Webinar #3: Emo6onal Sales Process In Detail HANDOUTS
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1 Best Selling Author, Award Winning Entrepreneur, International Speaker & Philanthropist Kane Minkus Presents Webinar #3: Emo6onal Sales Process In Detail HANDOUTS
2 What we are going to cover The Sales Process In Detail 1). How To Ensure Curiosity 2). Ways To Get To The Decision Maker 3). Boos6ng the Experience Of Value 4). Crea6ng More Urgency 5). Naviga6ng The Money Conversa6on
3 5 Emo6onal Stages Of A Sale Emo6on Curiosity Name of Stage Curiosity Empowerment Decision Maker Value Needs Analysis Urgency Right Now Right Worth
4 Stage By Stage: Chit Chat
5 Stage By Stage: Chit Chat Never a second wasted - no mundane topics
6 Stage By Stage: Chit Chat Never a second wasted - no mundane topics Be learning all of their rapport cues
7 Stage By Stage: Chit Chat Never a second wasted - no mundane topics Be learning all of their rapport cues Be looking for an inroad to important conversa6ons in their life
8 Stage By Stage: Chit Chat Never a second wasted - no mundane topics Be learning all of their rapport cues Be looking for an inroad to important conversa6ons in their life You can posi6on anything as a road to their desires
9 Stage By Stage: Guaranteed Curiosity
10 Stage By Stage: Guaranteed Curiosity What are their core values?
11 Stage By Stage: Guaranteed Curiosity What are their core values? Towards: Desires, hopes, dreams, goals wants, long 6me longings, etc
12 Stage By Stage: Guaranteed Curiosity What are their core values? Towards: Desires, hopes, dreams, goals wants, long 6me longings, etc Away From: Concerns, fears, upsets, frustra6ons, guilt, not achieved, etc.
13 Value, Motivation & Drive 9 things that drive people:
14 Value, Motivation & Drive 9 things that drive people: Security: Control & have it their way (order in chaos)
15 Value, Motivation & Drive 9 things that drive people: Security: Control & have it their way (order in chaos) Ability: Smart enough
16 Value, Motivation & Drive 9 things that drive people: Security: Control & have it their way (order in chaos) Ability: Smart enough Freedom: To express themselves, to be true to themselves
17 Value, Motivation & Drive 9 things that drive people: Security: Control & have it their way (order in chaos) Ability: Smart enough Freedom: To express themselves, to be true to themselves Connection: To people, communities & themselves
18 Value, Motivation & Drive 9 things that drive people: Security: Control & have it their way (order in chaos) Ability: Smart enough Freedom: To express themselves, to be true to themselves Connection: To people, communities & themselves Making things better: Contribution or innovation
19 Value, Motivation & Drive 9 things that drive people: Security: Control & have it their way (order in chaos) Ability: Smart enough Freedom: To express themselves, to be true to themselves Connection: To people, communities & themselves Making things better: Contribution or innovation Newness: Variety and new stimulation
20 Value, Motivation & Drive 9 things that drive people: Security: Control & have it their way (order in chaos) Ability: Smart enough Freedom: To express themselves, to be true to themselves Connection: To people, communities & themselves Making things better: Contribution or innovation Newness: Variety and new stimulation Expansion: Through challenge & emotional depth
21 Value, Motivation & Drive 9 things that drive people: Security: Control & have it their way (order in chaos) Ability: Smart enough Freedom: To express themselves, to be true to themselves Connection: To people, communities & themselves Making things better: Contribution or innovation Newness: Variety and new stimulation Expansion: Through challenge & emotional depth Awareness: Learning & intellectual growth
22 Value, Motivation & Drive 9 things that drive people: Security: Control & have it their way (order in chaos) Ability: Smart enough Freedom: To express themselves, to be true to themselves Connection: To people, communities & themselves Making things better: Contribution or innovation Newness: Variety and new stimulation Expansion: Through challenge & emotional depth Awareness: Learning & intellectual growth Achievement: Feel uniquely recognised and important to others
23 Stage By Stage: Guaranteed Curiosity 5 things that turn people off in this phase:
24 Stage By Stage: Guaranteed Curiosity 5 things that turn people off in this phase: Inauthenticity/Incongruence
25 Stage By Stage: Guaranteed Curiosity 5 things that turn people off in this phase: Inauthenticity/Incongruence Agenda
26 Stage By Stage: Guaranteed Curiosity 5 things that turn people off in this phase: Inauthenticity/Incongruence Agenda Not listening
27 Stage By Stage: Guaranteed Curiosity 5 things that turn people off in this phase: Inauthenticity/Incongruence Agenda Not listening Judgement
28 Stage By Stage: Guaranteed Curiosity 5 things that turn people off in this phase: Inauthenticity/Incongruence Agenda Not listening Judgement Lack of Rapport
29 Stage By Stage: Guaranteed Curiosity 5 Powerful Questions To Get Curiousity Would you be curious about how to get X? Is X an important next step for you? What are your big plans/mission/goals for the next 90 days? 1 year? Where have you felt most stuck these days? What would you change if you had the infinite power to do so?
30 Stage By Stage: Decision Maker Biggest Challenges in Reaching DM
31 Stage By Stage: Decision Maker Biggest Challenges in Reaching DM No real connection to them
32 Stage By Stage: Decision Maker Biggest Challenges in Reaching DM No real connection to them No clarity on who you want to connect with
33 Stage By Stage: Decision Maker Biggest Challenges in Reaching DM No real connection to them No clarity on who you want to connect with Lack of confidence/congruence
34 Stage By Stage: Decision Maker Biggest Challenges in Reaching DM No real connection to them No clarity on who you want to connect with Lack of confidence/congruence Lack of clarity in the pitch
35 Stage By Stage: Decision Maker Biggest Challenges in Reaching DM No real connection to them No clarity on who you want to connect with Lack of confidence/congruence Lack of clarity in the pitch Lack of intention of reaching them
36 Stage By Stage: Decision Maker Typical Decision Maker Constellations
37 Stage By Stage: Decision Maker Typical Decision Maker Constellations Individual
38 Stage By Stage: Decision Maker Typical Decision Maker Constellations Individual Couple
39 Stage By Stage: Decision Maker Typical Decision Maker Constellations Individual Couple Department/Division Heads
40 Stage By Stage: Decision Maker Typical Decision Maker Constellations Individual Couple Department/Division Heads Team/Committee
41 Stage By Stage: Decision Maker Typical Decision Maker Constellations Individual Couple Department/Division Heads Team/Committee Group
42 Stage By Stage: Decision Maker Navigating Gatekeepers
43 Stage By Stage: Decision Maker Navigating Gatekeepers Treat them as important
44 Stage By Stage: Decision Maker Navigating Gatekeepers Treat them as important Understand their world
45 Stage By Stage: Decision Maker Navigating Gatekeepers Treat them as important Understand their world Have patience
46 Stage By Stage: Decision Maker Navigating Gatekeepers Treat them as important Understand their world Have patience Find out how to make them look great
47 Stage By Stage: Decision Maker Navigating Gatekeepers Treat them as important Understand their world Have patience Find out how to make them look great Be emotional, sensitive and playful
48 Stage By Stage: Decision Maker 4 Powerful Questions To Get To The DM Assuming we work together, and assuming you are the decision maker, is there anyone else required to agree to us working together? Why don t all of us meet to discuss this include all perspectives? Which sequence would I want to meet with all the decision makers? What is the best way to get the DM s attention?
49 Stage By Stage: Needs Analysis Exploring The Present State
50 Stage By Stage: Needs Analysis Exploring The Present State Pain lives here - get them into it
51 Stage By Stage: Needs Analysis Exploring The Present State Pain lives here - get them into it Away from frames
52 Stage By Stage: Needs Analysis Exploring The Present State Pain lives here - get them into it Away from frames Continue to dive deep - explore their emotions, web of impact, etc
53 Stage By Stage: Needs Analysis Exploring The Present State Pain lives here - get them into it Away from frames Continue to dive deep - explore their emotions, web of impact, etc Explore the future if nothing changes
54 Stage By Stage: Needs Analysis Exploring The Present State Pain lives here - get them into it Away from frames Continue to dive deep - explore their emotions, web of impact, etc Explore the future if nothing changes What have they already tried?
55 Stage By Stage: Needs Analysis Exploring The Present State Pain lives here - get them into it Away from frames Continue to dive deep - explore their emotions, web of impact, etc Explore the future if nothing changes What have they already tried? What do they think is the real problem?
56 Stage By Stage: Needs Analysis Exploring The Present State Pain lives here - get them into it Away from frames Continue to dive deep - explore their emotions, web of impact, etc Explore the future if nothing changes What have they already tried? What do they think is the real problem? Be in their past Timeline
57 Stage By Stage: Needs Analysis 7 Powerful Questions About The Present State What are your key frustrations? What is it like currently for you (emotionally, physically, etc)? How is it impacting other areas of your life? What will the future be like if nothing changes? What do you think is the real problem? What are you missing out on by not having a solution to this? What have you already tried to solve this?
58 Stage By Stage: Needs Analysis Exploring The Desired State
59 Stage By Stage: Needs Analysis Exploring The Desired State Hope lives here - get them into it
60 Stage By Stage: Needs Analysis Exploring The Desired State Hope lives here - get them into it Towards frames
61 Stage By Stage: Needs Analysis Exploring The Desired State Hope lives here - get them into it Towards frames Continue to dive deep - explore their emotions, web of impact, etc
62 Stage By Stage: Needs Analysis Exploring The Desired State Hope lives here - get them into it Towards frames Continue to dive deep - explore their emotions, web of impact, etc Explore the future short term and long term
63 Stage By Stage: Needs Analysis Exploring The Desired State Hope lives here - get them into it Towards frames Continue to dive deep - explore their emotions, web of impact, etc Explore the future short term and long term Explore concerns about getting stopped
64 Stage By Stage: Needs Analysis Exploring The Desired State Hope lives here - get them into it Towards frames Continue to dive deep - explore their emotions, web of impact, etc Explore the future short term and long term Explore concerns about getting stopped Be in their future Timeline
65 Stage By Stage: Needs Analysis 6 Powerful Questions About The Desired State If you could wave a magic want, what would you like? How will you know when you have it? What does the future without the problem of the past look/feel/sound like? What concerns or risks would be involved to have that? What else would you like? So what you want is? Did I get that right? Anything else?
66 Stage By Stage: Needs Analysis Demonstrate Your Formula Briefly Here
67 Stage By Stage: Needs Analysis Demonstrate Your Formula Briefly Here Create a 3, 5 or 7 step formula
68 Stage By Stage: Needs Analysis Demonstrate Your Formula Briefly Here Create a 3, 5 or 7 step formula You could have a fixed one - or one you makeup on the spot
69 Stage By Stage: Needs Analysis Demonstrate Your Formula Briefly Here Create a 3, 5 or 7 step formula You could have a fixed one - or one you makeup on the spot Draw it out visually in front of them and explain it
70 Stage By Stage: Needs Analysis Demonstrate Your Formula Briefly Here Create a 3, 5 or 7 step formula You could have a fixed one - or one you makeup on the spot Draw it out visually in front of them and explain it Explain these are the steps for their success you will take them through
71 Stage By Stage: Needs Analysis Demonstrate Your Formula Briefly Here Create a 3, 5 or 7 step formula You could have a fixed one - or one you makeup on the spot Draw it out visually in front of them and explain it Explain these are the steps for their success you will take them through Give your formula a results based name
72
73 Stage By Stage: Urgency Creating Urgency
74 Stage By Stage: Urgency Creating Urgency Humans respond quickly to: Limitations
75 Stage By Stage: Urgency Creating Urgency Humans respond quickly to: Limitations Exclusivity
76 Stage By Stage: Urgency Creating Urgency Humans respond quickly to: Limitations Exclusivity Polarisations
77 Stage By Stage: Urgency Creating Urgency Humans respond quickly to: Limitations Exclusivity Polarisations Special Opportunity
78 Stage By Stage: Urgency Creating Urgency Humans respond quickly to: Limitations Exclusivity Polarisations Special Opportunity Emotional Connection to help others
79 Stage By Stage: Needs Analysis 6 Powerful Questions To Cause More Urgency Would you be ok having these problems be the same or worse next (time)? Are you ok for your family/clients/employees/self continue to suffer? How much longer do you want to experience X pain? Your current thinking has gotten you here, isn t it time to take a different step now? If you had a friend that expressed all these things, what would you recommend they do right now? How many times have you postponed this decision? And it will never change until you take a stand now for your future.
80 Stage By Stage: Worth Increasing The Experience Of Being Right Money Discussions
81 Stage By Stage: Worth Increasing The Experience Of Being Right Money Discussions ROI
82 Stage By Stage: Worth Increasing The Experience Of Being Right Money Discussions ROI Willing Vs Appropriate
83 Stage By Stage: Worth Increasing The Experience Of Being Right Money Discussions ROI Willing Vs Appropriate Ask them first about the money
84 Stage By Stage: Worth Increasing The Experience Of Being Right Money Discussions ROI Willing Vs Appropriate Ask them first about the money Be ok with a bit of a break in rapport here
85 Stage By Stage: Worth Increasing The Experience Of Being Right Money Discussions ROI Willing Vs Appropriate Ask them first about the money Be ok with a bit of a break in rapport here Always anchor them high or low
86 Stage By Stage: Worth 6 Powerful Questions About The Worth Is X amount of money and Y amount of time an amount you are willing to invest for a solution? What is an appropriate budget for you?/what expectation do you have? What have you paid others in the past for a solution like this? What would you like to see as an ROI for you? If you were able to get X tangible and Y emotional results, what is that worth to you? If you had to put a price on priceless, what would it be?
87 1) Use your sales process on 5 people 2) Track the stages you love & where you get stuck 3) Write down your favourite questions per stage 4) Run it again on another 5 people (sell something)
88 Best Selling Author, Award Winning Entrepreneur, International Speaker & Philanthropist Kane Minkus Presents Webinar #4: Controlling the conversa6on! HANDOUTS
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