Prepare your salespeople to take on first calls with confidence, and arm them with messages effective at converting more conversations into second appointments.

1. Advanced Power Messaging:
Power Deal Creation
Virtual Preview

4. Why Deal Creation?

5. Deal Creation by the Numbers

7. What does your discovery
look like today?

9. The
Interrogation

11. The Status Quo Barrier

12. The Field Messaging Challenge

14. $

15. $
?? ?
? ??

16. $
?? ?
? ??

17. Change Your Conversations

18. Building a Buying Vision

19. 1. Frame
• Predict Pain
• Amplify Impact

20. FRAME
Predict Pain:
What’s hiding
just around
the corner?

21. FRAME
Amplify Impact:
Show the potential
business impact

23. Prospect Research Exercise

24. Differentiation Exercise and
60-Second Story Exercise

25. Number Play Exercise and
Big Picture Exercise

27. 2. Explore
• Diagnose Situation
• Specific Questions

28. v
EXPLORE
Diagnose Situation:
How is this problem
being solved today?

29. EXPLORE
Specific Questions:
Transfer ownership by using
“What if you…” questions

30. Be Curious

31. Developing Questions Exercise

32. 3. Excite
• Customer Story
• Compare and Contrast
• Rescue Them

33. EXCITE
Customer Story:
How you helped
another company just
like them deal with
the same problem.

34. EXCITE Compare and Contrast:
Their world today,
made better with you.

35. EXCITE
Rescue Them:
Show them you have
the solution.

36. Contrast Communicates Value
GAIN
PAIN Value

37. The Seller is the Hero?
• Sounds like Bragging
• Diminishes the Customer
• Nobody wants to be the
next person you tell
about rescuing
• Customer comes off as
the villain

38. Make Your Customer the Hero

39. Failure to Be Interesting
customer is a company.
They’ve been in business years.
They have locations.
They make, sell and service solutions.

40. Telling Details Create Interest
You can tell a lot about a character just
by the shoes he’s wearing.
– Tom Wolfe

41. Listen for Stories,
Metaphors and Analogies
Not just facts!

42. Criteria of a Great Customer Story
1. Contrast the pain with the gain
2. Use telling details for more punch
3. Make your prospect the hero
4. Tell a story – don’t just share data
5. Someone else can easily retell it

43. Customer Story with Contrast Exercise

44. Power Deal Creation™ Map

45. 4. Agree
• Buying Vision
• Politics > Personality
• Questions That
Reveal Context

46. AGREE
Buying Vision:
The need for change with
your solution

47. AGREE
Politics Trump
Personality:
Understand the entire
deal landscape, anchors
and objections

48. AGREE
Questions That
Reveal Context:
Finding out the
next steps

49. Context vs. Character
People typically overestimate character and
underestimate context in the buying decision

50. Pulling It Together Exercise

51. Honest
Signals

52. Pentland Study Results
Indicators of
Acceptance:
• Voice pacing
• Tone
• Emphasis
• Body language
Persuasion, content and style are
indistinguishable

53. Status is Negotiated

55. Power Deal Creation™ Map
• Predict Pain • Buying Vision
• Amplify Impact • Politics > Personality
• Questions That
Reveal Context
• Customer Story • Diagnose Situation
• Compare and Contrast • Specific Questions
• Rescue Them

56. The Status Quo Barrier
Make it unsafe and
sell the problem
Memorable Insights
contrast with change
Make it safe and
Show them the
path to safety

57. CHICAGO,
Marketing and Sales SEPT. 18-20
Messaging Conference ONLY $399
Breakout Tracks:
1. Marketing
Messaging &
Content Creation
2. Sales Conversation
Delivery
Billy Ben 3. Power Coaching
Beane Zander Workshop

58. Q&A

59. Additional Questions
Join the discussion on LinkedIn

60. CONTACT US
+1 775-831-1322
cvimarketing@corpv.com LET ’S TALK!
Twitter:
@corpv
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