This document provides an overview of a presentation on guerrilla selling techniques. It discusses 10 guerrilla strategies to increase sales immediately, including investing in people, technology, yourself, and your community. It also emphasizes being consistent, confident, patient, offering a variety of products/services, subsequent follow up, convenience, measurement, excitement, and commitment. The document outlines a NaB & CaPTuRe process for guerrilla selling involving assessing needs, budgets, gaining commitments, presentations, transactions, and rewards. It provides tips for prospecting such as asking questions and getting behind gatekeepers to decision makers.

1. GUERRILLA SELLING
Guerrilla Selling - How to NaB &
CaPTuRe More Customers
Orvel Ray Wilson, CSP
Sr. Partner
THE GUERRILLA GROUPinc
!
Google me
Presented by:
THE GUERRILLA GROUP

3. It’s a jungle out there!

7. “Thank you, Scott. We get the picture.”

11. GUERRILLA SELLING
What is “Guerrilla
Selling”?
THE GUERRILLA GROUP

12. Jay Conrad Levinson
1933 - 2013

14. GUERRILLA SELLING
The most successful marketing series in history:
THE GUERRILLA GROUP

15. GUERRILLA SELLING
Time
●4
to 1
●Golden
●Don’t
●One
Selling Hour
waste a lunch
more stop
THE GUERRILLA GROUP

16. GUERRILLA SELLING
Energy
–Eat Right
–20 Minutes a Day
–Time Out
–Reward Yourself
“…and thank you Jesus for
my wonderful job.”
THE GUERRILLA GROUP

17. GUERRILLA SELLING
Imagination
●Think
Big
●Think
Small
●Visualize
Success
“Imagination is more important than
●Idea-of-the-Week Book -- Albert Einstein
intelligence.”
THE GUERRILLA GROUP

18. “Never, ever, think outside the box.”

19. GUERRILLA SELLING
If you’re going to be texting:
Twitter
Handle
Hashtag
I’m in Houston listening to
@OrvelRay Wilson speak
about #Guerrilla Selling and
it’s excellent!
THE GUERRILLA GROUP

20. GUERRILLA SELLING
Leverage is Created Four Ways:
●
You work
●
People work
●
Money works
●
Ideas work
THE GUERRILLA GROUP

21. GUERRILLA SELLING
The Guerrilla’s Secret Weapons
●
Information
●
Surprise
THE GUERRILLA GROUP

22. If this is the Information Age, how come nobody knows anything?”

23. GUERRILLA SELLING
10 Guerrilla Strategies to
Increase Your Sales Immediately
THE GUERRILLA GROUP

24. GUERRILLA SELLING
1. Investment
●The
Law of The Slight Edge:
“The difference between a champion
and an also-ran, more often than not, is
a very slim margin.”
THE GUERRILLA GROUP

25. GUERRILLA SELLING
1. Investment
●
People
●
Technology
●
Yourself
●
Community
THE GUERRILLA GROUP

26. GUERRILLA SELLING
Invest in People
●
Hire first for Attitude
–“Help Wanted”
–Jack Welsh 20/70/10
●
Train Constantly
●
Resource Center
●
Outside Expertise
THE GUERRILLA GROUP

27. GUERRILLA SELLING
Invest in Technology
4 Big Trends Affecting Sales:
1. Tablets
2. Mobile; growing at 2X per year
3. Big Data
4. Social Media
THE GUERRILLA GROUP

28. GUERRILLA SELLING
Invest in Yourself
●Read
the trades
●Master
●Get
Mind
an accountability coach
●Build
your library.
THE GUERRILLA GROUP

29. GUERRILLA SELLING
Guerrilla Selling 2.0 - 20th
Anniversary Edition
THE GUERRILLA GROUP

30. GUERRILLA SELLING
Invest in your Community
●
IALA
–Intl. Assn. of Lighthouse Authorities
●
NOMADS
–Natl. Oil Equipment Mfgrs. and Delegates Society
●
AWEA
–American Wind Energy Association
THE GUERRILLA GROUP

31. GUERRILLA SELLING
2. Consistent
●
“Poor selling done consistently will be more
effective than great selling done sporadically.”
●
Consistency is interpreted as longevity,
credibility, and trust.
THE GUERRILLA GROUP

32. GUERRILLA SELLING
Why Customers Quit:
15% quit for quality - found a better product
15% quit for price - found a cheaper product
20% quit for lack of contact or individual attention
49% quit because contact was poor and inconsistent.
Forum Corporation study of commercial customers
lost by 14 major manufacturing and service companies.
THE GUERRILLA GROUP

33. “He’s on another line at the moment, would you like to hold?”

34. GUERRILLA SELLING
Image vs. Identity
THE GUERRILLA GROUP

35. “I’ll tell you why I don’t trust him.
It’s that damn sheepskin vest.”

36. GUERRILLA SELLING
3. Confident
●
“Guerrillas believe in their products and their
people.”
THE GUERRILLA GROUP

37. GUERRILLA SELLING
Why Customers Buy:
Confidence
Quality
Service
Selection
Price
THE GUERRILLA GROUP

38. GUERRILLA SELLING
Why Customers Buy:
1. Confidence
2. Quality
3. Service
4. Selection
5. Price
THE GUERRILLA GROUP

39. GUERRILLA SELLING
3. Confident
●
Expect the Sale
–500 hours @ $75 to prepare a Proposal
●
Collect Testimonials
●
Defend your prices and margins.
–Engineering, Drafting and Documentation
THE GUERRILLA GROUP

40. “How did I go broke? I was the low bid!”

41. GUERRILLA SELLING
3. Confident
●
Guarantee Everything
–No longer a differentiator
–Sunshine Trash Service
THE GUERRILLA GROUP

42. “Mr. Colton,
do we stand behind our products?”

43. GUERRILLA SELLING
4. Patient
●Fine-tuning
your knowledge and skills takes
time.
THE GUERRILLA GROUP

46. GUERRILLA SELLING
4. Patient
●
Less than 4% of sales are made on the first call,
more than 80% are made after the eighth call.
●
It takes 9 impressions to take a prospective customer
from total apathy to purchase readiness.”
●
It takes 11 positive impressions to overcome a single
negative impression.
THE GUERRILLA GROUP

47. GUERRILLA SELLING
Prospect Learning Curve
Purchase
Readiness
Total
Apathy
Number of Impressions
THE GUERRILLA GROUP

48. GUERRILLA SELLING
Don’t Quit
48% quit after the first contact
20% quit after the second contact
7% quit after the third contact
5% quit after the fourth contact
4% quit after the fifth contact
Yet 80% close AFTER the sixth call
THE GUERRILLA GROUP

49. GUERRILLA SELLING
5. Assortment
●“The
old days when Henry Ford could get by
with,‘You can have any color you want - as
long as it’s black,’ are long gone.”
THE GUERRILLA GROUP

50. GUERRILLA SELLING
Move Them Up the Curve
–Fill the Curve
–Show the Best First
–Opportunities to Upgrade
THE GUERRILLA GROUP

51. GUERRILLA SELLING
Lifetime Value of a Customer
$5,000 year
x 3% Net = $150 per year
x 5 Years = $750
THE GUERRILLA GROUP

52. GUERRILLA SELLING
Lifetime Value of a Customer
●
Average cost of an industrial sales call* = $1,644
●
Calls needed to close an industrial sale = 4.3
●
Average cost per sale = $7,069.20
* McGraw Hill, Laboratory of Advertising Performance Report #8051
THE GUERRILLA GROUP

53. GUERRILLA SELLING
6. Subsequent
●“Guerrillas
wage their marketing campaign
simultaneously on three fronts.”
THE GUERRILLA GROUP

54. GUERRILLA SELLING
Path of Least Resistance
Customers
Current
New
Easiest
New
Products
Old
Hard
Most
Profitable
Some
Profit
Harder
Very Hard
Less Profit
No Profit
THE GUERRILLA GROUP

55. GUERRILLA SELLING
6. Subsequent
●
“It takes 11 positive impressions to overcome
a single negative impression.”
–Repetition, Repetition, Repetition
–You Oughta’ Be In Pictures
THE GUERRILLA GROUP

56. Dear Ken,
THANK YOU
for the opportunity
to serve Pharos Marine
Automatic Power. What
a FASCINATING group!
We had a GREAT time!
OrvelRay
From the desk of
Orvel Ray Wilson
34316 Gap Road, Golden, CO 80403 800-247-9145

57. GUERRILLA SELLING
Show Up
“80% of sex is
showing up.”
-- Woody Allen
THE GUERRILLA GROUP

58. René Neuman

59. GUERRILLA SELLING
Show Up
●
“Happy Easter”
●
Park Yourself
THE GUERRILLA GROUP

60. GUERRILLA SELLING
7. Convenient
●
“Guerrillas are user friendly. They are in
touch, easy to reach, and they do
everything immediately.”
–Message in a bottle
THE GUERRILLA GROUP

61. GUERRILLA SELLING MARKETING
SALES &
8. Measurement
●
“What you measure is what you get.
Inspect what you expect.”
– Tom Peters
“28 great years.”
THE GUERRILLA GROUP
THE GUERRILLA GROUP

62. Monthly Sales Performance
Total Sales Volume
Number of Transactions
Gross Margin %
Jeannie
$16,550.00
25
31.1%
Cindy
$20,196.00
26
30.2%
Kathy
$24,952.00
30
29.3%
Chris
$19,252.00
32
32.1%
Pat
$22,532.00
31
34.9%
Michelle
$21,036.00
25
26.0%
Ryan
$26,382.00
19
31.0%
Average
$21,557.14
26.86
30.7%

63. Monthly Sales Performance
Total Sales Volume
Number of Transactions
Gross Margin %
Jeannie
$16,550.00
25
31.1%
Cindy
$20,196.00
26
30.2%
Kathy
$24,952.00
30
29.3%
Chris
$19,252.00
32
32.1%
Pat
$22,532.00
31
34.9%
Michelle
$21,036.00
25
26.0%
Ryan
$26,382.00
19
31.0%
Average
$21,557.14
26.86
30.7%

64. Monthly Sales Performance
Total Sales Volume
Number of Transactions
Gross Margin %
Jeannie
$16,550.00
25
31.1%
Cindy
$20,196.00
26
30.2%
Kathy
$24,952.00
30
29.3%
Chris
$19,252.00
32
32.1%
Pat
$22,532.00
31
34.9%
Michelle
$21,036.00
25
26.0%
Ryan
$26,382.00
19
31.0%
Average
$21,557.14
26.86
30.7%

65. Monthly Sales Performance
Total Sales Volume
Number of Transactions
Gross Margin %
Jeannie
$16,550.00
25
31.1%
Cindy
$20,196.00
26
30.2%
Kathy
$24,952.00
30
29.3%
Chris
$19,252.00
32
32.1%
Pat
$22,532.00
31
34.9%
Michelle
$21,036.00
25
26.0%
Ryan
$26,382.00
19
31.0%
Average
$21,557.14
26.86
30.7%

67. GUERRILLA SELLING
9. Excitement
●
A Good Word for Everyone
●
Never Complain
●
Greet them with a “10”.
THE GUERRILLA GROUP

71. GUERRILLA SELLING
10. Commitment
●Isolate
●Put
the “Trigger Event"
your customers second
●Keep
your promises
●Take
out the slack.
THE GUERRILLA GROUP

72. “Small World Machines”

75. GUERRILLA SELLING
Two Words That Guide the Guerrilla
to the Sale:
NaB & CaPTuRe
THE GUERRILLA GROUP

76. GUERRILLA SELLING
NaB & CaPTuRe
1. Need
2. Budget
3. Commitment
4. Presentation
5. Transaction
6. Reward
THE GUERRILLA GROUP

77. GUERRILLA SELLING
Step One – The Need Stage
THE GUERRILLA GROUP

78. Swiss Army Couch
Swiss Army Couch

79. GUERRILLA SELLING
Guerrilla Prospecting:
●
Do They dis-qualify? Do they have. . .
–1) a need.
–2) a budget.
–3) the authority to make a commitment.
–4) and a motivation to act now.
THE GUERRILLA GROUP

80. GUERRILLA SELLING
Getting Behind the Lines
●
Gatekeeper
–Not authorized to say “yes” and trained to say
“no”.
THE GUERRILLA GROUP

81. GUERRILLA SELLING
Getting Behind the Lines
●
Influencer
–Evaluating from a technical or financial point
of view.
THE GUERRILLA GROUP

82. GUERRILLA SELLING
Getting Behind the Lines
●
Purchaser
–Releases the funds
THE GUERRILLA GROUP

83. GUERRILLA SELLING
Getting Behind the Lines
●
Decider
–Can say “no” even if everyone else says “yes.”
THE GUERRILLA GROUP

84. GUERRILLA SELLING
Getting Behind the Lines
●
Users
–Have to live with this decision over time.
THE GUERRILLA GROUP

85. GUERRILLA SELLING
Getting Behind the Lines
●
Spy
–Someone who, for reasons of their own, wants to see
you succeed.
THE GUERRILLA GROUP

86. GUERRILLA SELLING
Getting Behind the Lines
●
Saboteur
–Someone who, for reasons of their own,
wants to see you fail.
THE GUERRILLA GROUP

87. GUERRILLA SELLING
The Iceberg Principle
THE GUERRILLA GROUP

88. GUERRILLA SELLING
The Iceberg Principle
●
Problems?
●
Resources Available?
●
Other Solutions Being Considered?
●
Uncover at Least One Concern
THE GUERRILLA GROUP

89. “You really should have called me sooner.”

90. GUERRILLA SELLING
Five Steps in Finding Prospects:
1. Identify your ideal prospects,
those most likely to buy from you.
–Your Best Prospects are Your Competitors’ Best
Customers
–Match Your Demographics.
THE GUERRILLA GROUP

91. GUERRILLA SELLING
Five Steps in Finding Prospects:
2. Get Out in the Field
–Join Their Associations
–Exhibit at Trade Shows
–Sell at Reverse Shows
–Schedule “Virtual Coffee” over SKYPE
THE GUERRILLA GROUP

92. GUERRILLA SELLING
Five Steps in Finding Prospects:
3. Use an Unusual, Creative, or
Unexpected Approach.
Send a Box
Send a fork
“Happy Birthday”
THE GUERRILLA GROUP

94. GUERRILLA SELLING
Five Steps in Finding Prospects:
4. Ask a Lot of Questions.
–The 37 Magic Selling Questions*
THE GUERRILLA GROUP

96. GUERRILLA SELLING
The 37 Magic Selling Questions:
1. What is your main objective?
2. How do you plan to achieve that goal?
3. What is the biggest problem you currently face?
4. What other problems do you experience?
THE GUERRILLA GROUP

97. GUERRILLA SELLING
The 37 Magic Selling Questions:
5. What are you doing currently to deal with this?
6. What is your strategy for the future?
7. What other ideas do you have?
THE GUERRILLA GROUP

98. GUERRILLA SELLING
The 37 Magic Selling Questions:
8. What role do others play in creating this situation?
9. Who else is affected?
THE GUERRILLA GROUP

99. GUERRILLA SELLING
The 37 Magic Selling Questions:
10. What are you using now?
11. What do you like most about it?
12. What do you like least about it?
THE GUERRILLA GROUP

100. GUERRILLA SELLING
The 37 Magic Selling Questions:
13. If you could have things any way you wish,
what would you change?
14. How would this affect the present situation?
15. What would motivate you to change?
THE GUERRILLA GROUP

101. GUERRILLA SELLING
The 37 Magic Selling Questions:
16. Do you have a preference?
17. What has been your experience?
18. How do you know?
19. Is there anything else you’d like to see?
THE GUERRILLA GROUP

102. GUERRILLA SELLING
The 37 Magic Selling Questions:
20. What would it be worth to you to solve this problem?
21. What would it cost, ultimately, if things remain as
they are?
22. Are you working within a budget?
23. How are you planning to finance it?
THE GUERRILLA GROUP

103. GUERRILLA SELLING
The 37 Magic Selling Questions:
24. What alternatives have you considered?
25. What benefit would you personally realize as
a result?
26. How would others benefit?
27. How can I help?
THE GUERRILLA GROUP

104. GUERRILLA SELLING
The 37 Magic Selling Questions:
28. Is there anything I’ve overlooked?
29. Are there any questions you’d like to ask?
30. What do you see as the next step?
31. Who else, besides yourself, will be involved in
making the decision?
THE GUERRILLA GROUP

105. GUERRILLA SELLING
The 37 Magic Selling Questions:
32. On a scale of 1 to 10, how confident do you feel
doing business with us?
What would it take to get that up to a [10]?
THE GUERRILLA GROUP

106. GUERRILLA SELLING
The 37 Magic Selling Questions:
33. Are you working against a particular deadline?
34. How soon would you like to start?
35. When would you like to take delivery?
THE GUERRILLA GROUP

107. GUERRILLA SELLING
The 37 Magic Selling Questions:
36. When should we get together to discuss this again?
37. Is there anything else you’d like for me to take
care of?
THE GUERRILLA GROUP

108. GUERRILLA SELLING
The 37 Magic Selling Questions:
Just like Aladdin, when you ask the right questions,
you’ll never know what sort of magic you’ll set in
motion.
THE GUERRILLA GROUP

110. GUERRILLA SELLING
Five Steps in Finding Prospects:
5. Listen Actively to the Answers.
THE GUERRILLA GROUP

111. GUERRILLA SELLING
Listen Actively & Visibly
●
Maintain Eye Contact
●
Use Verbal Attends:
●
Use Non-verbal Attends:
●
Take Visible Notes
THE GUERRILLA GROUP

112. GUERRILLA SELLING
Listen Actively & Visibly
●
Ask for Clarification
●
Paraphrase
●
Ask “Who, What, When, Where, How?”
●
Don’t ask Why.
THE GUERRILLA GROUP

114. GUERRILLA SELLING
I-Land
THE GUERRILLA GROUP

116. GUERRILLA SELLING
Step Two –
The Budget Stage
●
Discomfort in Discussing Dollars
–Avoids Sticker Shock
–Defuses Price Anxiety
●
You must get a specific amount.
THE GUERRILLA GROUP

117. GUERRILLA SELLING
The About Face
●
“Your price is too high.”
●
“Too high? (pause)
When you say ‘too high’, what do you mean;
‘too high’ relative to what?”
THE GUERRILLA GROUP

118. GUERRILLA SELLING
The About Face
●
You’re always too expensive until they know
what you deliver.
–Engineering, Documentation, Drawings
●
“We have no argument with those who sell for
less. They know best what their product is
worth.”
THE GUERRILLA GROUP

119. GUERRILLA SELLING
Defending Your Price
●
The Limbo
–“I won’t pay any more than...”
–“Can you explain to me how you arrived at that
figure? What did you take into account?”
–Ask them to itemize their calculation.
THE GUERRILLA GROUP

120. “In what way are they better for your application?”
GUERRILLA SELLING
Defending Your Price
●
“They’re the same (or better)…”
–Counter by asking for specifics
–“In what way are they better for your application?”
THE GUERRILLA GROUP

121. “In what way are they better good deal on the first one.”
“Give me a for your application?”!
GUERRILLA SELLING
Defending Your Price
●
The First-timer
–“Give me a good deal on the first one.”
THE GUERRILLA GROUP

122. “In what way are theydeal onfor your application?”!
“Give me a good better the first one.” !
GUERRILLA SELLING
Defending Your Price
●
Moving Up the Launch
–“I can do that, but there’s a rush charge.”
●
Stopping the Countdown
–“I can do that, but our price increase goes into
effect next month.”
THE GUERRILLA GROUP

123. “In what way are theydeal onfor your application?”!
“Give me a good better the first one.” !
GUERRILLA SELLING
Defending Your Price
●
Excuse me
–“I’m sorry, I have to step out for a moment.”
THE GUERRILLA GROUP

124. “In what way are theydeal onfor your application?”!
“Give me a good better the first one.” !
GUERRILLA SELLING
Defending Your Price
●
False Quote
–“That’s interesting. I imagine that they must have a
very good reason for selling at that price.
–“But if prices were all the same, who would you
choose?”
–“This looks like a typo.”
THE GUERRILLA GROUP

125. “In what way are theydeal onfor your application?”!
“Give me a good better the first one.” !
GUERRILLA SELLING
Defending Your Price
●
Quota Time
–“How’s your quota looking this month?”
–“Good question. How are your profit figures this
month?”
–If they press you, “I’m sorry, that’s not relevant to
our discussion.”
THE GUERRILLA GROUP

126. “In what way are theydeal onfor your application?”!
“Give me a good better the first one.” !
GUERRILLA SELLING
Defending Your Price
●
“Only price is important…”
–Call their bluff
–“I get to choose when we deliver.”
–“I get to select the specification.”
THE GUERRILLA GROUP

127. GUERRILLA SELLING
Why you don't want price shoppers
as customers
●
They gobble up your capacity
●
You establish a precedent
●
They don’t appreciate quality
THE GUERRILLA GROUP

128. GUERRILLA SELLING
Why you don't want price shoppers
as customers
●
They’re less discerning
●
They’re more demanding
●
They’re often disloyal
●
Nobody ever gets fired for paying too
much.
THE GUERRILLA GROUP

129. GUERRILLA SELLING
Why you don’t want price shoppers
as customers
On a 35% margin, if you cut your price by 10%,
you have to DOUBLE your sales to make up the
difference.
THE GUERRILLA GROUP

130. GUERRILLA SELLING
Do the Math
Total Sales
— Cost of Goods Sold
Gross Margin
— Variable Cost of Sales
— Fixed G&A
Net Profit
$1,000,000
$650,000
$350,000
$150,000
$200,000
$
100%
65%
35%
15%
20%
0
Potential Profit 20¢
THE GUERRILLA GROUP

131. GUERRILLA SELLING
Do the Math
Total Sales
— Cost of Goods Sold
Gross Margin
— Variable Cost of Sales
— Fixed G&A
$900,000
$650,000
$250,000
$135,000
$200,000
100%
72%
28%
15%
22%
Net Profit
$ -85,000
Potential Profit 11¢
THE GUERRILLA GROUP

132. GUERRILLA SELLING
You have to sell
$1,801,801.80
80% increase in REVENUE
but DOUBLE the unit sales just to break even.
THE GUERRILLA GROUP

133. GUERRILLA SELLING
What to don when they really CAN
get it cheaper
●
Compared to what?
–What the customer REALLY wants is . . .
–YOUR product
–YOUR service
–YOUR reputation
–and THEIR price.
THE GUERRILLA GROUP

134. GUERRILLA SELLING
What to Say when you’re asked to
cut your price:
●
“Hmmmm. . . That’s expensive.”
–“We have no argument with those who sell for less.
They know best what their product is worth.”
THE GUERRILLA GROUP

135. GUERRILLA SELLING
What to Say when you’re asked to
cut your price:
●
“If you give me 20% off, I’ll sign right now.”
–“Do you make that offer to your customers?”
THE GUERRILLA GROUP

136. GUERRILLA SELLING
What to Say when you’re asked to
cut your price:
●
“Why are you so much more expensive
than (the competition)?”
●
“I RILLY wish I could, but. . .”
●
“What do I tell my next customer . . .”
THE GUERRILLA GROUP

137. GUERRILLA SELLING
What to Say when you’re asked to
cut your price:
●
“I’d rather justify my price now, than have
to apologize for a failed product later.”
●
“What makes you think that I wouldn’t give
you the best possible price right up front?”
THE GUERRILLA GROUP

138. GUERRILLA SELLING
What to Say when you’re asked to
cut your price:
●
“It’s a lot like buying oats. If you want
good, clean oats, you pay a fair price. If
you’re willing to settle for oats which have
already been through the horse, well . . .”
THE GUERRILLA GROUP

139. GUERRILLA SELLING
You Shouldn’t Negotiate:
●
When you’re sold out
●
When the demands are unethical
●
When you’re time pressured
●
When they act in bad faith
●
When waiting would improve your position.
THE GUERRILLA GROUP

140. GUERRILLA SELLING
What to do with Difficult, Demanding
or Dishonest Customers?
●
Refer them to the competition.
THE GUERRILLA GROUP

142. GUERRILLA SELLING
Develop Strong Rationales
●
Need . . .
●
Because . . .
●
Only . . .
THE GUERRILLA GROUP

144. GUERRILLA SELLING
Sell the Total Product
Generic
Expected
Augmented
Potential
THE GUERRILLA GROUP

145. GUERRILLA SELLING
Customers Will Pay More:
●
Quality
●
Authenticity
●
Stability
●
Reliability
●
Social or Ecological Values
THE GUERRILLA GROUP

146. GUERRILLA SELLING
Customers Will Pay More:
●
Knowledgeable salespeople
●
Reputation
●
Partnership
●
Consistency
●
Customization
THE GUERRILLA GROUP

147. GUERRILLA SELLING
Customers Will Pay More:
●
Authority
●
Popularity
●
Exclusivity
●
Scarcity
●
Disposal
THE GUERRILLA GROUP

148. GUERRILLA SELLING
Customers Will Pay More:
●
Innovation
●
Miniaturization
●
Ruggedization
●
Availability
●
Delivery
THE GUERRILLA GROUP

149. GUERRILLA SELLING
Customers Will Pay More:
●
Expediting
●
Flexibility
●
Financing
●
Advanced technology
●
Arrives in perfect condition
THE GUERRILLA GROUP

150. GUERRILLA SELLING
Customers Will Pay More:
●
Problems fixed quickly
●
Environmentally friendly
–78% Said they would pay $2,000 more for a car that
gets 35 mpg
●
Benefit a third party
THE GUERRILLA GROUP

151. GUERRILLA SELLING
Customers Will Pay More:
●
Local Sourcing
●
Brand Names
●
Referral
THE GUERRILLA GROUP

152. GUERRILLA SELLING
Customers Will Pay More:
●
Reduced liability
●
More Fun.
THE GUERRILLA GROUP

153. GUERRILLA SELLING
The Gradient
If money were no
object . . .
Price
What we do is . . .
Overhead
If all you want is . . .
THE GUERRILLA GROUP

154. GUERRILLA SELLING
Realize Your Profit Potential
●
Shop your competition
●
Stop telegraphing that it’s negotiable
●
Manage damaging information
THE GUERRILLA GROUP

155. “Discouraging data on that new antidepressant.”

156. GUERRILLA SELLING
Realize Your Profit Potential
●
The Pre-emptive Strike
●
Expect the Sale
●
Avoid Scope Seep
●
Invoice $ 0 cost items
●
Negotiate terms, not price.
THE GUERRILLA GROUP

157. GUERRILLA SELLING
Realize Your Profit Potential
●
Offer bonus goods or services instead
●
Guarantee everything
●
DOUBLE it.
THE GUERRILLA GROUP

160. Hans
Winsness

172. Ives Mares

174. Runa Mares

191. GUERRILLA SELLING
Thank You!
●
●
●
●
Join my network on LinkedIn
Friend me on Facebook
Follow me on Twitter @OrvelRay
OrvelRay@GuerrillaGroup.com
THE GUERRILLA GROUP