In this keynote for Sales Innovation Expo 2016 I share why sales people are actually selling themselves, as much if not more than the product or service they represent.

3. “People aren’t buying
what you’re selling,
they’re buying you”

7. #1 The Evolution of The
Sales Industry

9. Dan Pink - “To Sell Is Human”

10. • Negative perception of sales people
• We hear the word ‘no’ a lot
• ‘Do Nothing’ is our biggest competitor
• Can be stressful and panic inducing
• Good prospects are hard to find
• Many sales roles are disappearing
A FEW SALES HOME TRUTHS

11. The Evolution of B2B Selling.…
• The balance of power has shifted
• Caveat emptor  Caveat Venditor
• Seller led  Buyer Led
• Software  SaaS
• Complex & cumbersome  Simple and agile
• Product focus  Outcome focus

12. #2 How Do People
Actually Make
Decisions?

13. “People don’t buy what you do,
they buy why you do it”
Simon Sinek - Author, speaker
and thought leader

14. • 90% of decisions are driven by our limbic brain
• We search for connection and congruency
• We ask “do I like and trust these people”
• Emotion and intuition often drive decisions
• Logic and rational thinking justify the decision
How do people really make decisions?

15. Pub Quiz
Top 3 reasons
we think we
win deals?
Top 3 reasons
we think we
lose deal?
Why we win
• We win
based on
price
• Our product
or service
was clearly
superior
• The quality
of our team
Why we lose
• We lose
based on
price
• Not a level
playing field:
incumbent
bias
• Lack of
executive
sponsorship

16. Bonus Round!
Top 3 reasons
our customers
give for us
winning?
Top 3 reasons
our customers
give for us
losing?
Why you win
• Quality of
your people
• Cultural fit
• Collaborated,
educated,
challenged,
managed &
mitigated
our risks
Why you lose
• Didn’t listen to
or understand
our needs
• We saw you as
unprofessional
or higher risk
• Focused too
much on your
solution not
enough on our
problem

19. #3 What Sales Winners
Do Differently

20. “There are only two ways to
influence human behaviour, you
can manipulate it or your can
inspire it” Simon Sinek -

21. What Sales Winners Do Differently
1. They are humble

23. What Sales Winners Do Differently
1. They are humble
2. They are great listeners

25. What Sales Winners Do Differently
1. They are humble
2. They are great listeners
3. Learn how to tell great stories

27. Original slide: Andrew Griffiths

28. What Sales Winners Do Differently
1. They are humble
2. They are great listeners
3. Learn how to tell great stories
4. They are agile and adaptable

30. What Sales Winners Do Differently
1. They are humble
2. They are great listeners
3. Learn how to tell great stories
4. They are agile and adaptable
5. Let their EQ dominate their IQ

32. What Sales Winners Do Differently
1. They are humble
2. They are great listeners
3. Learn how to tell great stories
4. They are agile and adaptable
5. Let their EQ dominate their IQ
6. Create a memorable pitch

33. The recipe for a memorable pitch?
1. Establish your credibility and authority upfront
2. Harness the power of Storytelling
3. Aim for emotional, not just intellectual connection
4. Take the time to convey your essence
5. Earn the right to talk about your solution
6. Create a memorable hook

34. What Sales Winners Do Differently
1. They are humble
2. They are great listeners
3. Learn how to tell great stories
4. They are agile and adaptable
5. Let their EQ dominate their IQ
6. Create a memorable pitch
7. They are crystal clear on their purpose

36. #4 So What Can
You Do?

37. “In a world of continuous change
and perceived product parity, sellers
are the key differentiators”
Jill Konrath – Author and Sales
Expert

38. 5 Steps to Sales Mastery
1. Take the time to discover your WHY
2. Let your EQ dominate your IQ
3. Appeal to the limbic brain
4. Become a great storyteller
5. Create a memorable ‘hook’ in your pitch

39. “People aren’t buying
what you’re selling,
they’re buying you”

40. http://trinityperspectives.com.au/rebirthofthesalesman/