The document provides an overview of Denise Corcoran's presentation on achieving an "Unfair Sales Edge" without direct selling. It discusses how understanding a prospect's brain and thinking style is crucial for building rapport, bypassing resistance, and gaining agreement. Specifically, it covers setting the stage by understanding the brain's hardware and software, winning trust through rapport, selling to a prospect's preferred thinking style, and using stories and emotional anchoring to inspire buying. The presentation aims to teach advanced influence and communication techniques to accelerate sales.
This document summarizes a presentation on branding essentials given by Jen Barth at Formic Media on June 13, 2012. The presentation covered key topics like defining branding, understanding your target audience, developing a brand identity through elements like name, logo, and color, telling compelling brand stories, creating connections through networking and social media, and creating a marketing plan with measurable goals. Attendees were encouraged to think about their own branding challenges and come up with one thing to continue doing, one thing to stop doing, and one thing to start doing to strengthen their brand. The presentation provided practical tips and frameworks to help growing businesses build strong, authentic brands.
This document discusses strategies for effective negotiation. It provides tips for women on how to prepare, conduct negotiations, and close deals. Some key points include:
1) Women initiate negotiations less often than men due to lower confidence and setting lower goals. Effective preparation includes getting clear on your wants, leverage, and concession packages.
2) During negotiations, generously listen, look for underlying interests, use fact-based arguments, and ask open-ended questions. Most deals get done in the final 20% of negotiations.
3) Properly closing includes getting confirmation of all agreements in writing to solidify the deal and protect your interests going forward. Following through on your commitments is important for future success.
Developing Leaders of Growth: 5 Leadership Success Factors for Fast GrowthDenise Corcoran
* Has your company hit a wall in growth, profits or performance?
* Is your company suffering from costly stress or burnout?
* As your company scales, are your leaders demands changing at a pace they can't handle?
Download "Developing Leaders of Growth" presentation as your roadmap for growth success. It provides the 5 leadership success factors that every company needs to drive double and triple digit growth.
This document provides guidance on developing strong customer relationship and communication skills for technical professionals. It covers topics such as understanding change, developing emotional intelligence, delivering outstanding customer service, traits of customer service masters, effective communication, and saying no to customers respectfully. The key points emphasized are the importance of people skills like empathy, active listening, clear communication, and problem solving to provide good customer experiences.
Discover the Real Brand You.
Design thinking to uncover your brand values.
Use Gallop Strength Finder to find your skills and strengths.
Ace linked in to tell compelling brand stories
This document provides guidance on optimizing a new venture by answering five key questions: 1) What is your idea? 2) Who is your target customer? 3) What problem are you solving for them? 4) How do you know it's a good idea? 5) Is your idea as good as it can be? It emphasizes defining the target customer, proving market need through primary research, optimizing the idea based on customer insights, and creating a brand that is relevant, resonant and differentiated. Continuous intelligence gathering and optimizing based on customer feedback are presented as critical to success.
One of the neglected skills that many managers ovrerlook is to confront reality, confirm "truths," and objectively address the needs of the business in a way that productively meets requirement
This document summarizes a presentation on branding essentials given by Jen Barth at Formic Media on June 13, 2012. The presentation covered key topics like defining branding, understanding your target audience, developing a brand identity through elements like name, logo, and color, telling compelling brand stories, creating connections through networking and social media, and creating a marketing plan with measurable goals. Attendees were encouraged to think about their own branding challenges and come up with one thing to continue doing, one thing to stop doing, and one thing to start doing to strengthen their brand. The presentation provided practical tips and frameworks to help growing businesses build strong, authentic brands.
This document discusses strategies for effective negotiation. It provides tips for women on how to prepare, conduct negotiations, and close deals. Some key points include:
1) Women initiate negotiations less often than men due to lower confidence and setting lower goals. Effective preparation includes getting clear on your wants, leverage, and concession packages.
2) During negotiations, generously listen, look for underlying interests, use fact-based arguments, and ask open-ended questions. Most deals get done in the final 20% of negotiations.
3) Properly closing includes getting confirmation of all agreements in writing to solidify the deal and protect your interests going forward. Following through on your commitments is important for future success.
Developing Leaders of Growth: 5 Leadership Success Factors for Fast GrowthDenise Corcoran
* Has your company hit a wall in growth, profits or performance?
* Is your company suffering from costly stress or burnout?
* As your company scales, are your leaders demands changing at a pace they can't handle?
Download "Developing Leaders of Growth" presentation as your roadmap for growth success. It provides the 5 leadership success factors that every company needs to drive double and triple digit growth.
This document provides guidance on developing strong customer relationship and communication skills for technical professionals. It covers topics such as understanding change, developing emotional intelligence, delivering outstanding customer service, traits of customer service masters, effective communication, and saying no to customers respectfully. The key points emphasized are the importance of people skills like empathy, active listening, clear communication, and problem solving to provide good customer experiences.
Discover the Real Brand You.
Design thinking to uncover your brand values.
Use Gallop Strength Finder to find your skills and strengths.
Ace linked in to tell compelling brand stories
This document provides guidance on optimizing a new venture by answering five key questions: 1) What is your idea? 2) Who is your target customer? 3) What problem are you solving for them? 4) How do you know it's a good idea? 5) Is your idea as good as it can be? It emphasizes defining the target customer, proving market need through primary research, optimizing the idea based on customer insights, and creating a brand that is relevant, resonant and differentiated. Continuous intelligence gathering and optimizing based on customer feedback are presented as critical to success.
One of the neglected skills that many managers ovrerlook is to confront reality, confirm "truths," and objectively address the needs of the business in a way that productively meets requirement
This "brand 101" session is designed to help nonprofit leadership and board members understand the basic concepts around developing and maintaining a strong brand.
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This document summarizes the key topics from a content marketing knowledge share event. It discusses measuring the success of content marketing through various metrics, recycling and repurposing existing content, building stories around user perspectives, iterating based on what works and doesn't work, and tips for getting press coverage such as focusing on topical, controversial or celebrity-related content. The document also addresses developing content to communicate and influence audiences as well as adapting to audiences consuming information through personalized streams rather than static pages.
This document discusses how personas can be used to gain insights from clickstream data, prioritize optimization efforts, and design better tests. It provides examples of how personas help interpret funnel reports and clickpaths to identify specific pain points experienced by different persona types. Prioritizing tests based on personas can focus on high-traffic, low-conversion areas that impact multiple personas. Persona-driven testing allows designing tests to benefit multiple personas simultaneously. The takeaways are to use personas actively rather than letting them gather dust, and leverage them to find actionable insights, prioritize efforts, and run more effective tests.
Conversion Conference SF March 2011 - Using Personas in OptimizationFutureNow Inc.
Describes how to make your personas more actionable by incorporating behavioral elements, and how to use them tactically in your optimization plans to make your website better.
Rational versus emotional – inside the mind of your buyerB2B Marketing
This document discusses how emotion is important in B2B marketing because business people are still people with emotions even at work. It argues that the common assumptions that business decisions are made entirely rationally and through a single logical decision are flawed, as purchasing decisions actually involve many "micro-yesses" that are highly emotive. The document introduces behavioural economics as a framework that combines neuroscience and psychology to understand how people actually think and make decisions using two systems - fast, intuitive thinking and slow, rational thinking. It discusses various cognitive biases and techniques like framing, cognitive ease and implicit/explicit goals that can influence purchasing decisions in emotionally-driven ways.
This document provides tips and advice for improving selling skills. It discusses key characteristics of good sellers such as being a good speaker and listener, having strong product knowledge, and focusing on solving clients' problems rather than just selling. It emphasizes listening to clients, understanding their needs, and building trust and rapport. Other sections provide advice on setting clear goals and ambitions, maintaining motivation, being disciplined, and developing confidence. The importance of preparation, having a plan, and following up are stressed.
This document provides an overview of marketing strategies and tactics for CPAs to grow their business. It discusses traditional marketing approaches like the four basics of marketing - product, audience, awareness, and delivery. It also covers more modern online marketing techniques using social media and websites. Specific tactics covered include networking, direct mail, email marketing, search engine optimization, blogging, speaking engagements, and webinars. Resources from professional organizations like the VSCPA and AICPA are also summarized, including marketing toolkits, media relations support, and pro bono assistance programs. The document emphasizes using a variety of traditional and online approaches in a consistent, well-planned marketing strategy to build awareness and attract new clients.
This document provides guidance on building extraordinary teams. It emphasizes treating employees with compassion and as strategic partners. High-performing teams have clear purpose, empowerment, strong relationships and communication. They are flexible, productive, and recognize accomplishments. Organizations should develop inspiring visions and missions. Having strong ethics creates lasting advantages. Communicating values openly and including diverse perspectives fosters inclusion. Applying empathy leads to extraordinary customer relationships by understanding different needs and perspectives. Self-managed teams allow more participation and collaboration needed in modern workplaces. Overall, building teams with purpose, empowerment, and compassion can fuel business success.
This document discusses gender biases in marketing and sales approaches. It includes exercises to help identify gender biases and blindspots. The exercises have the reader describe the opposite gender using words and then identify positive and negative words. The document suggests gender-savvy sales approaches focus on passion, flexibility, collaboration, and sustainability. It provides tips for gender-savvy selling including considering blindspots, practicing respect, and getting personal but not too much. The overall message is that traditional sales "rule books" may need updating to be more inclusive and effective for all genders.
The document discusses how sales is a mental game and focuses on mindset. It addresses common sales challenges and how getting out of the "valley of reasons and excuses" is important to overcoming obstacles. Key beliefs that can limit success are examined, such as whether you believe you can or can't achieve your goals. The importance of questioning limiting beliefs and adopting more empowering beliefs is also covered. The document promotes a sales training program to help increase confidence, motivation, productivity and self-belief.
This document summarizes a presentation on incorporating digital media into traditional PR campaigns. It discusses how social media has changed communications and the importance of listening to consumers and measuring social media efforts. Companies are advised to empower employees to participate appropriately in social media and have policies for responding to negative comments. Real examples from companies like United Airlines, Pizza Hut, and Comcast demonstrate both good and bad social media strategies.
The document discusses tapping into your entrepreneurial instincts to achieve business goals. It describes several genetic traits and "success promoters" that can help entrepreneurs including openness to experience, seeing opportunities, believing in your ideas, embracing rejection and making decisions. It provides markers for each success promoter to help entrepreneurs recognize how to apply their genetic traits to overcome challenges and seize opportunities in business.
Sample Slides for Jim Cathcart "Relationship Intelligence®"Jim Cathcart
I select an appropriate number of slides for each speech and this is a representative sample. I'll work with you to create a title slide and to incorporate the key points you need for me to cover at your event. Please let me know if there are specific ones you'd like for me to be sure to use.
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.
The Art of Raising Capital for Technology Startup Leaders Bruce Schechter
The document provides guidance on writing effective executive summaries for fundraising. It recommends including a problem statement, solution, market opportunity, competition, business model, go-to-market strategy, progress to date and milestones, revenue, and team. It emphasizes focusing on the customer pain, solution, traction, and credibility of the team, and avoiding unnecessary graphics or jargon. The goal is to concisely communicate the value proposition and business fundamentals in a clear, memorable way.
Behavioral interviewing is a more accurate pre-employment assessment technique than traditional interviews. It focuses on evaluating a candidate's concrete examples of past behaviors and experiences rather than hypothetical questions or personal opinions. The summary evaluates candidates based on how their responses illustrate competencies critical for the job like communication, problem-solving, leadership, and teamwork. By using behavioral questions and evaluating responses systematically, hiring managers can better predict future job performance and reduce turnover related to poor hiring decisions.
The document provides advice for entrepreneurs on starting and growing a business from idea to reality. It discusses that most decisions are made with imperfect information, and that passion is the most important trait for success. It emphasizes the importance of sales and marketing from the beginning. It also notes that having a "Plan B" can undermine success, and that inspiration comes from peer groups rather than friends and family initially. Confidence and thinking outside the box are also important qualities.
This document provides an overview of developing strengths based on positive psychology and Gallup's model of strengths. It discusses identifying talents and strengths, examining top strengths, and investing in strengths to develop them further. Strengths are natural patterns that can be productively applied, while talents exist naturally within individuals. The document also touches on managing weaknesses by making improvements, creating supports, or finding others with complementary talents. Overall, it emphasizes identifying and nurturing strengths as a way to increase success and engagement.
Enhancing Adoption of AI in Agri-food: IntroductionCor Verdouw
Introduction to the Panel on: Pathways and Challenges: AI-Driven Technology in Agri-Food, AI4Food, University of Guelph
“Enhancing Adoption of AI in Agri-food: a Path Forward”, 18 June 2024
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This "brand 101" session is designed to help nonprofit leadership and board members understand the basic concepts around developing and maintaining a strong brand.
Friday Knowledge Share: The Content Marketing Show 2012Mike Hall
This document summarizes the key topics from a content marketing knowledge share event. It discusses measuring the success of content marketing through various metrics, recycling and repurposing existing content, building stories around user perspectives, iterating based on what works and doesn't work, and tips for getting press coverage such as focusing on topical, controversial or celebrity-related content. The document also addresses developing content to communicate and influence audiences as well as adapting to audiences consuming information through personalized streams rather than static pages.
This document discusses how personas can be used to gain insights from clickstream data, prioritize optimization efforts, and design better tests. It provides examples of how personas help interpret funnel reports and clickpaths to identify specific pain points experienced by different persona types. Prioritizing tests based on personas can focus on high-traffic, low-conversion areas that impact multiple personas. Persona-driven testing allows designing tests to benefit multiple personas simultaneously. The takeaways are to use personas actively rather than letting them gather dust, and leverage them to find actionable insights, prioritize efforts, and run more effective tests.
Conversion Conference SF March 2011 - Using Personas in OptimizationFutureNow Inc.
Describes how to make your personas more actionable by incorporating behavioral elements, and how to use them tactically in your optimization plans to make your website better.
Rational versus emotional – inside the mind of your buyerB2B Marketing
This document discusses how emotion is important in B2B marketing because business people are still people with emotions even at work. It argues that the common assumptions that business decisions are made entirely rationally and through a single logical decision are flawed, as purchasing decisions actually involve many "micro-yesses" that are highly emotive. The document introduces behavioural economics as a framework that combines neuroscience and psychology to understand how people actually think and make decisions using two systems - fast, intuitive thinking and slow, rational thinking. It discusses various cognitive biases and techniques like framing, cognitive ease and implicit/explicit goals that can influence purchasing decisions in emotionally-driven ways.
This document provides tips and advice for improving selling skills. It discusses key characteristics of good sellers such as being a good speaker and listener, having strong product knowledge, and focusing on solving clients' problems rather than just selling. It emphasizes listening to clients, understanding their needs, and building trust and rapport. Other sections provide advice on setting clear goals and ambitions, maintaining motivation, being disciplined, and developing confidence. The importance of preparation, having a plan, and following up are stressed.
This document provides an overview of marketing strategies and tactics for CPAs to grow their business. It discusses traditional marketing approaches like the four basics of marketing - product, audience, awareness, and delivery. It also covers more modern online marketing techniques using social media and websites. Specific tactics covered include networking, direct mail, email marketing, search engine optimization, blogging, speaking engagements, and webinars. Resources from professional organizations like the VSCPA and AICPA are also summarized, including marketing toolkits, media relations support, and pro bono assistance programs. The document emphasizes using a variety of traditional and online approaches in a consistent, well-planned marketing strategy to build awareness and attract new clients.
This document provides guidance on building extraordinary teams. It emphasizes treating employees with compassion and as strategic partners. High-performing teams have clear purpose, empowerment, strong relationships and communication. They are flexible, productive, and recognize accomplishments. Organizations should develop inspiring visions and missions. Having strong ethics creates lasting advantages. Communicating values openly and including diverse perspectives fosters inclusion. Applying empathy leads to extraordinary customer relationships by understanding different needs and perspectives. Self-managed teams allow more participation and collaboration needed in modern workplaces. Overall, building teams with purpose, empowerment, and compassion can fuel business success.
This document discusses gender biases in marketing and sales approaches. It includes exercises to help identify gender biases and blindspots. The exercises have the reader describe the opposite gender using words and then identify positive and negative words. The document suggests gender-savvy sales approaches focus on passion, flexibility, collaboration, and sustainability. It provides tips for gender-savvy selling including considering blindspots, practicing respect, and getting personal but not too much. The overall message is that traditional sales "rule books" may need updating to be more inclusive and effective for all genders.
The document discusses how sales is a mental game and focuses on mindset. It addresses common sales challenges and how getting out of the "valley of reasons and excuses" is important to overcoming obstacles. Key beliefs that can limit success are examined, such as whether you believe you can or can't achieve your goals. The importance of questioning limiting beliefs and adopting more empowering beliefs is also covered. The document promotes a sales training program to help increase confidence, motivation, productivity and self-belief.
This document summarizes a presentation on incorporating digital media into traditional PR campaigns. It discusses how social media has changed communications and the importance of listening to consumers and measuring social media efforts. Companies are advised to empower employees to participate appropriately in social media and have policies for responding to negative comments. Real examples from companies like United Airlines, Pizza Hut, and Comcast demonstrate both good and bad social media strategies.
The document discusses tapping into your entrepreneurial instincts to achieve business goals. It describes several genetic traits and "success promoters" that can help entrepreneurs including openness to experience, seeing opportunities, believing in your ideas, embracing rejection and making decisions. It provides markers for each success promoter to help entrepreneurs recognize how to apply their genetic traits to overcome challenges and seize opportunities in business.
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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.
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The document provides guidance on writing effective executive summaries for fundraising. It recommends including a problem statement, solution, market opportunity, competition, business model, go-to-market strategy, progress to date and milestones, revenue, and team. It emphasizes focusing on the customer pain, solution, traction, and credibility of the team, and avoiding unnecessary graphics or jargon. The goal is to concisely communicate the value proposition and business fundamentals in a clear, memorable way.
Behavioral interviewing is a more accurate pre-employment assessment technique than traditional interviews. It focuses on evaluating a candidate's concrete examples of past behaviors and experiences rather than hypothetical questions or personal opinions. The summary evaluates candidates based on how their responses illustrate competencies critical for the job like communication, problem-solving, leadership, and teamwork. By using behavioral questions and evaluating responses systematically, hiring managers can better predict future job performance and reduce turnover related to poor hiring decisions.
The document provides advice for entrepreneurs on starting and growing a business from idea to reality. It discusses that most decisions are made with imperfect information, and that passion is the most important trait for success. It emphasizes the importance of sales and marketing from the beginning. It also notes that having a "Plan B" can undermine success, and that inspiration comes from peer groups rather than friends and family initially. Confidence and thinking outside the box are also important qualities.
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3. Key Topics
Setting the Stage: Unlocking Your Prospect’s Brain
The Unfair Relationship Edge:
Winning Trust ... Bypassing Resistance
The Unfair Process Edge:
Creating Desire ... Advancing the Conversation
The Unfair Influence Edge:
Inspiring the “Buy” ...Winning Agreement
Q&A
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. 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)
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. 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. 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. 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” feeling
Out of Rapport Words
7% Voice
• “Mismatch” physiology 35%
• Resistance, tension, stalling
• Sales objections
• “You vs I” feeling
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”)
14. Advanced Communications Mastery:
Selling to Your Prospect’s “Innate” Thinking Style
Your Prospect’s “Preferred” Thinking Style
Why?
• 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. 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. 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?”
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. 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. 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 Jigsaw
Participants
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. 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