Strikingly Different Selling
Description
#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.
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Content
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
