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

Are You Ready for a New Perspective?

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