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THE ART OFCOMMUNICATION
How Do You Feel About:
Sales people?
Being sold?
Selling as a career?Or
Selling - Practical Definition 1
Expressing your ideas
Just a conversation.
Selling is:
From someone else’s view point of view
Selling - Practical Definition 2
Customer focused communicationthat . . .
Builds TRUST & UNDERSTANDING
and . . .
Helps people make decisions that are good for them.
Just a conversation.
Selling is:
Foundational Principles:
Selling is about TRUST
Selling is about listening
It’s about serving others.
It’s about genuine connection
People love to buy(make good decisions)
We Are All In Sales:
Selling = Influence Selling = Communications Selling = Leadership
“Leadership is just positive influence” - John Maxwell
The Three Truths of Selling
75% of the outcome of any selling
opportunity is directly related to the trust and rapport you establish in the initial stages of a presentation.
Truth #1
You Can’t Close Before You Open!
The Three Truths of Selling
Every buyer will make 5 Critical
Decisions in a precise psychological order before you can sell, convince, or persuade them of anything.
Truth #2
The Three Truths of Selling
1. About You
2. About Your Company
3. About Your Product or Service
4. About Your Price
5. About The Time to Buy
Truth #2 (How People Buy and Decide)
The Three Truths of Selling
62% of the time, people don’t ask for a next step commitment even once, while most buyers typically pose 2 objections or stall tactics.
Truth #3
You can achieve a 31% increase in results just by asking for a commitment at every opportunity.
3 Keys to Differentiation
1. Increase your likeability.
2. Talk less; listen more!
3. Get the other’s perspective
All Things Being Equal …
People cooperate with people they like and trust.
#1 - Your Life Is A Popularity Contest!Friendliness
Relevance
Empathy
RealnessLikeability is your personal capacity to consistently produce positive effect in others regardless of the situation.
If you are not likeable, customers won’t listen to you, won’t remember what you said, and they’ll never trust you.
Increasing your Likeability
The perceptions of others shape your life more than the choices you make.
Highly likeable people earn 40 X more than average or neutral personalities.
For A Free Likeability Test
Visit: www.high-output.com/store
The # 1 Rule of Communication
People prefer talking to listening.
People decide for their reasons
Everyone wants to be understood
If you want to be a great leader be a great listener.
Key 2: Ask, Listen Understand
“So, what have you got?”
“Tell me a bit about what you do.
“Can we skip the small talk?”
“What can you do for us?”
“What makes you different?”
Or maybe you had a social call that never got past the small talk
Key 2: Ask, Listen Understand
Everybody wants the same 3 things:
To be significant
To be appreciated
To be understood
People Need To Understand That They Have Been
Understood
Key 2: Ask, Listen Understand
The Power In Selling Is Not In Telling:
The Power comes from:
Asking Good Broad Questions
Listening with your whole being
Confirming that you understand
That’s the foundation of deep and lasting trust.
#3 Get The Other’s PerspectiveAsk 3 questions to assess others’ styles:
1. - Are they extroverted? - Are they introverted?
2. - Are they verbal?- Are they nonverbal?
3. - Are they people-oriented?- Are they task-oriented?
Practice Assessing Others
Name: Donald Trump
Extroverted B + AIntroverted C + I
Verbal C + ANon Verbal B + I
Task B + CPeople I + A
Potential Style “B”
Practice Assessing Others
Name: Oprah Winfrey
Extroverted B + AIntroverted C + I
Verbal C + ANon Verbal B + I
Task B + CPeople I + A
Potential Style “A”
Practice Assessing Others
Name: Oprah Winfrey 2
Extroverted B + AIntroverted C + I
Verbal C + ANon Verbal B + I
Task B + CPeople I + A
Potential Style “B, C, A”
“High sales achievers take a new thought
and take it to the next dimension; they put it into
action.”
Visit: www.high-output.comVisit: www.high-output.com
