“People aren’t buying what you’re selling, they’re buying you”

#1 The Evolution of The Sales Industry

Dan Pink - “To Sell Is Human”

• Negative perception of sales people

• We hear the word ‘no’ a lot

• ‘Do Nothing’ is our biggest competitor

• Can be stressful and panic inducing

• Good prospects are hard to find

• Many sales roles are disappearing

A FEW SALES HOME TRUTHS

The Evolution of B2B Selling.…

• The balance of power has shifted

• Caveat emptor Caveat Venditor

• Seller led Buyer Led

• Software SaaS

• Complex & cumbersome Simple and agile

• Product focus Outcome focus

#2 How Do People Actually Make

Decisions?

“People don’t buy what you do, they buy why you do it”

Simon Sinek - Author, speaker and thought leader

• 90% of decisions are driven by our limbic brain

• We search for connection and congruency

• We ask “do I like and trust these people”

• Emotion and intuition often drive decisions

• Logic and rational thinking justify the decision

How do people really make decisions?

Pub Quiz

Top 3 reasons we think we win deals?

Top 3 reasons we think we lose deal?

Why we win

• We win based on price

• Our product or service was clearly superior

• The quality of our team

Why we lose

• We lose based on price

• Not a level playing field: incumbent bias

• Lack of executive sponsorship

Bonus Round!

Top 3 reasons our customers give for us winning?

Top 3 reasons our customers give for us losing?

Why you win

• Quality of your people

• Cultural fit

• Collaborated, educated, challenged, managed & mitigated our risks

Why you lose

• Didn’t listen to or understand our needs

• We saw you as unprofessional or higher risk

• Focused too much on your solution not enough on our problem

#3 What Sales WinnersDo Differently

“There are only two ways to influence human behaviour, you can manipulate it or your can inspire it” Simon Sinek -

What Sales Winners Do Differently

1. They are humble

What Sales Winners Do Differently

1. They are humble 2. They are great listeners

What Sales Winners Do Differently

1. They are humble 2. They are great listeners

3. Learn how to tell great stories

Original slide: Andrew Griffiths

What Sales Winners Do Differently

1. They are humble 2. They are great listeners

3. Learn how to tell great stories4. They are agile and adaptable

What Sales Winners Do Differently

1. They are humble 2. They are great listeners

3. Learn how to tell great stories4. They are agile and adaptable

5. Let their EQ dominate their IQ

What Sales Winners Do Differently

1. They are humble 2. They are great listeners

3. Learn how to tell great stories4. They are agile and adaptable

5. Let their EQ dominate their IQ6. Create a memorable pitch

The recipe for a memorable pitch?1. Establish your credibility and authority upfront

2. Harness the power of Storytelling

3. Aim for emotional, not just intellectual connection

4. Take the time to convey your essence

5. Earn the right to talk about your solution

6. Create a memorable hook

What Sales Winners Do Differently

1. They are humble 2. They are great listeners

3. Learn how to tell great stories4. They are agile and adaptable

5. Let their EQ dominate their IQ6. Create a memorable pitch

7. They are crystal clear on their purpose

#4 So What Can You Do?

“In a world of continuous change and perceived product parity, sellers are the key differentiators”

Jill Konrath – Author and Sales Expert

5 Steps to Sales Mastery

1. Take the time to discover your WHY

2. Let your EQ dominate your IQ

3. Appeal to the limbic brain

4. Become a great storyteller

5. Create a memorable ‘hook’ in your pitch

“People aren’t buying what you’re selling, they’re buying you”

http://trinityperspectives.com.au/rebirthofthesalesman/