outsmart and outsell your competition - … threat and fear elimination??? bottom up new brain logic...
TRANSCRIPT
OUTSMART AND OUTSELL YOUR COMPETITION
WHY?
WHY?
WHY?
Why does WHY matter? How to activate WHY How to win more close deals
What we’ll cover today…
1CHAL
LENG
E
TIME
100%
24%
LEADSCLOSED
Compressed Selling Time
1CHAL
LENG
E
TIME
100%
24%70%
LEADSCLOSED
Loss of Influence & Loss of Relationship Building
Compressed Selling Time
2CHAL
LENG
E
Commoditization
2CHAL
LENG
E
Commoditization
10%80%
2CHAL
LENG
E
YOUR COMPANY
COMPETITOR
THE OTHER GUYS
Why You? Quick, convincing and different!
Commoditization
1CHAL
LENG
E
3CHAL
LENG
E
OLD SCHOOL NOW SCHOOL
1-2 5+
What Does Time Do To Deals?
Consensus decision making
1CHAL
LENG
E
NOW SCHOOL
3CHAL
LENG
E
What Does Time Do To Deals?
Consensus Decision Making
1
NOW SCHOOL
I don’t seethe real value
Not worthmaking the change
Something elseis more important
Is it Any Wonder?
You're Losing 60% Of Your Deals To NO Decision
7 of 8 top programs developed before…
1CHAL
LENG
E
Sales is where this starts falling down
The Net Result
100%
TIME
EFFORT
MONEY
EFFORT
MONEY
Compressed Selling TimeCurrent State
Teams Don’t Have The Right Message To Stand Out And Differentiate
Compressed Selling TimeCurrent State
Their Presentations Are Backwards And Actually Turn Off The Brain
Compressed Selling TimeCurrent State
They’re Training With Selling Systems That Don’t Work Anymore
THE STRUGGLE IS REAL
TIME
INTRODUCTION
WEBINAR/MEETING #1
FACE-TO-FACE
FINAL PITCH
LET’S MEET YOUR REAL PROSPECT
PEOPLE
PEOPLE
PEOPLE
MEET THE
BRAIN★I’m lazy
★I think quickly
★I have a distinct process
★I’m extremely self-centered
MEET THE
MEET THE
NEW BRAIN
MIDDLE BRAIN
REPTILIAN BRAIN
BRAINMEET THE
WAIT… BUT WHAT ABOUT THOSE “LOGICAL” THINKERS??
JAIL CELLSDELI SANDWICHES…
35%
100%
0%
65%
10:00 12:00 1:00 5:00
WHAT WE KNOW…
SPEED EMOTION
!PROCESS
NOT TOP DOWNNew BrainLogic and Data
Middle BrainStory
Reptilian BrainPain, Threat and Fear Elimination
?
?
?
BOTTOM UPNew BrainLogic and Data
Middle BrainStory
Reptilian BrainPain, Threat and Fear Elimination
“People don’t buy what you do, they
buy WHY you do it.”
- Simon Sinek
N E O C O R T E X
WHY LIMBICBRAIN
HOW
WHAT
The Golden Circle + Human Brain
Motivation and emotions drive priority.
Motivation and emotions drive priority.
Set the Pain
Establish the Threat
Emotional Lift
Motivation and emotions drive priority.
PUTTING THIS ALL TOGETHER
DRIVE REVENUE WITH YOUR BRAND
Memory to make it stick
M = E X R
MEMORY = EMOTION X REPETITION
BUT…WHAT IS A BRAND??
Your brand is your promise to perform…
Performance is rooted in the pains you solve.
You communicatepain resolution through yourthree Convincing Advantages.
REASONSYou Should Choose Us
YOU’RE WRITING A BOOK…
THINK OF IT LIKE THIS…
REASONSYou Should Choose Us
TABLE OF CONTENTS
Chapter One
Advantage #1 Pg 2
Chapter Two
Advantage #2 Pg 4
Chapter Three
Advantage #3 Pg 6
YOU’RE WRITING A BOOK…
THINK OF IT LIKE THIS…
Your Convincing Advantages must be:
Therapeutic to PainOriginal to YouProvable
WHAT ARE YOU RELENTLESSLY PROVING?
THE RIGHTADVANTAGES
CreateALIGNMENT
Built for theBRAIN
GenerateACTION
DOES THIS WORK??
“New deals that once required months to close, we continue to win in mere weeks…”
Michael DeSanto - VP of Marketing Polaris Laboratories
“Our Advantages are woven into everything we do and all that we talk about.”
We eat, sleep and breathe them and this has revolutionized how we get and keep business.
Now 70% of our business is awarded without having to go to bid! Before RPG it was 10% tops.”
Justin Conger - President Conger Construction
“…the prospect left the presentation knowing we were the best team for the project, and awarded us their $10m contract!
Jeff Purdue - VP of Sales and Marketing Bowen Engineering
“RPG has been instrumental in helping Revere Plastics Systems develop a strong value proposition for our customers. The selling tools and techniques they worked with us to develop have helped us increase our new business bookings by over 300% over the last 12 months.”
Doug Drummond | Director of New Business Development
Revere Plastics Systems, LLC A Revere Industries Company
WHAT DO YOU THINK?
ATTRACT MORE CONVERT
MORE
SELL MORE