sales mastery - the secrets to story telling

MASTERYThe secrets to Story Telling

@Ketan_Makwana | #UKTOUR

About me

• Serial businessman • Started, scaled and sold multiple businesses• Specialist in Start Up and Growth• Supported the launch of 2000 companies• Raised £16m funding worldwide• Strategy and brand expert

Email: ketan@enterpriselab.co.uk Twitter: @Ketan_MakwanaLinkedin: Ketan Makwana

Facebook: facebook.com/enterpriselab

@Ketan_Makwana | #UKTOUR

@Ketan_Makwana | #UKTOUR

@Ketan_Makwana | #UKTOUR

RULES

Parcing LawPareto Principle

@Ketan_Makwana | #UKTOUR

PARCing LAW• Probe• Align• Raise• Closing

• Listen• Ask• Wait

@Ketan_Makwana | #UKTOUR

@Ketan_Makwana | #UKTOUR

@Ketan_Makwana | #UKTOUR

@Ketan_Makwana | #UKTOUR

Psychology of Sales

• Sales is a psychology• Primal desire leads to the impulse to purchase• Consumers are not always interested in what

they gain but the fear of what they will lose• Perception and fear of danger are centric to

consumerism

@Ketan_Makwana | #UKTOUR

Actions in psychology

• Create anxiety – then produce a solution• Build markets that don’t exist• Develop obsession – built through:– Fear– Solutions– Stories

@Ketan_Makwana | #UKTOUR

Using ISBA™

• ISSUE – What are the issues• SOLUTIONS – What is the solution• BARRIERS – The challenges without solution• ACTION – Call to action by the consumer

@Ketan_Makwana | #UKTOUR

My 5 Tips Story Telling forSales Success

@Ketan_Makwana | #UKTOUR

TIP 1:WHAT IS THE ISSUE AND

SET THE PAIN IN

@Ketan_Makwana | #UKTOUR

TIP 2:COMMUNICATE SOLUTION

NOT FABs

@Ketan_Makwana | #UKTOUR

TIP 3:STRATEGY IS TO MAKE THE

CUSTOMER FEEL THEY WILL LOSE WITHOUT BUYING

@Ketan_Makwana | #UKTOUR

TIP 4:CREATE LIMITED OFFERING

TO ENHANCE PURCHASE MOTIVATION

@Ketan_Makwana | #UKTOUR

TIP 5:CREATE A CALL TO ACTION

@Ketan_Makwana | #UKTOUR

Thanks for Listening

Makwana Consulting – Strategy | Management | Private EquityEnterprise Lab - Skills | Training | CoachingRockstar Startup - Funding |Mentoring | Incubation

Email: ketan@enterpriselab.co.uk Email: ketan@rockstaryouth.co.uk Twitter: @Ketan_MakwanaLinkedin: Ketan Makwana

Facebook: facebook.com/enterpriselab

@Ketan_Makwana | #UKTOUR