Sales Conversation Playbook
Behavioral Psychologists proved long ago that human beings make decisions based on meaning and emotion and justify their decisions with logic and reason. Yet so many sales conversations are focused on making a logical argument for the purchase of their product. Logic alone will not win the day.
Every meaningful conversation starts with understanding the world-view of your prospect.
The challenge, meaning, changes depending on who you are speaking to. A CEO is going to perceive meaning and value differently than a CMO or other members of the C suite. This makes it difficult for the sales team to have relevant conversations across the prospect's organization. Oftentimes the inability to do this is the difference between a win and a loss.
What if Your Team Could Realize:
You can, with a Sales Conversation Playbook.
Your team will be equipped to communicate the highest perceived
value and meaning to key individuals in your prospect's business.
Including:
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A detailed buyer's persona profile outlining challenges, goals and key drivers.
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How to position your product or service with each persona from prospecting, discovery, demo to close.
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Each stage is documented with real conversations that the team can consistently execute.
Business Development Playbook
Imagine you're at a cocktail party and you meet someone for the first time. Seconds into the conversation, they start pitching you on their product. How does this make you feel?
That’s what most sales professionals are doing on LinkedIn. As soon as you agree to connect with them, they hit you up for a sales call. Or worse yet, they don’t even connect with you and just use Inmail to ask for a meeting.
What they don’t understand is that you have to behave socially in a social network.
What if you could predictably connect with ideal prospects and create new opportunities inside of LinkedIn?
You can, with a Business Development Playbook.
In the Playbook you'll find:
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Documentation and instructions on how to run a campaign that feels natural and organic to your prospective clients.
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High value content for your individual LinkedIn profile.
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Messaging scripts that are relevant to the individuals that you’d like to connect with and ultimately have a conversation with.