SOME HIDDEN HOME TRUTHS OF SELLING!

The Way Your Prospects Want To Buy, Won’t Match The Way You Want To Sell!

As customers, we have patterns for how we want to buy.? Our buying patterns are geared towards getting as much as we can, for as little a price as possible.

As sales people, we have preferred patterns for how we want to sell.? Our selling patterns are geared towards closing the sale, at the price we want to charge.

The two don’t match.

I don’t agree with the idea that we should sell in the way the customer wants to buy.??

We should sell in a way that still makes them safe with us and lets them know we respect them and value them, BUT we should also sell in a way that achieves our sales outcome.

Our sales process must be clever enough to overcome their resistance to anything new.? If we can’t shift the way they want to buy, it is very unlikely that we will sell them anything at all.

One of the superpowers of visual models is that 63% of all people are visual.? Research shows that 83% of all information we gather from the world around us comes through the optic nerve.

Where the ears are logical, the eyes are emotional.

When we draw, we draw people in!

When we use models, we can shift the way they buy, to align with the way we sell, WITHOUT creating pressure or tension as we do it.

?The Customer Is NOT Always Right!

?The old adage used to be that “the customer is always right”.? I don’t agree!

The customer doesn’t have the same depth of wisdom and insight as you do, around the solution you provide.? They have their own experience of the problem, however you have many experiences of not just the problem, but also solving the problem - across many different scenarios.

Your customer doesn’t know all that is possible for them, so how can they know what to ask for?

In fact, the definition of selling may well be that you help your clients see and then realise results that they previously didn’t think could be possible.

If you can use a fast and simple way of taking the prospect deeper, without them feeling like you’re pressuring them, you will control most conversations.

That’s the power of a simple, sales model built around the easy to understand concept of an iceberg.

Think about the simple, but fast and profound, shift that occurs when you say “... but there really is SO much more below the surface … isn’t there!”

Think about the power of that conversation!

The prospect KNOWS that is true and using a model is such an easy and non-threatening way to get into that conversation.

Every Sales Person Sounds The Same … Does That Include You?

?Blah! Blah! Blah!

That’s the sound the prospect hears as they search for someone to solve their problem.

In fact, salespeople have a pattern for it:

• Problem
• Aggravation
• Solution

When the prospect hears the same thing several times in a row from different salespeople (who also overlay it with how their service level and commitment to the customer is what makes them different), all the customer hears is Blah! Blah! Blah!

On top of that, everyone uses the same types of sales techniques because one thing that sales people do really well, is use a strategy over and over again until it becomes tired and meaningless.

Show up differently!? Communicate differently.? Use frameworks that demonstrate that you really do think differently.??

Draw - use models.? You will instantly separate from the pack.

If every speaker at a conference is using Powerpoint, and you happen to draw on your iPad and project it onto the screen, who will the audience remember?

• When you use words only, it’s just noise.
• When you give them visual access to your genius, it becomes interesting.
• When you give them structural access through a model, it becomes believable.
• When you give them both visual and structural access, it becomes desirable.

The Only REAL Market Differentiation Is The Depth Of Your Thinking And The Quality Of Your Insights.

?There’s just so much talk about differentiation and disruption, but what does that really mean?

It is really hard to differentiate on product alone.? If you do, it won’t be long before others have copied and caught up.

You might differentiate on technology, people or systems and so on, however, the one area where true differentiation lives is in how much deeper, wiser and more insightful your thinking is, compared to everyone else in your market space.

You can’t fake wisdom and every prospect knows it.

One of the most important roles of visual models in your business and your selling, is to be that system for deeper and more elevated thinking, as well as the system for accelerated influence.

Every Sale Is Just A Balancing Of Two Competing Emotional Forces!

?For a long time, I’ve been running the argument that every prospect really wants two things:

• To know that they can get a much bigger result than they thought possible - they want certainty, and
• That they are protected from risk if they choose you - they want safety.

Every customer wants aspirational certainty and situational safety.

When we are making a sale, we are constantly balancing these competing forces.

If we go too hard on the aspiration and fail to create safety, fear or anxiety will kill the sale.

If we go too hard on the safety and fail to promise a big enough result, underwhelm will kill the sale.

?In Summary

There are many more hidden truths about selling.? These are just a few.??

Perhaps another hidden truth is that those that win in sales, are operating at an entirely different level to everyone else.? They’re playing a completely different game.? They’re willing to do different things to everyone else.

How willing are you to continuously challenge the way you sell in order to drive higher levels of success?

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Thanks for reading -? in just under a week I’ll be running my next Monthly 20-Minute Teaching.

Why You Have To Be Radically Different In 2023 … Without Being Too Radical.

A lot of commentary is suggesting that 2023 will be a tough year.? They said that about 2020, 2021 and 2022!

Truth is, who knows?

What I do know is that to succeed in business, you must show up radically differently, in the way you sell and deliver your product or service, to everyone else in your space.?

The challenge is how to do that without being too radical.? Your prospect actually seek status quo - they don’t want to change … yet they want YOU to be differentiated!

People are complex!

In this 20 Minute Teaching, I’ll be unpacking what it means to be radically different to everyone else without being too radical for your prospects to deal with.

This is a highly popular event and we don’t advertise it widely.? We publish a diary link the week before and from there, it’s on a first in best dressed basis until the Zoom room is full.??

There is no registration required.??

If you’d like to join me just go here to get the diary invite and add it to your calendar:

https://modelsmethod.link/20-minute-teaching