Selling Out!


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The term "Selling Out" is, of course, a play on words... Selling is NOT a compromise of your integrity for monetary gain at any cost. Sales is the process that sustains your vision (and income). Everybody can get better at communication, sharing, collaborating and, most importantly, listening to understand the real needs of others.

A leader's responsibility is to motivate (SELL) your sales team, employees, partners to be comfortable with all the variations of open, honest communications (SELLING) for the most efficient and effective paths to success (most often, SALES).  

We are all selling all the time. The teacher opens minds, the waiter promises satisfaction, the coder shares better methods with the team...you are making pitches all day.

In every organization, selling something is critical. So, do not ignore or be afraid of selling ... do not pass if off to the "sales guy"... do it yourself and learn what works. Sales can be the most creative form of improving your world and communicating your value. So, sell your heart out... and share your passion. 

Below are some fundamental Sales and Marketing secrets to preparing your persuasion and winning more deals with clients, sponsors, partners, investors, AND selling your own personal brand! A recurring question is about how to maintain your sales direction and enthusiasm. The answer is to strive for the truth (not just giving your pitch) and listening for the right stuff to strive for. Here are the main points: 

(A) - Know what value you REALLY offer.
(B) - Focus ONLY on prospects that need that.  
(C) - Be brutally honest about (A) 

Here are 8 key terms: 
AIM, Sweet Spot, Product/Market Fit, SWOT, BANT, AIDAR, Get to Yes, and PTP...

1 - Get AIM
These are all basic concepts but they are important to frame your conversations. So, remember to take AIM with 3 elements ... A = Audience (what do they expect?). I = Intent (what is your intent that matches their goals). Message = (what are the most compelling ways to reach THIS audience).

The steps to taking AIM:
  • Name the enemy
  • Why now? (for your solution)
  • Show the promised land (before explaining how you will get there)
  • Identify obstacles and how to overcome
  • Tell the truth... show evidence

2- Get your STRATEGIC SWEET SPOT
     (kinda like your USP, Unique Sales Proposition, but better)     
          Accurately assess your own capabilities and really understand your client's needs. 
          The sweetness you offer is what your competitors cannot.
          Use THIS Buyer Persona Template to better understand your "Clients"

3 - Get Product/Market Fit- The right market conditions are more important than having the perfect product... but this is a bit more complicated and important so read more here.

Get SWOT = A brutally honest assessment for your:

Strengths - Unique Value Proposition
Weaknesses – and the plan to solve them
Opportunities – For Company and market
Threats – For prospect’s time and budget

HERE is a one-sheet for you to fill out
  Share it with this link http://bit.ly/SWOTAnalysis 

5 - Get BANT - More at 
http://bit.ly/GetBANT

You must know your prospect's BANT= Budget - Authority - Need - Timing
Timing is the most important but "Get BANT" is funner to say. 

6 - Get AIDAR = Awareness - Interest - Decision - Action - Research/Retention
Focus on each of theses stages of the selling process. Acknowledge that each step takes time and you are responsible for each. Are they even Aware of you? Do they have Interest? Do they have the info they need to make a Decision? What are the specific Actions they need to do (sign up, share, buy!)? Then you must Research how to manage all this better while you Retain them and fulfill on your promises!  for Research ... tweak your tactics for more Awareness and customer Retention.

7- Get To Yes - Use these six integrative (win-win) negotiation skills:
1. Separate the people from the problem
2. Focus on interests, not positions
3. Learn to manage emotions
4. Express appreciation
5. Put a positive spin on your message

6. Escape the cycle of action and reaction

8- Get PTP 
- Ideas are the secret to sales... and lots of them. Share the most relevant ones with your prospects by understanding their needs and processes Just make sure you remember to include your own PTP - Path To Profit. Know where the ideas work across your business, margins, resource capabilities, etc. So, How does it make money?
 
Here are some "Selling Out!" slides



BONUS #1
The ABCs of Persuasion. A 3 minute video from Dan Pink: - Attunement - understand someone else's point of view?  - Buoyancy - stay resilient and buoyant in the face of rejection - Clarity - help someone curate and clarify information

Also go to www.DanPink.com to read his book "To Sell Is Human: The Surprising Truth About Moving Others"



“The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you.” 
― Daniel H. PinkTo Sell Is Human: The Surprising Truth About Moving Others

BONUS #2
Take a look at this State of Sales Report from Salesforce.com about what makes a top performer

BONUS #3
Get daily Leadership and bizdev insights and inspiration from Seth Godin. See recent good ones HERE