André’s Reviews > Sales Fundamentals for Technical Specialists > Status Update
André
is on page 31 of 124
・J.Care "Mastering Technical Sales"
・Inbound Marketing: Entice ppl to contact seller (trad. seller contacts ppl)→support customer's buying proc w/ blogs, guides; mktg automation
・Social Selling: where customer looking for help: hashtags, FB groups, follow cust,compet,opinion leaders→discuss
・Telemktg: Good reason to call? N.N. said, we should talk bc; my project in ur industry; feedback
・focus on helping, not selling
— Jan 18, 2018 05:58PM
・Inbound Marketing: Entice ppl to contact seller (trad. seller contacts ppl)→support customer's buying proc w/ blogs, guides; mktg automation
・Social Selling: where customer looking for help: hashtags, FB groups, follow cust,compet,opinion leaders→discuss
・Telemktg: Good reason to call? N.N. said, we should talk bc; my project in ur industry; feedback
・focus on helping, not selling
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André’s Previous Updates
André
is on page 115 of 124
Conclusion:
・int. competition & automation→jobloss; aging populat., inequality vs social cohesion, climate & natural res.
・to the rescue: VR, AI, sensors, robo transport & production, 3D print, nano, biotech & pharma, new energy, digital platforms (sharecon., peer prod, crowdfunding), global ICT
・market econ reduced poverty more in past 50 yrs than in prior 500
・selling educates society about new tech/ways of working
— Jan 21, 2018 12:51AM
・int. competition & automation→jobloss; aging populat., inequality vs social cohesion, climate & natural res.
・to the rescue: VR, AI, sensors, robo transport & production, 3D print, nano, biotech & pharma, new energy, digital platforms (sharecon., peer prod, crowdfunding), global ICT
・market econ reduced poverty more in past 50 yrs than in prior 500
・selling educates society about new tech/ways of working
André
is on page 106 of 124
・prepare: who negotiates, goal & expectations, norms (max % commission), relationship (reasonable vs optimistic offer), their needs, deal breakers, your & their alternatives
・test assumptions
・never make offer first (except other side has signific. relationship to you), concessions
・seller more commited than buyer, devoted time, misses sales target
・techie excitement about own product/tech/equipm. > customer benefit
— Jan 21, 2018 12:50AM
・test assumptions
・never make offer first (except other side has signific. relationship to you), concessions
・seller more commited than buyer, devoted time, misses sales target
・techie excitement about own product/tech/equipm. > customer benefit
André
is on page 96 of 124
・agreements often silent→voice
・seesaw-needs: control/change, joining/individuality,…
・superior's personal trouble aversion > company benefit
・cost < negotiable < expected value
・evaluate ur & their alternatives,limit theirs
・warnings > threats
・value thru networks (demand side eco of scale), ie own a standard
・do favors/reciprocity, trigger consistent behavior (easier to change opinion than behavior), social proof,…
— Jan 20, 2018 10:19PM
・seesaw-needs: control/change, joining/individuality,…
・superior's personal trouble aversion > company benefit
・cost < negotiable < expected value
・evaluate ur & their alternatives,limit theirs
・warnings > threats
・value thru networks (demand side eco of scale), ie own a standard
・do favors/reciprocity, trigger consistent behavior (easier to change opinion than behavior), social proof,…
André
is on page 79 of 124
・salesppl don't sell the product, but the problem it solves
・customers look to salesperson for support & insight in clarifying their needs (ever-chng. world) & making a decision
・not enough power to create completely "new need"
・proving customer wrong not essential in sales, construct argum. from their reality
・HubSpot question model GPCT A C&I
・preso for decision-maker: What (feature), How (advantage), Why (benefit)
— Jan 19, 2018 06:21PM
・customers look to salesperson for support & insight in clarifying their needs (ever-chng. world) & making a decision
・not enough power to create completely "new need"
・proving customer wrong not essential in sales, construct argum. from their reality
・HubSpot question model GPCT A C&I
・preso for decision-maker: What (feature), How (advantage), Why (benefit)
André
is on page 61 of 124
Pathos:
・decisions: emotion > conscious mind
・emotional connection (common enemy/same tribe)→trust
・distance contributes to authority
・risk-emotion: ppl more afraid of losing than gaining→evoke feeling missing out on deal is greater loss (limited offer, …)
・mirror neurons: to create emotion u must feel it yourself; method acting, don't hide feelings, self-confidence thru "Superman pose" (testosterone)
・story telling
— Jan 19, 2018 03:01PM
・decisions: emotion > conscious mind
・emotional connection (common enemy/same tribe)→trust
・distance contributes to authority
・risk-emotion: ppl more afraid of losing than gaining→evoke feeling missing out on deal is greater loss (limited offer, …)
・mirror neurons: to create emotion u must feel it yourself; method acting, don't hide feelings, self-confidence thru "Superman pose" (testosterone)
・story telling
André
is on page 47 of 124
・body lang/voice > words
・correct ethos = their expectations
・Aristotle: trust = virtue (reveal sacrifice that confirms u r pro customer) + pract. wisdom (answers-guy) +…
・prefer mid ground: mk competing preso seem xtreme, ppl avoid extremes
・J.C. "Trusted Advisor Sales Eng": credible, reliable (chop big promise into pieces easy to keep), confident/no uncertainty, intim, listens, opportunities
・serve in advance, free
— Jan 19, 2018 11:23AM
・correct ethos = their expectations
・Aristotle: trust = virtue (reveal sacrifice that confirms u r pro customer) + pract. wisdom (answers-guy) +…
・prefer mid ground: mk competing preso seem xtreme, ppl avoid extremes
・J.C. "Trusted Advisor Sales Eng": credible, reliable (chop big promise into pieces easy to keep), confident/no uncertainty, intim, listens, opportunities
・serve in advance, free
André
is on page 16 of 124
- studies: introverts sell as bad as extroverts, ambiverts best
- internet→information imbalance & role of salesppl diminishes in (the beginning of) the buying process → salesppl now problem solving specialists on the customers business
- often differentiation just image: ship cleaning company vs regular cleaning co. (same work)
- ppl reluctant to change 1st impression→be 1st to reach certain position in their minds
— Jan 16, 2018 12:16PM
- internet→information imbalance & role of salesppl diminishes in (the beginning of) the buying process → salesppl now problem solving specialists on the customers business
- often differentiation just image: ship cleaning company vs regular cleaning co. (same work)
- ppl reluctant to change 1st impression→be 1st to reach certain position in their minds
