2 types of Sales

Flat Deep

Who is the buyer?

① Revolutionary② Evangelist③ Be David (as in Goliath)④ Listener⑤ Empathy⑥ Delivery ⑦ Memorable Moments

The Art of Selling

Revolutionary

Belief your products will change the world in some way.

“Put a dent in the universe” Steve Jobs

Evangelism

Belief your products are saving people, in some way

Be David.Goliath is slow in speed and brains. Smaller means faster.Faster response times mean greater sales.

Listen. Hard.

Act of Listening more important than the content.

Understand customer pain.

Emotionally Connect.

Empathy

Put yourself in your clients shoes.Understand their decision criteria.

Delivery

The WAY you deliver is oftenmore important that WHAT you deliver

Memorable Moments

The relationship is the customer