the unfair sales advantage: getting to "yes" ... without selling
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The Empowered Bus iness ( tm)www.EmpoweredBusiness .com
denise@empoweredbus iness .com
The Unfair Sales Edge©:Getting to ‘Yes’ ... Without Selling
Den ise Corco ranL e a d i n g E x p e r t i n “ Yo u r B ra i n a n d Pe r f o r m a n c e ”
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Why
... This Presentation?
... Now?
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Key Topics
Setting the Stage: Unlocking Your Prospect’s Brain
The Unfair Relationship Edge: Winning Trust ... Bypassing Resistance
The Unfair Process Edge: Creating Desire ... Advancing the Conversation
The Unfair Influence Edge: Inspiring the “Buy” ... Winning Agreement
Q&A
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Setting The Stage:How Your Prospect’s Brain Works
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The Brain’s “Hardware Architecture:”Why It Is Important in Sales
• “85% of all buying decisions are made at the unconscious level.” (Harvard Business Professor)
• “90% of our perceptions are driven by memories and the meaning, feelings and thoughts associated with them. (Atul Gawande, Surgeon)
• “The reptilian always wins. I don’t care what you tell me intellectually. Why? Because the reptilian always wins.” (Clotaire Rapaille, Market Researcher)
Our “3 Layered” Brain
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The Brain’s “Software System:”How It Drives Your Prospect’s Buying Behavior
The Brain’s “Gatekeepers” (aka Filters)
• Attitudes
• Values
• Beliefs/decisions
• Personality Structure (“Meta-programs”)
• Memories
• Language
“Your brain only processes .0001% of external (sensory) information.”(equivalent of 1 drop/per 32 ounces of water)
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The Unfair Relationship Edge:Winning Trust ... Bypassing Resistance
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Rapport The “Make or Break” Sales Skill
“Anything is possible in the presence of rapport. Nothing is possible without it.” Milton Erickson, M.D.
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What is Rapport ... REALLY?
Your “map” Their “map”
Is NOT
Is
• Bridging “maps”
• Being in their “shoes”
• Perceived similarities
• Speaking their “language”
• Warm fuzzies
• Small talk
• Similar interests
• “Old school” techniques
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• No Rapport = No Sale
• Lack of Rapport => Resistance, Stalls, Objections
Why Rapport Is THE Most Important Skill In Selling
Conscious Mind Unconscious Mind
Know Like Trust
Marketing/Sales Continuum
Rapport builds trust, fuels motivation and ignites synergies.
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The TellTale Signs:Are You In or Out of Rapport with Your Prospect?
• “Matching” physiology
• Ease and flow in conversation
• Respecting differences
• “We” feeling
• “Mismatch” physiology
• Resistance, tension, stalling
• Sales objections
• “You vs I” feeling
Physiology55%
Voice35%
Words7%
In Rapport
Out of Rapport
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• Pre-call preparation (“Perceptual Selling”)
• Matching and mirroring
• Speak their language
- Key words
- Thinking style
- Values (“What’s important to you in ....?”)
• Rapport building (“bridging”) language
- “I appreciate ...”
- “I respect ...”
- “I agree ...”
- “... and ...” (eliminate “but”)
Mastering RapportTechniques and Language
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The Unfair Relationship Edge:Selling to Your Prospect’s “Preferred Thinking Style”
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Advanced Communications Mastery:Selling to Your Prospect’s “Innate” Thinking Style
• Builds deep rapport
• Bypasses conscious resistance
• Speeds up the sales conversation
• Increases probability of “YES”
• Decreases “no’s”
• “Sensory dominance” (Visual - Audio - Kinesthetic)
• Deep personality structure
Your Prospect’s “Preferred” Thinking Style
Why?
What?
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ISelling To Your Prospect’s Deep Personality:An Advanced Tool for High Velocity Selling
• Accelerates rapport and trust
• Bypasses conscious resistance
• Speeds up the sales conversation
• Increases probability of “YES”
• Motivation Direction: Toward vs Away
• Choice: Options vs Procedures
• Sorting: Sameness vs Differences
• Scope: Big Picture vs Details
Why?
What?
How? Through questions
Do you know how your prospect thinks?
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Precision Selling:Key Sample Questions To Uncover Your Prospect’s Deep Personality
‣ Motivation Direction Away From Toward
‣ Choice Procedures Options
‣ Sorting Sameness Differences
“Why is ____ important to you?”
“Do you prefer looking for alternatives or following procedures?”
“What’s the relationship between this year’s performance vs last year’s?”
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The Unfair Influence Edge:Inspiring the “Buy” ... Winning Agreement
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Advanced Influence Techniques:Secrets To Becoming A Master Sales Communicator
• Stories, archetypes and metaphors
• Conversational belief change techniques
• Emotional anchoring
• Power words and phrases
- “Because” ... “And”
- Repetition of key words (“Yes, we can!”)
- Tag questions (“..., isn’t it?”)
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Creating Win/Win Sales Outcomes:Summarizing Key Points and Reminders
• Maintain continous rapport
• Use “bridging language” to deepen rapport, gain agreement and move past resistance/stalls
• Speak to your prospect’s “preferred thinking style”
• Utilize the 3 types of questions to uncover buying motivations, criteria, “real” needs and gain agreement
• Help your prospect create a vision of what’s possible with your solution (inspired buying)
• Use with integrity and for the highest good of your prospect
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Denise CorcoranL e a d i n g E x p e r t o n “ Yo u r B r a i n a n d Pe r fo r m a n c e ”
Email [email protected]
‣ Additional Neuro-Based Resources, including a 32 Page Report, Buying 2.0
‣ One Burning Webinar Question
‣ Complimentary 30 min. Consultation - “Your Preferred Thinking Style” (1st 5 respondents)
‣ Special discount to our next World Class Sales Excellence Roundtable
Special Bonuses for Jigsaw Participants
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Denise CorcoranOpening Your Door To A New Frontier of
Performance Possibilities and Competitive Advantages
‣ CEO, The Empowered Business (tm)
‣ Leading Expert in ...
- Peak Performance & Excellence
- Communication & Influence Mastery
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To achieve your Unfair Sales Edge, contact:d e n i s e @ e m p o w e r e d b u s i n e s s . c o m
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