Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More

ISBN-13: 9781642504866 / Angielski / Miękka / 2022 / 206 str.

Dale Merrill; Scott Savage

Opis

Six years of research involving nearly 3,000 sales professionals from around the world reveals the 3 distinguishing habits that differentiate top sales performers from the herd and make them "strikingly different" in today's global marketplace.

Spis treści

Contents

Introduction

• Unlike Any Sales Book You've Read Before
• A Six-Year Experiential Sales Research Project
• Surprisingly Average or Strikingly Different?
• How to get the Most From this Book

Chapter One: Flashpoint

• The Myth of a "Good Meeting"
• Decisive Action, Momentum, and Breaking the Status Quo

Practice One: Separate and Elevate

Chapter Two: The Power of Contrast

• Relevant + Distinct + Memorable = Contrast
• The Challenges Facing Sales
• Comparing Criteria That Matters
• People Choose When Differences Are Clear
• Small Details Make a Big Difference
• Three Areas to Draw Contrast
• Different in Unique Ways
• Chapter Two Application: The Power of Contrast

Chapter Three: Go Hollywood

• The Power of Movie Trailers
• An Effective Sales Movie Trailer
• The Power of Headlines
• Using Movie Trailers and Headlines as High Leverage, High Yield Activities
• Chapter Three Application: Go Hollywood

Chapter Four: Elevate or Fade Away

• Elevate Above a History of Mistrust
• Elevate Your Thinking
• Elevate Above Limiting Beliefs
• Chapter Four Application: Elevate or Fade Away

Practice Two: Tell Compelling Stories

Chapter Five: The Secret to Amazing Stories

• Storytelling and the Brain
• The Elements of a Story
• Four Story Goals
  
• Emotion and the Science Behind Decision Making
• Effective Stories Drive Decision Velocity
• The 5 Second Secret
• Using Stories to Build to a Flashpoint
• Chapter Five Application: The Secret to Amazing Stories

Chapter Six: Two Why's and a What

• Flashback Stories
• Flashforward Stories
• Chapter Six Application: Two Why's and a What

Chapter Seven: Weave Stories in and Objections Out

• Weaving "The Past" Thread
• Weaving "The Present" Thread
• Weaving "The Future" Thread
• Additional Blueprint Practices
• Chapter Seven Application: Weave Stories In and Objections Out

Practice Three: Win with Momentum

Chapter Eight: Unleash Sales Multipliers

• Three Key Sales Multipliers
• Chapter Eight Application: Unleash Sales Multipliers

Chapter Nine: Slow Down for Yellow Lights

• Match, Understand, Resolve
• Examples of How to Resolve Yellow Lights
• Cracking the Code on Yellow Lights
• Chapter 9 Application: Slow Down for Yellow Lights

Chapter Ten: Start Fast, End Big

• Start Fast
• Follow Stringer's Rules of Engagement
• End Big
• Chapter Ten Application: Start Fast, End Big

Conclusion

O autorze

Dale is a global Managing Director in FranklinCovey's Sales Performance Practice. He is a thought leader and co-author of the book, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More which will be released in January 2022. Dale is a highly sought-after advisor to sales and business leaders at many of the world's most admired companies. He focuses day-to-day on helping clients dramatically grow revenues and profitability. Scott is a highly sought-after advisor, speaker, and influencer on the topics of sales, leadership, and negotiation. For more than thirty years, he has advised, coached, and trained tens of thousands of executives, consultants, and sales professionals at many of the world's largest and most successful technology, manufacturing, energy, and products companies. Randy is the global leader of Franklin Covey's Sales Performance Practice which helps to train, consult, and coach clients on how to win more profitable business. He consults from experience, having successfully founded, built and sold two successful companies, winning awards along the way including Ernst & Young's Top CEO under 40; CEO of one of Inc 500's fastest-growing companies, and the Arthur Anderson Strategic Leadership award. Most importantly, Randy is known for his sense of humor and storytelling. A native New Yorker, Randy enjoys time on the farm with his wife and daughter in upstate NY. Jennifer is the president of FranklinCovey's enterprise division, accountable for profitable growth globally as FranklinCovey transforms organizations by building leaders, teams, and cultures that get results in 160+ countries. Previously, she held a range of sales leadership positions at FranklinCovey in the United States, Canada, and Australia. Early in her career, she held individual contributor roles in sales and consulting, earning the company's highest awards for results and finding personal fulfillment in helping clients achieve their own great purposes.