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Provocation as a sales tool

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Being provocative in your sales efforts is not about being right or even being different. In fact, it's not about you at all. The reason you want to be provocative is to help your client think...help them discover the root of their pain. It shows you care.

Published in: Sales
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Provocation as a sales tool

  1. * $1 I’ ‘ , . I provocation 8: differential diagnosis: xpovqerful salesjtools . = » T louis richardson ' -‘ ‘ storyteller 8: enthusiast IBM Social Smarter Work
  2. its about THEM
  3. People don’t CARE HOW MUCH YOU KNOW until they KNOW HOW MUCH YOU CARE
  4. being curious 8: interested in : them helps ou 8 /8 be relevan 8: interesting to them/ ;
  5. “If someone has ever told you _ the ’re not intereste , what the actually tol you was _ ou’re_no in erest1ng! ” J efirey Gitomer
  6. In medicine, a differential diagnosis is the distinguishing A of a particular disease or condition from others that ' ’ present similar ' 8 ' . symptoms 8 g _
  7. lt’s not that all as s your contacts lie. ..but they 8 hurts 8: often don't know b the root cause ,3 t of their pain 8* 8
  8. the 1st the octet‘?
  9. Ari»
  10. KEY_. #l_ s __ . Cu_IlOSltY.8c _ unique _perspectives can gain yo_u_an advantage in your I sales convemrgswations ; .
  11. What if I started a conversation on Social Business by sharin this insi h ?
  12. How many of you knew this or heard it before?
  13. Why waste time with the obvious? And they may think you think this is new news.
  14. If I had a document and wanted to share it, so anyone in the or anization could ind and access it. .. where would I t itgu
  15. Where do you keep your knowledge?
  16. Remember your first day on the new job? g
  17. KEY. #2 _ _, _ . Throu_gh_credible ques_tioning, 'you_ can provide unique insights "V
  18. “So tell me, how big is I your organization? 8 And when might you be looking to make a purchase? ”
  19. There are many valid questions that don’t help your cedibility.
  20. Insights are short (almost tweetable) moments
  21. If I had a document and wanted to share it, so anyone in the or anization could ind and access it. .. where would I t itgu
  22. Use a people— centric knowledge sharing system i 0-? “I can be, as smart as you only 5 minutes later’’
  23. Where do you keep your knowledge?
  24. 70% of what a om any knows in e heads of eir employees “We kee our knowle_ ge in our friends” E . W , -.a— ____, __, _ W
  25. Remember your first day on the new job? g
  26. Onboarding 8: job shifts result in thrashing, lost groductivity 8 angst 8 8 “Those firstda jitters. ..we fixt at!
  27. KE_Y. #3 , _ Being provocativ_e isn’t about attackin idols ‘
  28. ll‘lSlgtS $‘ _i_- pet and you right to share 5 and i ‘Q ‘-9-. , .- . _' - - I . .r a§_ , ,., :. _' ‘ 1-.4‘ how res dea "Lao. .. . v I it) I m . _ N . . _ _ . no o . .‘1§'. ‘c rs earn the hYOuIl Q U 1
  29. '1 This isn’t aboutyou proving a pointy You can be right or you can be happy. W Image from YouTube “It’s not about the nail”
  30. You can tell a culture . by listening to its stories. You can change _a culture by chginging its stories. them into telling you**1 x. ' 8‘ their story. . .. _. :2 V -' I" . A‘- I'm giving a Storytelling session on Wed afternoon and Thurs morning "
  31. Get them to THINK! Our minds are wired to solve problems.
  32. provocative E until the very ° end. Doift close your conversation t with “How did we do? ” or H hat did you think? ”
  33. “Why won’t this work here?
  34. KEY #1: Curiosity & unique perspectives can gain you a A advantage in your sales conversations KEY #2: Through credible’ questioning, you can 1 provide unique insights t 1 KEY #3 seirig provocative t K . isn’t ahout attacking /
  35. Let’s take some time and share some examples you might imagine
  36. .1 I 3' / . ‘* J louis richardson creativitycrisis. com § storyteller & enthusiast richardl@us. ibm. com IE social smarter work twitter. <:om/ inter_vivos sf about. me/ louisrichardson me slideshare. net/ louisrichardson 1;? linkedin. com/ in/ louisrichardson in © 2015 IBM Corporation youtube. com/ user/ louisrichardsonjr

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