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September 25, 2014. Four things I learned by accident on the journey from world’s worst salesperson to “sales guru”. Jack Malcolm Falcon Performance Group. October 22, 2003 The challenge. Four lessons…. It’s not about you What do you know that they don’t?
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September 25, 2014 Four things I learned by accident on the journey from world’s worst salesperson to “sales guru” Jack Malcolm Falcon Performance Group
October 22, 2003 The challenge
Four lessons… • It’s not about you • What do you know that they don’t? • If you don’t get it right the first time… • Keep it real
From this… Telling Asking Listening
To this: Telling Asking Listening
Questions… • What is your talk/listen ratio? • What questions can you ask?
Climb the sales value pyramid Profit Consultative Problem Solution Product Price FAB Commodity
Questions… • What are your top differentiators? • So what? • What problems do you solve? • What do you know that they should?
Questions… • What research have you done? • What specific agreements will you target? • What are the top 3 objections/questions? • What questions will you ask?
4. Keep it real “Don’t pitch me. Teach me.” “Don’t use $75 words. It makes me think you’re full of it.” “I don’t like salespeople who come across as too hard, too coiffed, too canned.” “I didn’t understand a word you just said.”
Jack Malcolm Falcon Performance Group www.falconperformance.com