If you’ve been around here for a while you already know UpYourTeleSales believes in and teaches two critical skills: where in the buying process to insert yourself as a salesperson, and how to motivate buyers to change.
Chapter 7 of Elite Sales Strategies is all about the second!
Here are the cool names Anthony Iannarino uses along with a brief description, feel free to pick one or more that resonate with what YOU know about your prospects and customers: industry, business, etc…
- Obliterating Assumptions – everyone has beliefs about how things work that may have been true once, but aren’t anymore (or never were true) Change someone’s misconceptions can move them forward.
- Identifying Implications – share “facts and data, explaining their reality without directly pointing at the implications.” (pg 126) To figure out what those facts and data should be, start with the negative consequences that might happen if they don’t change.
- Erasing Mistakes in Advance – use your knowledge of other companies and the decisions they made – what successes and failures have you observed… especially those the person you’re talking with may not know about.
- Constructing the Context for Decisions – this is about understanding what surrounds challenges and decisions people need to make.
ALONG WITH some from Gary Klein’s work Sources of Power: How People Make Decisions (which is now on my reading list along with his book Seeing What Others Don’t: The Remarkable Ways We Gain Insights – both mentioned in this chapter). You’ll need to read the chapter yourself for more detail on these:
- Unnoticed Patterns
- Anomalies or Unexpected Events
- The Big Picture
- The Way Things Work
- Events that Already Happened or Will Happen
Of course, if you don’t have insight into multiple of the ways you can motivate your buyers to change – you need to put the effort and work into finding information – gaining knowledge – turning it into valuable wisdom that you can share!