sales mastery - the secrets to story telling
DESCRIPTION
Renowned international speaker and serial entrepreneur Ketan Makwana gives his sales mastery class as part of the 123-reg .uk roadshow 2014. Ketan has started, scaled a sold multiple businesses. In 2011 as a response to the emerging skills gap between education to employment and enterprise Ketan launched Enterprise Lab a disruptive agency that has now impacted over 100,000 people in 11 countries. In 2012 Ketan founded and delivered Youth Enterprise Live backed by the Prime Minister and the UK’s largest event focussed on Education, Employment and Enterprise for 15-30 year olds. Ketan is the Head of Operations at Rockstar Startup a UK leading funding and mentoring organisation that has delivered £10m funding and supported over 1500 businesses in the UK. Ketan is an advisor to UK Government on youth and enterprise policies, works with International Governments and Ministries on Enterprise Eco-System Development and sits on many advisory boards and panels.TRANSCRIPT
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
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PARCing LAW• Probe• Align• Raise• Closing
• Listen• Ask• Wait
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@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
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Actions in psychology
• Create anxiety – then produce a solution• Build markets that don’t exist• Develop obsession – built through:– Fear– Solutions– Stories
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Using ISBA™
• ISSUE – What are the issues• SOLUTIONS – What is the solution• BARRIERS – The challenges without solution• ACTION – Call to action by the consumer
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My 5 Tips Story Telling forSales Success
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TIP 1:WHAT IS THE ISSUE AND
SET THE PAIN IN
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TIP 2:COMMUNICATE SOLUTION
NOT FABs
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TIP 3:STRATEGY IS TO MAKE THE
CUSTOMER FEEL THEY WILL LOSE WITHOUT BUYING
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TIP 4:CREATE LIMITED OFFERING
TO ENHANCE PURCHASE MOTIVATION
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TIP 5:CREATE A CALL TO ACTION
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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