- Overcome the “no decision” trap by developing messages that create a buying vision for your prospects and a sense of urgency for them to change, change now, and change with you.
- Turn your selling conversations and presentations into a differentiated buying experience that sets you apart from your competitors.
- Protect and maximize your margins by creating and capturing value throughout the entire sales cycle.
13. • Don’t play 20 questions
• You got 30 seconds to
tell me something I don’t
already know
• You see more people who
look like me than I do
• So act like it!
16. Which would you choose?
A guaranteed gain of £75,000
An 80% chance of gaining £100,000
with a 20% chance of getting nothing
17. Which would you choose?
A certain loss of £75,000
An 80% chance of losing £100,000 with
a 20% chance of not losing anything
18. Fundamental Attribution Error
Tendency to overestimate the effect
of disposition and underestimate
the effect of situation on
how a person behaves
Social Psychologists have known this…
19. The
pains
I’m
living
with…
Are bigger than the pain of change…
28. The
Hero
Model
The Hero Model:
based on The Hero with A Thousand Faces
by Joseph Campbell
• The world is normal
• Something changes
• Hero struggles
• Enter: the mentor
• Hero accepts the quest
44. What
was
the
difference?
Gladwell messaged it great!
WHO ARE YOU GOING TO BE?
45. STATUSQUO
THREATENED
DEFINE
SOLUTION
REVIEW
VENDORS
CHOOSE
SOLUTION
-3 -1 +1 +2 +3-2
NEED IT!
TERMSAND
CONDITIONS
Creating Value by loosening the status
quo and separating you from competitors
Capturing Value by getting paid for the
value create and avoiding discounting
DIFFERENTIATION
CUSTOMER CONVERSATION CONTINUUM
IDENTIFY
NEWNEEDS
MAXIMIZATION
46. STATUSQUO
THREATENED
DEFINE
SOLUTION
REVIEW
VENDORS
CHOOSE
SOLUTION
-3 -1 +1 +2 +3-2
NEED IT!
TERMSAND
CONDITIONS
Creating Value by loosening the status
quo and separating you from competitors
DIFFERENTIATION
CUSTOMER CONVERSATION CONTINUUM
IDENTIFY
NEWNEEDS
MAXIMIZATION
Capturing Value by getting paid for the
value create and avoiding discounting
47. STATUSQUO
THREATENED
DEFINE
SOLUTION
REVIEW
VENDORS
CHOOSE
SOLUTION
-3 -1 +1 +2 +3-2
NEED IT!
TERMSAND
CONDITIONS
Creating Value by loosening the status
quo and separating you from competitors
DIFFERENTIATION
CUSTOMER CONVERSATION CONTINUUM
IDENTIFY
NEWNEEDS
MAXIMIZATION
Capturing Value by getting paid for the
value create and avoiding discounting