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The Unfair Sales                                           Edge©:           Getting to ‘Yes’ ... Without Selling          ...
Why... This Presentation?      ... Now?
Key TopicsSetting the Stage: Unlocking Your Prospect’s BrainThe Unfair Relationship Edge:Winning Trust ... Bypassing Resis...
Setting The Stage:How Your Prospect’s Brain Works
The Brain’s “Hardware Architecture:”                      Why It Is Important in Sales•   “85% of all buying decisions are...
The Brain’s “Software System:”How It Drives Your Prospect’s Buying Behavior                                               ...
The Unfair Relationship Edge: Winning Trust ... Bypassing Resistance
Rapport    The “Make or Break” Sales Skill“Anything is possible in the presence of rapport. Nothing is possible without it...
What is Rapport ... REALLY?Is•    Bridging “maps”             Your “map”     Their “map”•    Being in their “shoes”•    Pe...
Why Rapport Is            THE Most Important Skill In Selling             Conscious Mind	 	    	    Unconscious Mind      ...
The TellTale Signs:             Are You In or Out of Rapport with Your Prospect?In Rapport •   “Matching” physiology •   E...
Mastering Rapport                 Techniques and Language•   Pre-call preparation (“Perceptual Selling”)•   Matching and m...
The Unfair Relationship Edge:      Selling to Your Prospect’s     “Preferred Thinking Style”
Advanced Communications Mastery:    Selling to Your Prospect’s “Innate” Thinking Style     Your Prospect’s “Preferred” Thi...
ISelling To Your Prospect’s Deep Personality:           An Advanced Tool for High Velocity Selling Why?  •    Accelerates ...
Precision Selling:Key Sample Questions To Uncover Your Prospect’s Deep Personality‣ Motivation Direction                  ...
The Unfair Influence Edge:Inspiring the “Buy” ... Winning Agreement
Advanced Influence Techniques:Secrets To Becoming A Master Sales Communicator   •   Stories, archetypes and metaphors   •  ...
Creating Win/Win Sales Outcomes:             Summarizing Key Points and Reminders•   Maintain continous rapport•   Use “br...
Denise Corcoran L e a d i n g E x p e r t o n “ Yo u r B r a i n a n d P e r f o r m a n c e ”Special Bonuses for JigsawPa...
Denise Corcoran              Opening Your Door To A New Frontier of        Performance Possibilities and Competitive Advan...
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The Unfair Sales Advantage: Getting to "Yes" ... Without Selling

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The Unfair Sales Advantage: Getting to "Yes" ... Without Selling

  1. 1. The Unfair Sales Edge©: Getting to ‘Yes’ ... Without Selling Denise Corcoran L e a d i n g E x p e r t i n “ Yo u r B r a i n a n d P e r f o r m a n c e ” T he Empowe re d Bu si ne ss ( t m) w w w. Empowe re dBu si ne ss. com de ni se @e mp owe re db usi ne ss. com
  2. 2. Why... This Presentation? ... Now?
  3. 3. Key TopicsSetting the Stage: Unlocking Your Prospect’s BrainThe Unfair Relationship Edge:Winning Trust ... Bypassing ResistanceThe Unfair Process Edge:Creating Desire ... Advancing the ConversationThe Unfair Influence Edge:Inspiring the “Buy” ...Winning AgreementQ&A
  4. 4. Setting The Stage:How Your Prospect’s Brain Works
  5. 5. The Brain’s “Hardware Architecture:” Why It Is Important in Sales• “85% of all buying decisions are made at the unconscious level.” (Harvard Business Professor)• “90% of our perceptions are driven by memories and the meaning, feelings and thoughts associated with them. (Atul Gawande, Surgeon)• “The reptilian always wins. I don’t care what you tell me intellectually. Why? Because the reptilian always wins.” (Clotaire Rapaille, Market Our “3 Layered” Brain Researcher)
  6. 6. The Brain’s “Software System:”How It Drives Your Prospect’s Buying Behavior The Brain’s “Gatekeepers” (aka Filters) • Attitudes • Values • Beliefs/decisions • Personality Structure (“Meta-programs”) • Memories • Language “Your brain only processes .0001% of external (sensory) information.” (equivalent of 1 drop/per 32 ounces of water)
  7. 7. The Unfair Relationship Edge: Winning Trust ... Bypassing Resistance
  8. 8. Rapport The “Make or Break” Sales Skill“Anything is possible in the presence of rapport. Nothing is possible without it.” Milton Erickson, M.D.
  9. 9. What is Rapport ... REALLY?Is• Bridging “maps” Your “map” Their “map”• Being in their “shoes”• Perceived similarities• Speaking their “language”Is NOT• Warm fuzzies• Small talk• Similar interests• “Old school” techniques
  10. 10. Why Rapport Is THE Most Important Skill In Selling Conscious Mind Unconscious Mind Know Like Trust Marketing/Sales Continuum• No Rapport = No Sale• Lack of Rapport => Resistance, Stalls, Objections Rapport builds trust, fuels motivation and ignites synergies.
  11. 11. The TellTale Signs: Are You In or Out of Rapport with Your Prospect?In Rapport • “Matching” physiology • Ease and flow in conversation • Respecting differences Physiology 55% • “We” feelingOut of Rapport Words 7% Voice • “Mismatch” physiology 35% • Resistance, tension, stalling • Sales objections • “You vs I” feeling
  12. 12. Mastering Rapport Techniques and Language• Pre-call preparation (“Perceptual Selling”)• Matching and mirroring• Speak their language - Key words - Thinking style - Values (“What’s important to you in ....?”)• Rapport building (“bridging”) language - “I appreciate ...” - “I respect ...” - “I agree ...” - “... and ...” (eliminate “but”)
  13. 13. The Unfair Relationship Edge: Selling to Your Prospect’s “Preferred Thinking Style”
  14. 14. Advanced Communications Mastery: Selling to Your Prospect’s “Innate” Thinking Style Your Prospect’s “Preferred” Thinking StyleWhy?• Builds deep rapport• Bypasses conscious resistance• Speeds up the sales conversation• Increases probability of “YES”• Decreases “no’s”What?• “Sensory dominance” (Visual - Audio - Kinesthetic)• Deep personality structure
  15. 15. ISelling To Your Prospect’s Deep Personality: An Advanced Tool for High Velocity Selling Why? • Accelerates rapport and trust • Bypasses conscious resistance • Speeds up the sales conversation • Increases probability of “YES” What? • Motivation Direction: Toward vs Away • Choice: Options vs Procedures • Sorting: Sameness vs Differences • Scope: Big Picture vs Details Do you know how your prospect thinks?How? Through questions
  16. 16. Precision Selling:Key Sample Questions To Uncover Your Prospect’s Deep Personality‣ Motivation Direction Away From Toward “Why is ____ important to you?”‣ Choice Procedures Options “Do you prefer looking for alternatives or following procedures?”‣ Sorting Sameness Differences “What’s the relationship between this year’s performance vs last year’s?”
  17. 17. The Unfair Influence Edge:Inspiring the “Buy” ... Winning Agreement
  18. 18. Advanced Influence Techniques:Secrets To Becoming A Master Sales Communicator • Stories, archetypes and metaphors • Conversational belief change techniques • Emotional anchoring • Power words and phrases - “Because” ... “And” - Repetition of key words (“Yes, we can!”) - Tag questions (“..., isn’t it?”)
  19. 19. Creating Win/Win Sales Outcomes: Summarizing Key Points and Reminders• Maintain continous rapport• Use “bridging language” to deepen rapport, gain agreement and move past resistance/stalls• Speak to your prospect’s “preferred thinking style”• Utilize the 3 types of questions to uncover buying motivations, criteria, “real” needs and gain agreement• Help your prospect create a vision of what’s possible with your solution (inspired buying)• Use with integrity and for the highest good of your prospect
  20. 20. Denise Corcoran L e a d i n g E x p e r t o n “ Yo u r B r a i n a n d P e r f o r m a n c e ”Special Bonuses for JigsawParticipants Email denise@empoweredbusiness.com‣ Additional Neuro-Based Resources, including a 32 Page Report, Buying 2.0‣ One Burning Webinar Question‣ Complimentary 30 min. Consultation - “Your Preferred Thinking Style” (1st 5 respondents)‣ Special discount to our next World Class Sales Excellence Roundtable
  21. 21. Denise Corcoran Opening Your Door To A New Frontier of Performance Possibilities and Competitive Advantages‣ CEO, The Empowered Business (tm)‣ Leading Expert in ...- Peak Performance & Excellence- Communication & Influence Mastery- Human Behavior, Change & Accelerated Achievement- Leadership & Organizational Transformation To achieve your Unfair Sales Edge, contact: denise@empoweredbusiness.com w w w. E m p o w e r e d B u s i n e s s . c o m 650-348-1842

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