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    The Art of Sales: Licensed Under Creative Commons Attribution - Sharealike 4.0 International

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    Liza Zali
    The document discusses the evolution of sales techniques from an old model focused on "always be closing" to a new model focused on attunement, buoyancy, and clarity. It outlines the new ABCs of selling - A is for attunement which involves listening to customers' needs rather than talking at them. B is for buoyancy, maintaining optimism when facing rejection. C is for clarity, understanding who you are selling to in order to refine your sales approach for business to business versus business to customer situations.

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    The Art of Sales: Licensed Under Creative Commons Attribution - Sharealike 4.0 International

    Uploaded by

    Liza Zali
    34 views17 pages
    The document discusses the evolution of sales techniques from an old model focused on "always be closing" to a new model focused on attunement, buoyancy, and clarity. It outlines the new ABCs of selling - A is for attunement which involves listening to customers' needs rather than talking at them. B is for buoyancy, maintaining optimism when facing rejection. C is for clarity, understanding who you are selling to in order to refine your sales approach for business to business versus business to customer situations.

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    1.-Sales-Strategies-PPT_NB.pptx

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    The document discusses the evolution of sales techniques from an old model focused on "always be closing" to a new model focused on attunement, buoyancy, and clarity. It outlines the new ABCs of selling - A is for attunement which involves listening to customers' needs rather than talking at them. B is for buoyancy, maintaining optimism when facing rejection. C is for clarity, understanding who you are selling to in order to refine your sales approach for business to business versus business to customer situations.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    34 views17 pages

    The Art of Sales: Licensed Under Creative Commons Attribution - Sharealike 4.0 International

    Uploaded by

    Liza Zali
    The document discusses the evolution of sales techniques from an old model focused on "always be closing" to a new model focused on attunement, buoyancy, and clarity. It outlines the new ABCs of selling - A is for attunement which involves listening to customers' needs rather than talking at them. B is for buoyancy, maintaining optimism when facing rejection. C is for clarity, understanding who you are selling to in order to refine your sales approach for business to business versus business to customer situations.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 17

    The Art of Sales

    Licensed under Creative Commons


    Attribution – ShareAlike 4.0 International
    The old world of sales
    The new world of sales
    The old ABCs of selling

    Make the sale

    Always
    Be
    Closing
    (no matter what it takes!)
    The new ABCs of selling

    A Attunement

    B Buoyancy

    C 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:
    1. Asking “Why?”
    2. 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

    Leads:
    There will be a lot of people
    you assume will be interested.

    Prospects:
    Test your assumptions by
    interacting with leads.

    Customers:
    Convert prospects to customers by
    answering all their questions.
    Filling the sales funnel

    Inbound sales: Outbound sales:


    The customers You go to the
    come to you customers

    Ideal for high-volume, Ideal for high-cost


    low-cost products products (e.g., custom
    (e.g., an app) computer systems, bulk
    orders)
    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?

    Business to business (B2B) Business to customer (B2C)


    • Selling to organizations • Selling to individuals
    • Outbound sales • Inbound sales
    • Goal: Secure bulk orders from • Goal: Attract large numbers
    a few large clients of individual customers
    C is for Clarity

    Refine your message

    Business to business (B2B) Business to customer (B2C)


    Customize the message to the Create universal messages for
    unique needs of your large clients. different customer groups.

    Demonstrate your willingness to Demonstrate the widespread


    collaborate with the client. appeal of your product or service.

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