art of sellling
DESCRIPTION
tenets for the art of selling from experience gathered of a lifetime of engaging peopleTRANSCRIPT
2 types of Sales
Flat Deep
Who is the buyer?
① Revolutionary② Evangelist③ Be David (as in Goliath)④ Listener⑤ Empathy⑥ Delivery ⑦ Memorable Moments
The Art of Selling
Revolutionary
Belief your products will change the world in some way.
“Put a dent in the universe” Steve Jobs
Evangelism
Belief your products are saving people, in some way
Be David.Goliath is slow in speed and brains. Smaller means faster.Faster response times mean greater sales.
Listen. Hard.
Act of Listening more important than the content.
Understand customer pain.
Emotionally Connect.
Empathy
Put yourself in your clients shoes.Understand their decision criteria.
Delivery
The WAY you deliver is oftenmore important that WHAT you deliver
Memorable Moments
The relationship is the customer