Sales Conversation
How to Build Insight Selling
Build Rapport
- Emergenetics App
- Understanding
- Empathy

- Listen
- 70/30 Rule
- Ask Trailing Questions
- What do you mean?
- Empathize
- Show You Understand
- Enough About YOU
- Ask more questions
- Emotional Connections
- Mirroring Emotional Echo
- He/She Cares About ME
Build Trust / Belief
- Demostrating Trust
- Truth-Teller So Honest
You’re Weird

- Be a Demonstration
- Act with Integrity
- Act with Humility
- Act with Kindness
- Tell Uncomfortable Truth
- Be Brutally Honest
- Elephant in the Room
- Willing to Walk Away…
- Relational vs. Transactional
- Relate to the Person
- Concerned with their
outcome - Repeat their goals/
objectives
Build Value Conversations
- No 1-Way Presentations
- Have Conversations
- Listening Like a Doctor
- Holes & Concrete

- Not Presentations
- No 1-Way Presentations
- Don’t Have to Finish!
- No Q&A at the End
- Creating Value
- Do You See What I See?
- Finding Problems/Pain
- Providing Insight
- Listening Like a Doctor
- Paint a Picture
- Finding Holes, Filling
Concrete