Slide5The old ABCs of selling Always Be Closing Make the sale (no matter what it takes!)
Slide6The new ABCs of selling A B C Attunement Buoyancy Clarity Reference: Daniel Pink: “To Sell is Human”
Slide17A is for Attunement Be attuned to your customers’ needs and motivations. Listen to your customers rather than talking at them.
Slide7A is for Attunement Partner role-playing exercise: One partner will be a “customer.” The other partner will be a “salesperson.” After five minutes, switch roles.
Slide8A is for Attunement Guidelines: The “salesperson” establishes the conversation topic by asking one question. E.g., “What’s your biggest frustration in school?” After that initial question, the salesperson advances the conversations in two ways: 1.Asking “Why?” 2.Asking for more detail.
Slide9A is for Attunement You have five minutes.
Slide10A is for Attunement Salespeople: What did you learn? Customers: How did that feel?
Slide11A is for Attunement Switch roles: Five more minutes
Slide18B is for Buoyancy In sales, you will encounter rejection more than success. Remain buoyant (optimistic) by understanding why some sales leads work out, while others don’t.
Slide12B is for Buoyancy Prospects: Test your assumptions by interacting with leads. Customers: Convert prospects to customers by answering all their questions. Leads: There will be a lot of people you assume will be interested.
Slide13Filling the sales funnel Outbound sales: You go to the customers Ideal for high-cost products (e.g., custom computer systems, bulk orders) Inbound sales: The customers come to you Ideal for high-volume, low-cost products (e.g., an app)
Slide19C is for Clarity Clarify who you are selling to, and it will become much easier to refine your sales approach.
Slide14C is for Clarity Who are you selling to? Business to business (B2B) •Selling to organizations •Outbound sales •Goal: Secure bulk orders from a few large clients Business to customer (B2C) •Selling to individuals •Inbound sales •Goal: Attract large numbers of individual customers
Slide20C is for Clarity Refine your message Business to business (B2B) Customize the message to the unique needs of your large clients. Demonstrate your willingness to collaborate with the client. Business to customer (B2C) Create universal messages for different customer groups. Demonstrate the widespread appeal of your product or service.