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Winning The Sale Before
You Win The Order
© 2015 | PAGE 3
People make emotional decisions
for logical reasons
vs
Emotional Logical
© 2015 | PAGE 4
How you sell 
Wins The Sale
© 2015 | PAGE 5
All vendors look alike
to your customers.
© 2016 | PAGE 6
How do you
differentiate
and rise above
the competition?

© 2014 | PAGE 6
© 2015 | PAGE 7
“We don’t make money when
we sell things; we make money
when we help customers make
purchase decisions.”

...
© 2015 | PAGE 8
Customers don’t buy you.
They buy what
you do for them.
© 2015 | PAGE 9
Influence emotions
and win the sale
Master the elements of
your selling under your
direct control
© 2015 | PAGE 10
Your job:
Convert your
intangible sales
strengths into
emotional capital
© 2015 | PAGE 11
Perfect the processes that help buyers make decisions:
Faster to “Yes”
© 2015 | PAGE 12
Turn time into Value

How you sell wins the sale #1
© 2015 | PAGE 13
Customers
exchange
their time

for value
© 2015 | PAGE 14
Herbert 
Simon

Nobel Prize Winner
in Economics
© 2015 | PAGE 15
“…a wealth of
information
creates a poverty
of attention…”
The Economics of Attention
© 2015 | PAGE 16
Maximize prospects’
ROI on time invested
with you
© 2015 | PAGE 17
Optimize first
perceptions

How you sell wins the sale #2
© 2015 | PAGE 18
“What you do speaks
so loudly I cannot hear
what you say.”

—RALPH WALDO EMERSON
© 2015 | PAGE 19
There is no
unimportant
sales touch
© 2015 | PAGE 20
Positive perceptions bring
about positive results
Customers make judgments
about your long-term value
bas...
© 2015 | PAGE 21
Perceptions influence 
Know, Like, Trust
© 2015 | PAGE 22
It’s about them,
not you

How you sell wins the sale #3
© 2015 | PAGE 23
Mindful Focus
Be Present
Eliminate
distractions
© 2015 | PAGE 24
Mindful Listening 
Listen without
judgment
Eliminate your
bias filters
© 2015 | PAGE 25
Mindful Inquiry
Extend your
curiosity
Ask the AWE
question
© 2015 | PAGE 26
Build rapport
with a story
© 2015 | PAGE 27
Tell a personal story
!  Tell who you are: not what you do
!  Humanize yourself
!  Reveal a vulnerability
© 2015 | PAGE 28
Maximize value

How you sell wins the sale #4
© 2015 | PAGE 29
What is
in selling?
© 2015 | PAGE 30
Information that moves
the prospect at least
one step forward
in their buying process
© 2016 | PAGE 31
Value = Useful

Effective Sales Stories
Responsive Answers
Perceptive Discovery Questions
Business Insight...
© 2016 | PAGE 32
Value = Quantifiable
Tangible value to prospect
Compressed buying cycle: early to market
Reduced cost of ...
© 2015 | PAGE 33
Execute a Value Plan for
every sales touch to deliver
the maximum value.
© 2015 | PAGE 34
STOP
Every sales touch must
have a value plan. If it
doesn’t, just don’t do it.
© 2015 | PAGE 35
Accelerate your
responsiveness

How you sell wins the sale #5
© 2015 | PAGE 36

RESPONSIVENESS =

Value + Speed
© 2015 | PAGE 37
Responsiveness:
No longer an
option
© 2015 | PAGE 38
The first seller
with the
answers 
wins
© 2015 | PAGE 39
Responsive follow-up may be differentiator
Slow follow-up
Responsive
follow-up
Creates lasting perception...
© 2015 | PAGE 40
Paint the Vision

How you sell wins the sale #6
© 2015 | PAGE 41
Compelling mental image of their
Ultimate Solution
© 2015 | PAGE 42
Put the prospect
in the picture

GYM
© 2015 | PAGE 43
Take them
on a mental
test drive
© 2015 | PAGE 44
Probability of
winning the order
if you are the
seller that shapes
the prospect’s
“buying vision.”
RESEAR...
© 2016 | PAGE 45
Treat each
sales touch
with equal
importance
© 2016 | PAGE 46

ACCELERATE YOUR

RESPONSIVENESS
© 2016 | PAGE 47
Execute your Value Plan for
every sales touch
© 2015 | PAGE 48
!  It’s How: Not What
!  Turn time into value
!  Optimize first perceptions
!  Maximize Value
!  Paint the...
© 2015 | PAGE 49
Website:
Andypaul.com
TWITTER:
@ZeroTimeSelling
CONTACT:
andy@andypaul.com
(619) 980-4002
AUTHOR
SPEAKER
...
© 2015 | PAGE 50
!  Top Rated Sales Podcast
!  6 new episodes per week
!  Interviews with world-class
experts
!  Accelerat...
© 2015 | PAGE 51
Questions?
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Data.com Connect Presents: Andy Paul - How to Win the Sale Before You Win the Order

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Data.com Connect Presents: Andy Paul - How to Win the Sale Before You Win the Order

  1. 1. Tweet your learning's using #ConnectWebinars or @ConnectMembers for a chance to win a special prize! Visit Connect.Data.com Sign up (for free) today and get 2 free contacts! /ConnectMembers @ConnectMembers Data.com
  2. 2. Winning The Sale Before You Win The Order
  3. 3. © 2015 | PAGE 3 People make emotional decisions for logical reasons vs Emotional Logical
  4. 4. © 2015 | PAGE 4 How you sell Wins The Sale
  5. 5. © 2015 | PAGE 5 All vendors look alike to your customers.
  6. 6. © 2016 | PAGE 6 How do you differentiate and rise above the competition? © 2014 | PAGE 6
  7. 7. © 2015 | PAGE 7 “We don’t make money when we sell things; we make money when we help customers make purchase decisions.” —JEFF BEZOS, CEO, Amazon, Inc.
  8. 8. © 2015 | PAGE 8 Customers don’t buy you. They buy what you do for them.
  9. 9. © 2015 | PAGE 9 Influence emotions and win the sale Master the elements of your selling under your direct control
  10. 10. © 2015 | PAGE 10 Your job: Convert your intangible sales strengths into emotional capital
  11. 11. © 2015 | PAGE 11 Perfect the processes that help buyers make decisions: Faster to “Yes”
  12. 12. © 2015 | PAGE 12 Turn time into Value How you sell wins the sale #1
  13. 13. © 2015 | PAGE 13 Customers exchange their time for value
  14. 14. © 2015 | PAGE 14 Herbert Simon Nobel Prize Winner in Economics
  15. 15. © 2015 | PAGE 15 “…a wealth of information creates a poverty of attention…” The Economics of Attention
  16. 16. © 2015 | PAGE 16 Maximize prospects’ ROI on time invested with you
  17. 17. © 2015 | PAGE 17 Optimize first perceptions How you sell wins the sale #2
  18. 18. © 2015 | PAGE 18 “What you do speaks so loudly I cannot hear what you say.” —RALPH WALDO EMERSON
  19. 19. © 2015 | PAGE 19 There is no unimportant sales touch
  20. 20. © 2015 | PAGE 20 Positive perceptions bring about positive results Customers make judgments about your long-term value based on initial interactions First perceptions are powerful The Law of Attraction
  21. 21. © 2015 | PAGE 21 Perceptions influence Know, Like, Trust
  22. 22. © 2015 | PAGE 22 It’s about them, not you How you sell wins the sale #3
  23. 23. © 2015 | PAGE 23 Mindful Focus Be Present Eliminate distractions
  24. 24. © 2015 | PAGE 24 Mindful Listening Listen without judgment Eliminate your bias filters
  25. 25. © 2015 | PAGE 25 Mindful Inquiry Extend your curiosity Ask the AWE question
  26. 26. © 2015 | PAGE 26 Build rapport with a story
  27. 27. © 2015 | PAGE 27 Tell a personal story !  Tell who you are: not what you do !  Humanize yourself !  Reveal a vulnerability
  28. 28. © 2015 | PAGE 28 Maximize value How you sell wins the sale #4
  29. 29. © 2015 | PAGE 29 What is in selling?
  30. 30. © 2015 | PAGE 30 Information that moves the prospect at least one step forward in their buying process
  31. 31. © 2016 | PAGE 31 Value = Useful Effective Sales Stories Responsive Answers Perceptive Discovery Questions Business Insights Contextual Information Case Studies
  32. 32. © 2016 | PAGE 32 Value = Quantifiable Tangible value to prospect Compressed buying cycle: early to market Reduced cost of buying your solution Paradigm Shift to higher value solution Quantify true value of your solution
  33. 33. © 2015 | PAGE 33 Execute a Value Plan for every sales touch to deliver the maximum value.
  34. 34. © 2015 | PAGE 34 STOP Every sales touch must have a value plan. If it doesn’t, just don’t do it.
  35. 35. © 2015 | PAGE 35 Accelerate your responsiveness How you sell wins the sale #5
  36. 36. © 2015 | PAGE 36 RESPONSIVENESS = Value + Speed
  37. 37. © 2015 | PAGE 37 Responsiveness: No longer an option
  38. 38. © 2015 | PAGE 38 The first seller with the answers wins
  39. 39. © 2015 | PAGE 39 Responsive follow-up may be differentiator Slow follow-up Responsive follow-up Creates lasting perceptions about customer experience
  40. 40. © 2015 | PAGE 40 Paint the Vision How you sell wins the sale #6
  41. 41. © 2015 | PAGE 41 Compelling mental image of their Ultimate Solution
  42. 42. © 2015 | PAGE 42 Put the prospect in the picture GYM
  43. 43. © 2015 | PAGE 43 Take them on a mental test drive
  44. 44. © 2015 | PAGE 44 Probability of winning the order if you are the seller that shapes the prospect’s “buying vision.” RESEARCH SHOWS 65%
  45. 45. © 2016 | PAGE 45 Treat each sales touch with equal importance
  46. 46. © 2016 | PAGE 46 ACCELERATE YOUR RESPONSIVENESS
  47. 47. © 2016 | PAGE 47 Execute your Value Plan for every sales touch
  48. 48. © 2015 | PAGE 48 !  It’s How: Not What !  Turn time into value !  Optimize first perceptions !  Maximize Value !  Paint the vision Summary
  49. 49. © 2015 | PAGE 49 Website: Andypaul.com TWITTER: @ZeroTimeSelling CONTACT: andy@andypaul.com (619) 980-4002 AUTHOR SPEAKER SALES EXPERT
  50. 50. © 2015 | PAGE 50 !  Top Rated Sales Podcast !  6 new episodes per week !  Interviews with world-class experts !  Accelerate your sales Accelerate!
  51. 51. © 2015 | PAGE 51 Questions?

×