Life is more fun when business is booming…

Fueled Work // Intro to Internal Selling

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Mickeli Bedore spent 15 years ranked in the top 1-3% of technology sales performers in the world at Fortune 50 companies IBM, Oracle, Verizon, etc.

4 years ago he left to start launch his boutique revenue growth agency BeBG [pronounced Be-B-G]. They focus on building high growth sales teams & sales strategies for growing companies.

In the past 4 years, 3 clients have been acquired & 5+ have received sizeable VC investments.

His work has been featured in Men’s Journal, Finance&Commerce, etc. & his monthly LIVE sales podcast/vlog Coffee&Closers is the largest privately produced show in the state.

// Mickeli BedoreWelcome

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To be a person of influence, you have to be

RELATABLE.

I need to know you’ve faced something similar

& truly want to help. .

// It’s ALL about themInternal Selling

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To discover more about someone, we need to understand more about them. Their hopes, dreams, fears, etc.

3 Types of Question profiles to leverage depending on the result you seek : :

Open Ended : : “what do you think about that?”

Closed Loop : : “are you able to make this decision today?”

Label : : “it seems like something is on your mind?”

// Question ProfilesInternal Selling

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Emotion & Logic : :

Emotion : : Description of folks, “I feel…”

Logic : : Description of folks, “The data states…”

What drives our decisions?

// Decision MakingInternal Selling

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Let’s have some fun : : To influence others we first need to understand what kind of decision maker we are?

Here’s the game : :

Emotion & Logic : :

Seller [right] : : “I have something that will make your life better”

Buyer [left] : : Ask ONE question to learn more about it

Then switch, we have 3 minutes, go!

// Who are you?Internal Selling

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// Art & ScienceInternal Selling

Science [Logical] : : Irrefutable/Documented FACT

10k’sFinancial News Google Alerts, etc.

Art [Emotion] : : Listening to understand vs. respond

Discovery: “Have you experienced anything like this before?”Me Too: “I have; last time it was awful/affected by family. Not sure how I’ll handle again.”Qualification: “It sounds like we’ve both faced a similarchallenge. Would it make sense to explore a remedy?”

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Today we learned : :

Now… let’s learn how to put it all together.

// Closing TimeInternal Selling

To influence anyone, you need to present clear value to them

The right questions for discovery & clarifying conversation

How we all make decisions & the tools we can leverage to

help guide them

When data & emotion are used together with story, anything

is possible

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// StorytellingInternal Selling

Storytelling Applied : : You have a solution [product or service] that you want to use & need to get approved : :

Situation : : Leverage irrefutable Data to explain your concern, why they should careRelatability [Social Proof] : : A time/place named in which a similar situation happenedSolve Presented : : Naming a similar sized company/influential person who has had successSuggested Call to Action : : Inviting them to explore this resolve with you

**repeat up the approval chain adding influencers one by one

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// StorytellingInternal Selling

Storytelling Applied : : Wait, in 2018, you believe HR is still a fixed cost?

Situation : : Leverage irrefutable Data to explain your concern, why they should careRelatability [Social Proof] : : A time/place named in which a similar situation happenedSolve Presented : : Naming a similar sized company/influential person who has had successSuggested Call to Action : : Inviting them to explore this resolve with you

**repeat up the approval chain adding influencers one by one

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If you enjoyed this, you are going to LOVE BeBG : :

Check us out at bedorebusinessgroup.com & join us at the next Coffee&Closers.

// Let’s RollInternal Selling

Life is more fun when business is booming…