S E L L I N G Y O U R G R E A T I D E A
Asking “ W hat if ? ”
F U N N E L V I S I O N
W hat stops you F R O M S E L L I N G ?
D E F I N E T H E P R O B L E M E M PAT H I Z E & P R O B L E M PAT H I Z E A S K W H AT I F
T U R N O N F U N N E L V I S I O N P L O T O N T H E H O W W O W M AT R I X I D E N T I F Y T H E T H E M E S
P R O P O S E A B I G I D E A E X C U S E YO U R E F I N E A N D I M P R O V E
C R E AT E A N A C T I O N P L A N
Now that we’ve gotten that out of our way...
R U L E 1 .
Sell Amazing ThingsR U L E 2 .
Structure a great proposalR U L E 3 .
Handle the NaysayersR U L E 4 .
Know when to pivot
R U L E 1 .Sell Amazing Things
Don’t sell pop if your client drinks soda
R U L E 1 . S E L L A M A Z I N G T H I N G S
You might be perfect, but your product definitely is not
R U L E 1 . S E L L A M A Z I N G T H I N G S
Say “no” to yourself
R U L E 1 . S E L L A M A Z I N G T H I N G S
R U L E 2 .Structure a great proposal
Make sure you have a worm and a hook
R U L E 2 . S T R U C T U R E A G R E AT P R O P O S A L
Be clear
R U L E 2 . S T R U C T U R E A G R E AT P R O P O S A L
Options are optional
R U L E 2 . S T R U C T U R E A G R E AT P R O P O S A L
Sweat the small stuff
R U L E 2 . S T R U C T U R E A G R E AT P R O P O S A L
R U L E 3 .Handle the Naysayers
IQ + EQ > IQ alone
R U L E 3 . H A N D L E T H E N AY S AY E R S
Get creative and fall in love with sales
R U L E 3 . H A N D L E T H E N AY S AY E R S
ability to balance empathy and ego
Own your power
R U L E 3 . H A N D L E T H E N AY S AY E R S
R U L E 4 .Know when to pivot
It’s easy to sell a bad deal
R U L E 4 . K N O W W H E N T O P I V O T
It’s easy to smell a bad deal
R U L E 4 . K N O W W H E N T O P I V O T
Selling’s closest cousin is invention
R U L E 4 . K N O W W H E N T O P I V O T
Sales’s closest cousin is invention
R U L E 4 . K N O W W H E N T O P I V O T
R U L E 1 .
Sell Amazing ThingsR U L E 2 .
Structure a great proposalR U L E 3 .
Handle the NaysayersR U L E 4 .
Know when to pivot