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Licensed under Creative Commons Attribution ShareAlike 4.0 International The Art of Sales The old world of sales The new world of sales The old ABCs of selling Always Be Closing The new ABCs of selling A B C Attunement Buoyancy Clarity

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Licensed under Creative Commons
Attribution – ShareAlike 4.0 International The Art of Sales

The old world of sales

The new world of sales

The old ABCs of selling Always
Be
Closing

The new ABCs of selling A

B

C Attunement Buoyancy Clarity Reference:
Daniel Pink: “To Sell is Human”

A is for Attunement Be attuned to your customers’ needs and motivations.

Listen to your customers rather than talking at them.

A is for Attunement Partner role-playing exercise:

One partner will be a “customer.”

The other partner will be a “salesperson.”

After five minutes, switch roles.

A is for Attunement Guidelines:

The “salesperson” establishes the conversation topic by asking one question.
E.g., “What’s your biggest frustration in school?”

After that initial question, the salesperson advances the conversations in two ways:
Asking “Why?”
Asking for more detail.

A is for Attunement You have five minutes.

A is for Attunement Salespeople: What did you learn?

Customers: How did that feel?

A is for Attunement Switch roles: Five more minutes

B is for Buoyancy In sales, you will encounter rejection more than success.

Remain buoyant (optimistic) by understanding why some sales leads work out, while others don’t.

B is for Buoyancy Prospects:
Test your assumptions by interacting with leads. Customers:
Convert prospects to customers by answering all their questions. Leads:
There will be a lot of people you assume will be interested.

Filling the sales funnel Outbound sales:
You go to the customers

Ideal for high-cost products (e.g., custom computer systems, bulk orders) Inbound sales:
The customers
come to you

Ideal for high-volume, low-cost products
(e.g., an app)

C is for Clarity Clarify who you are selling to, and it will become much easier to refine your sales approach.

C is for Clarity Who are you selling to?

C is for Clarity Refine your message

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