
  6. 6. Four Forms of Mismatching <ul><li>Outdoing: </li></ul><ul><ul><li>“ Oh really, if you think that’s good listen to what I did…” </li></ul></ul><ul><ul><li>“ You think your adverting is good, check this out…” </li></ul></ul><ul><ul><li>“ That doesn’t come close to….” </li></ul></ul>
  7. 7. Four Forms of Mismatching <ul><li>I Know: </li></ul><ul><ul><li>My competition is outspending me in advertising. “I know.” </li></ul></ul><ul><ul><li>My advertising needs help. “I know.” </li></ul></ul>
  8. 8. Questions Avoid Mismatching While statements are easily mismatched, questions are not. Nobody can disagree with a question. Questions actually make the prospect feel valuable and pull them into the conversation.
  9. 9. Avoid Mismatching Take an unexpected approach with your prospects by pulling them into the sale instead of pushing them away. “ Telling is not selling” and this form of “pushing” will usually cause the prospect to mismatch and push away.
  10. 10. Record all their answers. And make a list of all their objectives and motivations. For example: “What are your goals this year?” “ I want to increase my sales by 20% this year.” “I understand, and why is 20% the magic number. What will that do for you?” “Twenty percent growth is what I need to keep our co-op.”
  11. 11. Desire or Fear <ul><li>Everyone is motivated by either: </li></ul><ul><ul><li>The desire for gain (40%) </li></ul></ul><ul><ul><li>The fear or avoidance of failure (60%) </li></ul></ul><ul><ul><li>Or a combination of the two </li></ul></ul>
  12. 12. The Desire for Gain <ul><li>Better </li></ul><ul><li>Faster </li></ul><ul><li>Cheaper </li></ul><ul><li>More exclusive </li></ul><ul><li>Sexier </li></ul><ul><li>Cooler </li></ul><ul><li>Newer </li></ul><ul><li>Tend to look for opportunities, and are bigger risk takers </li></ul>
  13. 13. Risk Avoidance, Fear of Loss or The Avoidance of Failure <ul><li>Avoid potential problems </li></ul><ul><li>Solve existing problems </li></ul><ul><li>Remove uncertainty </li></ul><ul><li>Avoid failure </li></ul><ul><li>Avoid embarrassment </li></ul><ul><li>Avoid risk </li></ul><ul><li>When in doubt tend to maintain the status quo </li></ul>
  14. 14. Present both the opportunity for gain AND risk avoidance in your presentation, and you double your chance of success!
  15. 15. Broadcast Media Develops Latent Needs Curiosity Awareness Knowledge Understanding Active Need Confidence Comfort Value Trust Sale Under-deliver Deliver on Promise Meet Expectations Exceed Expectations Brand Advocate Good Chance of Repeat Sale No Future Sale
  16. 16. Duane Sprague teaches media groups how to explain and sell their product from the agency and buyers side of the desk. As well as his highly successful client seminar “The Power of Sound in Advertising.” He has worked with such groups as ACME, Citadel, Simmons, Bonneville, Millcreek, Clear Channel and several Broadcaster Associations and Ad Clubs. For more information and media endorsements visit: www.squidoo.com/duanesprague
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×