Advanced Power Messaging: Power Deal Creation

Virtual Preview

Why Deal Creation?

Deal Creation by the Numbers

What does your discovery look like today?

The Interrogation

The Status Quo Barrier

The Field Messaging Challenge

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Change Your Conversations

Building a Buying Vision

1. Frame

•  Predict Pain •  Amplify Impact

FRAME

Predict Pain: What’s hiding just around the corner?

FRAME

Amplify Impact: Show the potential business impact

Prospect Research Exercise

Differentiation Exercise and 60-Second Story Exercise

Number Play Exercise and Big Picture Exercise

2. Explore

•  Diagnose Situation •  Speci!c Questions

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Diagnose Situation: How is this problem being solved today?

EXPLORE

Speci"c Questions: Transfer ownership by using

“What if you…” questions

EXPLORE

Be Curious

Developing Questions Exercise

3. Excite

•  Customer Story •  Compare and Contrast •  Rescue Them

Customer Story: How you helped another company just like them deal with the same problem.

EXCITE

EXCITE Compare and Contrast: Their world today,

made better with you.

EXCITE

Rescue Them: Show them you have

the solution.

Contrast Communicates Value

PAIN

GAIN

Value

The Seller is the Hero?

•  Sounds like Bragging

•  Diminishes the Customer

•  Nobody wants to be the next person you tell about rescuing

•  Customer comes off as the villain

Make Your Customer the Hero

Failure to Be Interesting

customer is a company.

They’ve been in business years.

They have locations.

They make, sell and service solutions.

You can tell a lot about a character just by the shoes he’s wearing.

– Tom Wolfe

Telling Details Create Interest

Listen for Stories, Metaphors and Analogies

Not just facts!

Criteria of a Great Customer Story

1.  Contrast the pain with the gain

2.  Use telling details for more punch

3.  Make your prospect the hero

4.  Tell a story – don’t just share data

5.  Someone else can easily retell it

Customer Story with Contrast Exercise

Power Deal Creation™ Map

4. Agree

•  Buying Vision •  Politics > Personality •  Questions That

Reveal Context

Buying Vision: The need for change with your solution

AGREE

Politics Trump Personality:

Understand the entire deal landscape, anchors

and objections

AGREE

Questions That Reveal Context: Finding out the next steps

AGREE

Context vs. Character

People typically overestimate character and underestimate context in the buying decision

Pulling It Together Exercise

Honest Signals

Pentland Study Results

Persuasion, content and style are indistinguishable

Indicators of Acceptance: • Voice pacing • Tone • Emphasis • Body language

Status is Negotiated

Power Deal Creation™ Map

•  Predict Pain •  Amplify Impact

•  Buying Vision •  Politics > Personality •  Questions That

Reveal Context

•  Diagnose Situation •  Speci!c Questions

•  Customer Story •  Compare and Contrast •  Rescue Them

The Status Quo Barrier Make it unsafe and

sell the problem

Mem

orable Insights

Show them the path to safety

Make it safe and

contrast with change

Marketing and Sales Messaging Conference

CHICAGO, SEPT. 18-20 ONLY $399

Breakout Tracks: 1.  Marketing

Messaging & Content Creation

2.  Sales Conversation Delivery

3.  Power Coaching Workshop

Billy Beane

Ben Zander

Q&A

Additional Questions

Join the discussion on LinkedIn

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