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TPM Code of Selling Day 1 (Standards (Constant dive in, Lean into…
TPM Code of Selling Day 1
Change the meaning
Sales
No thanks
Skillful
Not interested
Hot
Nurturing
Clunky
Relationship
Money
Care
Exchange
Flow
Thrive
Selling
Product
Learning
Pushy
Service
Giving
Listening
Evolving
Excitement
Process
Questions
Action
Pressure
Connecting
Hustle
Influence
Leadership
Culture
Growth
Educate
Persuasion
Movement
Expansion
Progress
Win-Win
Selling
Compelling
Opportunity
Empathy
Lead by example
Alignment
Following
Repport
Trust
Persuasion
Prediction
Priming
Feels right
Certainty
Magic
Changing Minds
Push
Coersion
Convincing
See what is unseen
Salesy
No choice
Context is king
Sales = Leadership
Leadership
=
Prediction + Execution
What is a problem?
A gap between where someone is and where someone wants to be
Expectation
Cognitive dissonance
Emotion
For you
Internal
Logic
External
We don't sell a solution
We solve problems
Every decision I've ever made is to solve a problem
Standards
Constant dive in
Lean into discomfort
Fun
Coming in with an empty cup
Vulnerability
Permission to fuck up
Transparency
Key Learnings
When humans have a problem put
in front of them they can't help
but solve it
The bigger the problem, the more you can charge
for your service
Where are your buyers most uncertain?
How can I turn that into uncertainty?
Humans move away from pain a lot faster than
they move towards pleasure
You are a sales person first
Clients feel taken care of
Money needs you more
than you need money
Island A
Toll Booth
Island C
Three uncomfortable truths
All sales are made by solving
problems
Business exist
to make money
Money is made
by selling
Sales conversation questions
Emotion
Now
What's going on for you?
What brought you to this conversation?
How are you doing right now?
Future
How would you like it to be?
Logic
Now
What problems are you facing right now?
How is that showing up financially right now?
Future
What are we working towards?
