Presentation discussing the benefits of right brain selling versus left brain selling techniques. The presentation shares ideas on how to accomplish right brain selling and why it is important for sales success.
How decisions are made Choices we make are 80 based on about: 80 percent emotion and 20 20 percent logic Emotion LogicSource: Storyselling for Financial Advisors
Typical Selling Approach Linear Path A B C D• A = Our Product which we see as Answer• B = Why we think others should Buy our product• C = We add Compelling reasons to buy• D = Get a Decision Typical Positioning Video Source: Storyselling For Financial Advisors
Right Brain Selling Approach Intuitive Leap Path A B C D• A = Our Product which we see as Answer• B = Why we think others should Buy our product• C = We add Compelling reasons to buy• D = Get a Decision Source: Storyselling For Financial Advisors
Left Brain vs. Right Brain 101 Left Right Analyzes Creative Logical Takes risks Sequential Imagines
Partnering With Prospects and ClientsLet’s talk about you! Shift of Focus Video …
Setting The Stage Quick tips: 1st – Get to know your client 2nd – Recommend solutions Lighten up! Dont take yourselfAsk questions like... too seriously.“Tell me about yourself.” Avoid jargon.“What are your goals?” Why Set The Stage Video
Selling To Each SideLeft learning style Right learning style Explanation Stories Discussion Metaphors Debate Analogies Reasoning Illustrations
Your most powerful tool: “The Story” Definition of Storyselling: Using simple illustrations, anecdotes and metaphors to simplify matters, not complicate them. -Scott West & Mitch Anthony
Be like...Warren Warren Buffet on Companies to Invest In “Wonderful castles, surrounded by deep, dangerous moats where the leader inside is an honest and decent person…”Source: Berkshire Hathaway Annual Meeting 1995
Metaphordefinition: a figure of speech in which one thing isspoken as if it were another “world is a stage” “a sea of troubles” -William Shakespeare
Analogy definition: a similarity between like features of two things, on which a comparison may be basedFor example:The comparison ofa human heart to apump.
Illustrationdefinition: an example that helps make somethingclear
Right Brain Sales Pitch On Investing1. Select topic: Investing in a down market2. Identify challenge: Diving in when conditions appear at their worst3. Make connection: Acapulco cliff divers jumping into the water whenthe water appears to be most shallow is kind of like investing when the marketis down4. Recommend a solution: Sometimes the best time to act may bewhen conditions appear to be at their worst
Top 10 ways to sell the right side10. Talk less, listen more9. Don’t fear the stick figure8. NAP (No acronyms, please!)7. Use charts and numbers to support stories and pictures6. Power of the question
Top 10 ways to sell the right side5. Make them laugh4. Remember the “7-38-55 rule”13. Once upon a time...tell stories2. Use metaphors and analogies1. Left-brain stimuli ≠ right-brain responses21 Research conducted in 1971 by Dr. Albert Mehrabian2 Storyselling for Financial Advisors
QuizWhat percentage of right-brain functions are needed forsales success? (Select one of the following choices) A. Less than 10 percent B. 25-35 percent C. 65-75 percent D. 80-90 percentSource: Storyselling for Financial Professionals
Right Brain Done Right Video Rodney JonesThank You For Your Attendance Questions?