Strikingly Different Selling
6 Vital Skills to Stand Out and Sell More
Published on 18. February 2022
Book
Paperback/Softback
206 pages
978-1-64250-486-6 (ISBN)
Description
Superior Sales Success#1 New Release in Global, Direct, and Industrial Marketing
You are competing with the top salespeople in your industry for the same customers. For each sales opportunity there is only one winner.
What separates a "winner" from the rest of the very best and makes them "strikingly different"? Six years of focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner!
What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success.
The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the "Strikingly Different" sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results.
Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills.
The 6 vital skills to stand out and sell more:
Capture Attention with Verbal Billboards
Create Excitement with Movie Trailers
Build Confidence with Flashbacks and Flashforwards
Become Essential with "Why Us!" Differentiators
Get Curious and Find the Gaps
Navigate Traffic Lights and Close the Gaps
If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling.
You are competing with the top salespeople in your industry for the same customers. For each sales opportunity there is only one winner.
What separates a "winner" from the rest of the very best and makes them "strikingly different"? Six years of focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner!
What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success.
The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the "Strikingly Different" sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results.
Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills.
The 6 vital skills to stand out and sell more:
Capture Attention with Verbal Billboards
Create Excitement with Movie Trailers
Build Confidence with Flashbacks and Flashforwards
Become Essential with "Why Us!" Differentiators
Get Curious and Find the Gaps
Navigate Traffic Lights and Close the Gaps
If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling.
More details
Language
English
Place of publication
FL
United States
Target group
Professional and scholarly
Product notice
Paperback (trade)
Illustrations
Illustrations
Dimensions
Height: 214 mm
Width: 136 mm
Thickness: 17 mm
Weight
192 gr
ISBN-13
978-1-64250-486-6 (9781642504866)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Dale Merrill | Scott Savage | Randy Illig
Strikingly Different Selling
6 Vital Skills to Stand Out and Sell More
E-Book
01/2022
Key Lime Publishing
€4.49
Available for download
Persons
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.
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.
Content
ContentsIntroduction
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
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