sales & negotiationn+week+2+sales... · 2014-07-09 · emotional sales process"...
TRANSCRIPT
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Kane Minkus Presents
Webinar #2: Emo6onal Sales Process HANDOUTS
Best Selling Author, Award Winning Entrepreneur, International Speaker & Philanthropist
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Plan Your SuccessWebinar #2
Emotional Sales Process"
What we are going to cover…
1). Safety & Belonging 2). NLP Presupposi6ons Applied To Sales & Nego6a6on 3). 6 Levels of Rapport 4) 3 Domains of Choice
1) 9 Limi6ng Childhood Beliefs 2) 3 Myths Of Sales 3) 5 Emo6ons of Sales 4) Decoding the phases
Rapport & The Science of Trust
Emo6onal Sales Process
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Plan Your SuccessWebinar #2
Emotional Sales Process"
Let’s talk about the brain…
CriXer Brain -‐ Focused on Quan6ty of life
The brain has 2 systems going on
Prefrontal Cortex -‐ Focused on Quality of life
Safety & Belonging
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Plan Your SuccessWebinar #2
Emotional Sales Process"
NLP Presupposi6ons
1) We all create our own experience and interpreta6on of everything
2) People are always doing the best they can
3) People already have all the resources they need to create anything they want
4) Mind and body are part of the same system and they affect each other
5) Everything influences everything all the 6me
6) Behaviour is the highest quality informa6on available
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Plan Your SuccessWebinar #2
Emotional Sales Process"
NLP Presupposi6ons
7) It is useful to make a dis6nc6on between behavior & self
8) The Law Of Requisite Variety
9) There is no such thing as failure only feedback
10) Anyone can learn to do anything
11) “How” is more useful than “Why?”
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Plan Your SuccessWebinar #2
Emotional Sales Process"
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Plan Your SuccessWebinar #2
Emotional Sales Process"
What is Rapport?
Symbio6c connec6on where one person experiences a profound similarity to the other person
This gives an immediate experience of safety & belonging
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Plan Your SuccessWebinar #2
Emotional Sales Process"
6 Levels of Rapport?
Physical (Body, Gesture, Breathing)
Vocal (Tone, Volume,Pitch, Phrase…)
Keywords
Sensory Systems
Meta-programs
Energetic
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Plan Your SuccessWebinar #2
Emotional Sales Process"
3 Domains of Choice
Want Entertaining (Emotional)
Aha
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Plan Your SuccessWebinar #2
Emotional Sales Process"
9 Beliefs From Childhood (To Stay Safe)
1) Don’t talk to strangers
2) Money is dirty
3) You are not allowed to do that (there are rules)
4) Answer a ques6on when you are asked
5) You are going to hurt yourself
6) Don’t take things that aren’t yours
7) Do what you are told to do
8) Don’t ques6on authority
9) Don’t interrupt
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Plan Your SuccessWebinar #2
Emotional Sales Process"
3 Myths of Sales
1) Sales is hard
2) It takes a certain personality
3) People don’t like to be sold to
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Plan Your SuccessWebinar #2
Emotional Sales Process"
3 Myths of Sales
1) Sales is hard
2) It takes a certain personality
3) People don’t like to be sold to
Sales is the discovery of a Match
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Plan Your SuccessWebinar #2
Emotional Sales Process"
3 Myths of Sales
1) Sales is hard
2) It takes a certain personality
3) People don’t like to be sold to
You are a gij
Sales is the discovery of a Match
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Plan Your SuccessWebinar #2
Emotional Sales Process"
3 Myths of Sales
1) Sales is hard
2) It takes a certain personality
3) People don’t like to be sold to
You are a gij
People love to buy (and sold to well)
Sales is the discovery of a Match
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Plan Your SuccessWebinar #2
Emotional Sales Process"
Fundamentals About The Sales Process
1) The process should be mostly ques6ons
2) Deep interest in the person across from you
3) Ok with a “no”
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Plan Your SuccessWebinar #2
Emotional Sales Process"
5 Emo6onal Stages Of A Sale
Emo6on Name of Stage
Curiosity Curiosity
Empowerment Decision Maker
Value Needs Analysis
Urgency Right Now
Right Worth
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Plan Your SuccessWebinar #2
Emotional Sales Process"
Stage By Stage: Guaranteed Curiosity
Curiosity is created by connec6ng with someone’s core values
Inquire about what’s important to them?
Ask them if they would be curious to have access to more of what they want and less of what they don’t want…
Benchmark Ques6on: Would you be curious to have X result?
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Plan Your SuccessWebinar #2
Emotional Sales Process"
Stage By Stage: Decision Maker
Only talk to the decision makers
Gatekeepers can be your friends
Benchmark Ques6on: Assuming we work together, and assuming you are the decision maker,
is there anyone else involved in making financial arrangements?
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Plan Your SuccessWebinar #2
Emotional Sales Process"
Stage By Stage: Needs Analysis
3 Stages:
1.) Present State (Pain)
Benchmark Ques6on: So what you want is… Did I miss anything?
2.) Desired State (Inspira6on),
3.) Method to reduce gap (Hope),
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Plan Your SuccessWebinar #2
Emotional Sales Process"
Stage By Stage: Urgency
People take ac6on when their are limiters, exclusivity, etc
Benchmark Ques6on: Are you ready to do something right now
about having X solu6on?
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Plan Your SuccessWebinar #2
Emotional Sales Process"
Stage By Stage: Worth
Benchmark Ques6on: Is X amount of money and Y amount of 6me
an amount you are willing to invest to have a solu6on to your problem?
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Plan Your SuccessWebinar #2
Emotional Sales Process"
1) Use the NLP Presuppositions
2) Use your rapport techniques in public
3) Live from new beliefs
4) Run the sales process with 5 people
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Kane Minkus Presents
Webinar #3: Emo6onal Sales Process In Detail HANDOUTS
Best Selling Author, Award Winning Entrepreneur, International Speaker & Philanthropist