neuron-selling: how to use the latest neuroscience to consistently close customers
DESCRIPTION
Neuron-Selling is a powerful new approach for sales professionals that leverages the Latest Neuroscience to Consistently Close CustomersTRANSCRIPT
Neuron-Sell ing™
How to use the Latest Neuroscience to Consistently Close Customers
2
What is Neuron-Selling?
Neuromarketing
Hot new neuroscience with
some key pieces missing.
Neuron-Selling
Proven neuroscience sales
approach that drives results.
Aventi Group
Founded in 2001 by blue chip company execs
Technology client services include:
Product Marketing
Market Strategy
Channel Development
Demand Generation
Domain knowledge in IT / technology sector
Network of executive consultants
A few clients…
John is a Sales Director
for a technology firm.
He has three primary goals
for this year:
1. Ensure all sales reps
exceed quota
2. Ensure all sales reps
exceed quota
3. And…ensure all sales
reps exceed quota
To meet his goals, John needs to achieve
Best-In-Class results…
• 20% higher win rates
• 3x more proposals closed
• 5x better discount avoidance
• 35% more reps meeting quota
• Higher cross-selling and up-selling
John invested in team sales
training but found it to be:
1. Expensive & slow
2. Difficult to implement
3. Inconsistent across reps
John was left with 3
difficult choices:
1. Fail to meet rep quotas
And maybe get fired
2. Replace sales reps
And risk time & money
3. Invest in more training
And hope it pays offWhat did John decide?
John chose to invest in
Neuron-Selling because it’s:
Fast
Reps can learn it in one
90-minute session
Simple
The 3-step process is
easy for reps to retain
Affordable
Because it’s fast and
simple, it costs far less
Neuron-Selling
It’s Fast
• One 90-min. webinar or live session
• Concise, comprehensive eBook
• For direct or partner sales teams
It’s Simple
• Easy-to-learn 3-step process
• Adaptable to any sales situation
• Proven Neuron-Persuasion approach
It’s Affordable
• Typically 75% less cost than others
• Guaranteed, proven results
• Optional mentoring & mobile app
vs.
It’s Effective
“I heard about this Neuron-Selling thing but I didn’t bother to check it out.
Our competitors embraced it and are now eating our lunch.” –YOU?
“Aventi Group’s workshops are a must for any technology company. What
you’ll learn in one day could transform your messaging, selling, channels,
promotions, and sales enablement.”
–Don Metzger, CEO, Next Input, Inc.
“Aventi Group led one of the best workshops I’ve ever attended. Their
executives were knowledgeable, entertaining, and inspiring. The
templates, examples and processes we received were outstanding.”
–William Gouveia, Marketing Director, Booz Allen Hamilton
Credibility
Conditions
Competition
Concerns
Consequences
Criteria
Contrast
Clarify
Convince
The 3-Step Process
Triune Brain Neuroscience
*The Triune Brain in Evolution by neuroscientist Paul D. MacLean
Neocortex
Logical Brain
Responds to “facts & figures”
Limbic System
Emotional Brain
Responds to “heart’s desires”
Reptilian Complex
Instinctual Brain
Responds to “fear of loss”
Evolution of the forebrain that dictates all human behavior*
Instinctual
Logical
Emotional
Aristotle’s Persuasion ModelYou must appeal to all three brains to move a
customer all the way through the sales process
But not equally…
What Sales Reps / Partners will Learn…
Optional Neuron-Enablement
CSO Insights Studies
Only 7.4% of sales tools
“exceed expectations”
Sales Question Matrix
Optional sales enablement
tools let reps & partners
personalize approaches based
on customer Neuron-Profiles
Optional Neuron-App
Mobile App for Apple iOS or Android
Determines Neuron-Profiles for reps, partners &
prospects, and customizes the right collateral,
tools, words, phrases & sales approach.
The Difference
Neuron-Selling
Ready to Learn More?
“I have been very impressed with the
professionalism and expertise of the
Aventi team, as well as the quality of the
work Aventi is doing for Avnet and our
partners. The team at Aventi has created
a unique, quality-driven approach.”
-Nicole Boss, Product Manager, Avnet
Contact [email protected] today for more information on how Aventi
Group can help you increase sales, lower costs, and improve results.