The Law of Influence
Over the last few weeks, we discussed the first two Laws of Stratospheric Success from the Go-Giver by Bob Burg and John David Mann: The Law of Value and The Law of Compensation. In this week’s training topic, we dive into the third law, The Law of Influence. The Law of Influence states, “Your influence is […]
What’s Changed Conversations
In an ideal world, here’s an example of a What’s Changed conversation to give you a little context of what it might look, sound, and feel like, and then we’ll break it down into its components. However, please know that it NEVER goes like this and scripts typically don’t work anyway. [Following a great Discovery […]
Let’s Pretend Conversations
A powerful, unassuming, simple to implement, and essential tool to have in your sales and leadership toolbox. Let’s Pretend Conversations are a firm mutually agreed agenda and the bridge between your discovery conversation and presentation. When I work one on one with clients and sales teams, they typically aren’t allowed to do any form of […]
Mutually Agreed Agendas and Outcomes (M.A.A.O.)
Mutually Agreed Agendas with possible Outcomes (MAAOs) turbo charge the sales process, get rid of ambiguity, shorten sales cycles, enhance bonding and rapport, and take the pressure off both the prospect and sales person.
Mutually Agreed Agendas and Outcomes (M.A.A.O.)
Mutually Agreed Agendas with possible Outcomes (MAAOs) turbo charge the sales process, get rid of ambiguity, shorten sales cycles, enhance bonding and rapport, and take the pressure off both the prospect and sales person.
Facial Microexpressions
Microexpressions Training Topic Worksheet Let’s be real, we all know what microexpressions are…you remember that look your mom gave you from across the room that told you she was either happy, fearful, surprised or maybe even angry with something you were about to do. She likely didn’t have to say a single word and we […]