Download - 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: [email protected] 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: [email protected] Email: [email protected] Twitter: @Ketan_MakwanaLinkedin: Ketan Makwana
Facebook: facebook.com/enterpriselab
@Ketan_Makwana | #UKTOUR
