Mastering Sales: The Art of Selling in the New World
Explore the evolution of sales from the old world to the new world, understanding the ABCs of selling, focusing on Attunement, Buoyancy, and Clarity. Dive into practical exercises to improve sales skills like role-playing and guidelines for effective customer conversations. Learn how to remain optimistic in the face of rejection and engage customers effectively.
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The Art of Sales Licensed under Creative Commons Attribution ShareAlike 4.0 International
The old ABCs of selling Make the sale Alway s Be Closi (no matter what it takes!)
The new ABCs of selling A B C Attunement Buoyancy Clarity Reference: Daniel Pink: To Sell is Human
A is for Attunement Be attuned to your customers needs and motivations. Listen to your customers rather than talking at them.
A is for Attunement Partner role-playing exercise: One partner will be a customer. The other partner will be a salesperson. After five minutes, switch roles.
A is for Attunement Guidelines: The salesperson establishes the conversation topic by askingone question. E.g., What s your biggest frustration in school? After that initial question, the salesperson advances the conversations in two ways: 1. Asking Why? 2. Asking for more detail.
A is for Attunement You have five minutes.
A is for Attunement Salespeople: What did you learn? Customers: How did that feel?
A is for Attunement Switch roles: Five more minutes
B is for Buoyancy In sales, you will encounter rejection more than success. Remain buoyant (optimistic) by understanding why some sales leads work out, while others don t.
B is for Buoyancy Leads: There will be a lot of people you assumewill be interested. Prospects: Testyour assumptions by interacting with leads. Customers: Convert prospects to customers by answering all their questions.
Filling the sales funnel Inbound sales: The customers come to you Outbound sales: You go to the customers Ideal for high-volume, low-cost products (e.g., an app) Ideal for high-cost products (e.g., custom computer systems, bulk orders)
C is for Clarity Clarify who you are selling to, and it will become much easier to refine your sales approach.
C is for Clarity Who are you selling to? Business to business (B2B) Selling to organizations Outbound sales Goal: Secure bulk orders from a few large clients Business to customer (B2C) Selling to individuals Inbound sales Goal: Attract large numbers of individual customers
C is for Clarity Refine your message Business to business (B2B) Business to customer (B2C) Customize the message to the unique needs of your large clients. Create universal messages for different customer groups. Demonstrate your willingness to collaborate with the client. Demonstrate the widespread appeal of your product or service.
