Income Producing Time
Published on: 31/03/2025
Managing Time is Out, Managing Focus is In
Training TopicBoldOS-Sales
Personal Emotional Needs
Robert Johnson Published on: 28/03/2025
## Forget Features, Focus on Emotions: The Power of P.E.N.s in Sales Sales success hinges on understanding **why** people buy. It's not features, it's **emotions**. People are driven by Personal Emotional Needs (P.E.N.s) like security, recognition, or avoiding failure. **Master the Disqualification Mindset:** Focus on prospects with genuine needs you can solve. They need to have P.E.N.s, the Time, Energy & Money (T.E.A.M.) to invest, and be Willing & Able to make a decision (W.W.W.). **Uncover P.E.N.s with Powerful Questions:** Ditch features and benefits, delve deeper. Ask "What P.E.N.s. arise if they don't have your solution?" Then layer on questions like "Why is this important?" This peels back the layers, revealing the true emotional drivers behind their buying decisions. **Become a Trusted Advisor:** By understanding P.E.N.s., you transform from a salesperson pushing features to a trusted advisor solving problems. **Key Takeaway:** Features tell, P.E.N.s compel. Use P.E.N.s. and insightful questioning to skyrocket your sales success!
Training TopicBoldOS-Sales
Mutually Agree Agendas and Outcomes (MAAO) - 2024
Robert Johnson Published on: 21/03/2025
Mutually Agreed Agendas and Outcomes or MAAOs are wildly powerful communication, sales, and leadership tools. When not used, we waste time, energy, and effort speaking with the wrong people about the wrong things, generate pressure, and lose opportunities.
Training TopicBoldOS-Sales
Keeping Prospects Safe
Robert Johnson Published on: 14/03/2025
One of the critical factors in making sales AND getting referrals is to keep prospects feeling safe. In this, training topic you'll find some key ideas and research about the nurturing parent ego state.
Training TopicBoldOS-Sales