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The Red White Blue/PMB Small Business Sales System

Personality. The Red White Blue/PMB Small Business Sales System. Motivation. BANT. Craig Jacobson Open Spaces Consulting Sales And Marketing Systems 760 685 3178. Business Sales (B2B). Everyone can sell. It’s a matter of understanding people and their problems/issues.

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The Red White Blue/PMB Small Business Sales System

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  1. Personality The Red White Blue/PMB Small Business Sales System Motivation BANT Craig Jacobson Open Spaces Consulting Sales And Marketing Systems 760 685 3178

  2. Business Sales (B2B) • Everyone can sell. • It’s a matter of understanding people and their problems/issues. • Just help people solve their problems. • A system helps you remember what questions to ask yourself.

  3. Basic Questions for yourself …when speaking with a sales prospect. • What is their personality style? • What is their business need? Is it a “business pain” or “realizing a vision”? • What would be a win for them? • What is their budget? • What is their decision timeframe? • What else or who else influences them?

  4. Their Buying Process | Your Sales process Affects how people learn and understand information. Your “Transmission style” and their receiving style must be in synch Personality Motivation Affects why people are thinking about buying something- Pain or Vision? Understand their buying process and adapt your sales cycle to their buying process. Ask questions to understand Buying Process BANT

  5. DISC Personality Analysis Categorizing people by personality characteristics Dominance - relating to control, power and assertiveness Influence - relating to social situations and communication Steadiness - relating to patience, persistence, and thoughtfulness Conscientiousness - relating to structure and organization

  6. Personality and communication “I think” “I’m in charge” “I feel” “It’s a game”

  7. Personality and Influence Factors

  8. Value Statements for Each Personality

  9. Motivation:Why do people buy? Three Reasons: • To remove pain • For pleasure • To realize a vision of a better future

  10. The Basics of Decision Making • Use BANT Criteria to understand their buying process • B udget- How much are they thinking of spending? • A uthority- Who need to approve a purchase? • N eed- What is the business need? • T iming- When will they make a decision?

  11. Your Sales process What is their style? Communicate with them Their way Personality Motivation Why they are thinking about buying something- Pain or Vision? BANT What is their BANT?

  12. Thank You!

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