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Sales, Thought fallacies, Decision making for buying, Storytelling,…

- - - - Who is the best/right person for me to connect with today to help me grow my business?
      - What can I do today to help a colleague or client grow their business?
    - - Weekly sales activity metric for giving and helping clients, colleagues, or referral partners.
        
        Generosity is a key trait found in salespeople with high interpersonal skills because they genuinely care about their clients and partners.
        
        I.e. introducing your client to a potential prospect.
        
        I.e. sending an article of interest that will help your clients or partners in their business.
        
        I.e. inviting them to an event to meet other prospects or partners.
        
        I.e. host a joint webinar and send an invitation to both of your customer databases.
        
        Set a meeting to go over your client list to see what introductions are of value.
        
        Setting a give goal of five, where you strive to make a deposit into your clients and referral partners’ relationship account five times each week.
- - - - Tell a story.
      - Pose a problem.
      - State the solution.
      - Show examples to back it up
  - - - Warmer - Simple relatable story, relevant or translatable to your product
      - Warmer - What problem is your product solving?
      - Frame - Your product solves that problem
      - How it works - How and where? Show specifics
  - - - Setting: quick and short, go to the action straight away. Could also be a metaphor or a frame.
      - Problems: then this happened, then this happened
      - Solution: quick and short. 20% of the whole story
      - Lessons learnt: summation or the morales in the story
  - - - Talk 80% about the problem and 20% about the solution, which is not your startup, but how professionals help.
      - Problems are what we are wired to pay attention to.
      - If I tell you I have a great nose trimmer to sell, you might find me boring - what's in it for me?
      - But if I tell you 90% of your friends find nasal hair disgusting and will judge you if they see it, now you are paying attention. Heck, I could probably sell you a mirror too!
      - To sell you startup, become good at painting a clear and vivid picture of the problem you are solving.
      - Make your audience identify and connect with that problem. Your story should be like a good movie - while you may not have the life of the main character, you can still feel his pains and struggles.
      - Resist talking about your startup prematurely because that only makes people fall asleep. Talk about problems, then more problems, followed by even more problems.
      - Make your audience feel almost uncomfortable before you offer them a long-awaited relief, which is a presentation of whatever it is that your startup is doing.
      - Remember - 80% about the problem, 20% about the solution.
- - - - Required in the first meeting
      - Who you are
      - Why you do what you do
      - You can be trusted
      - The key is to get to the question of - well enough about me, what about you, why do you do what you do?
      - The goal is to begin the ‘exchange of stories’ and have the prospect get comfortable with talking to you.
      - Can’t be a bragging story.
      - Needs vulnerability and acknowledgment of good/bad fortune, it’s not relatable.
    - - Some other person that this client needs to trust in their future dealings
    - - A story about the founder and the origins of the business.
      - Could be made more contemporary. I.e. microsoft in australia, microsoft and the cloud
  - - - (and heres. . ) What it means
        
        Eureka! I’ve got it
        
        Fumbling around for a solution
        
        Research setting
    - - Client hero - the client is the hero and he’s past is the ground
        
        Problem - what is the client dealing with.
        
        Meets guide - you’re the guide
        
        Action plan - what your strategy/service/solution
        
        Avoid failure -
        
        Success -
- - - - Reevaluate- in your last meeting you told me x,y. and z. Has anything changed? Keep it brief.
        
        What did you uncover in the first meeting and how can that be used in the second meeting? Talk about ROI, talk about a client that had similar problems and how your product helped fixed them.
        
        -Reiterate your conversation last discussion around the main talking points
        
        -Set an agenda for each topic and deliver a deep dive on the main impact points
        
        -Deliver value on each topic, add commercial insight at each point and speak to how that commercial insight will have a direct impact on business value, personal (his job) value, and overall time/money
        
        Demonstrating immediate value - getting a call to action
- - - - Application
        
        It's simple and free
      - Personal story - who are you and why do you do this
      - Company story
      - Add value by knowing challenges and sharing insights
      - Understand pain gap
      - Warmer, frame, stats, story
- - - - Emotional impact
        
        Value proposition
        
        Solution
        
        Get the customers bought into acting differently.
        
        This is when the sales rep enters the conversation.
        
        It’s not about how a review of a product can save them time and money. Talking about the customer’s business in ways that help them boost productivity is.
        
        Can’t win customer’s interest and loyalty if you lead with your differentiators - all your products, services and solutions - no matter how good they are. The best sales conversations present the customer with a compelling story about their business first, teach them something new, and then lead to their differentiators
        
        To get there, there has to be a flow to the conversation, a purposeful choreography where your solution is the natural outgrowth of your teaching, rather than the subject of your teaching.Don’t leave with, lead to.
        
        The real value of the interaction isn’t what you sell; it’s the insight you provide as part of the sales interaction itself.
        
        You’ve convinced on the problem, now convince on the solution
        
        This is to specifically talk about the solution, not you or your company.
        
        This is not to say how if they bought your product everything will be fixed, it’s to say how if they changed the way they acted it will be fixed.
        
        Have to stay here for a long time - the customer has to buy the solution. The sign of success is “you’re right, that makes total sense. That’s what we need to do”, “that’s the kind of company I want us to be”
        
        Make sure the prospect sees themselves in the story you’re telling.
        
        When customers are saying “yeah, I see what you’re saying, but I’m struggling to see how this applies to us. We’re different”
        
        Simply repeating the business case in greater detail will never get you past the “we’re different” response. This is because you’re solving for the wrong problem.
        
        This is the time for storytelling. Now you have to paint a picture of how other companies just like them went down a similarly painful path by engaging in behaviour that the customer will immediately recognize as typical of their own company.
        
        “I understand you’re a little bit different, but let me give you a sense of how we’ve seen this play out at similar companies. . .” And for this to work, whatever you say next has to feel immediately familiar. Which is another reason why a deep understanding of the customer must be acquired prior to the sales call, not just during it.
        
        If this is done well then you will get a rueful shake of the head, a wry smile, a thoughtful faraway look. This happens because the customer is trying to replay the same scenario in their head as it actually happened to them in their own company just last week.
        
        The response you’re looking for is “wow, it’s like you work here or something. Yeah, we do that all the time. It just kills us”.
        
        If you still get the I’m different response then you either have the wrong customer or the wrong story.
      - Why is the frame in worth your customer’s time and attention.
        
        Now it’s time for the data, graphs, tables and charts you need to quantify for the customer the true, often hidden, cost of the problem or size of the opportunity they’d completely overlooked.
        
        Number’s-driven rationale for why your customer should think differently about their business, but presented specifically in a way designed to make them squirm a little bit - to feel like they’re drowning.
        
        Marketers refer this as the “FUD factor” - fear, uncertainty, and doubt.
        
        If this is done well, the reaction should be, “wow, I had no idea we were wasting that kind of money!” “I’d never thought of this as an opportunity before. We’ve got to get after this or we’re going to really miss out!”
        
        If you want to use ROI calculator, this is also where it goes. This needs to express the ROI on solving the challenge, not the ROI on buying your solution. We’re still not talking about the solution yet.
        
        Spot market is the most risky market, with 257 hedge funds only under 10 would actively manage the foreign exchange market.
        
        If you chose to actively manage the spot market with an expert this will be a decrease of 3% of your COGS that you can choose to pass or not pass into your pricing.
    - - Commercial teaching pitch.
      - If the customer says “I agree”, “Yes! I Totally agree! That’s exactly what we’re working on!” - you’ve failed. You haven’t taught them anything. It’s good to get a yes, but if you just articulated a problem they’ve already thought of, chances are pretty good they’ve already thought of a solution too. If you fail to provide unique insight, then you fail to provide unique value. You’re responding to customer’s needs rather than defining them.
      - If you get a “huh, I never thought of it that way before” then you’ve taught something.
      - You’re not expected to actually come up with the insight in the moment. Spontaneous flash of brilliance is not only too hard, it’s actually a bad idea. Rather, this is something you’ve come well prepared to discuss. In fact, it may have been a brief mention of this insight that won you the visit in the first place.
      - That said, at this point, your goal isn’t to lay out the explanations and implications of the insight in any great detail - that will come in a few minutes. Rather, the reframe is simply about the insight itself. It’s just the headline. And like a good headline, your goal is to catch your customer off guard with an unexpected viewpoint - to surprise them, make them curious, and get them wanting to hear more.
      - Top three usual problems with protection that I usually get are “sometimes it works, sometimes it doesn’t”, “I never know what is a good amount or a good time to do it”, “I feel like I’ve been burnt by this and lost money”. These are all the result of not having an FX expert to work with you, what if someone is actively looking for the best way to trade FX and take off all the risk.
      - Free service.
      - Experts that help you with your business.
      - Spot is the most expensive market in the world.
- - - - Explain the concept in a composed, organized, and easy to understand manner
        
        Show some of your research or work relevant to this concept
        
        Explain why this person should invest time into this concept
        
        Encourage them to get involved with a welcoming community that actively discusses the concept
        
        Demonstrate how easy it is to acquire the service/product/skill .
        
        And the best thing, it's yours by a click with online shopping and free delivery
        
        You can see these reviews on the dongle website and you see what everyone else had said about it
        
        Also with your business and the fact that network is money, you can't afford to be off the grid
        
        It's 2021, 99% of us have internet
        
        Use a metaphor, "the wifi dongle is like internet in your pockets". Explain the metaphor; you need internet? just bring it out from your pockets
      - You know how you go somewhere and there isn't good wifi connectivity? Well this helps with that
- - - - Why should I answer your long list of invasive questions?
        
        Why should I open an account with you.
        
        Free
        
        Free service
        
        Protect IP
        
        Why should I do my first trade with you.
- - - - Pay attention to thoughts and emotions
      - Name the emotion
        
        "Emotion wheel" 600x600)
    - - Reality awareness with what is true
      - What evidence proves that?
      - What is everyone's survival