6. Convince Me!
Why should I buy
what you’re selling?
You Think Sell Convince Plan Tell Show Try Satisfy
7. Everyone buys
What was the last
thing you “bought”?
You Think Sell Convince Plan Tell Show Try Satisfy
8. Everyone sells
What was the last
thing you “sold”?
You Think Sell Convince Plan Tell Show Try Satisfy
9. If you don’t know
how to sell ...
You Think Sell Convince Plan Tell Show Try Satisfy
10. ... or if you do
know how to sell ...
You Think Sell Convince Plan Tell Show Try Satisfy
11. ... this is an easy,
simple way to sell.
You Think Sell Convince Plan Tell Show Try Satisfy
12. Selling
and
convincing
...
Find
Plan
the
trip
Foster Tell
your
story
Educate Show
proof
Try
it
Satisfy
completely
Close
You Think Sell Convince Plan Tell Show Try Satisfy
13. That’s it
We’re done.
Go home.
You Think Sell Convince Plan Tell Show Try Satisfy
14. Don’t think like
a seller.
Think like a buyer.
You Think Sell Convince Plan Tell Show Try Satisfy
15. Why should
I buy
what you’re selling?
You Think Sell Convince Plan Tell Show Try Satisfy
16. WII–FM
What’s In It –
For Me?
You Think Sell Convince Plan Tell Show Try Satisfy
17. Money? Time?
Leverage?
Security?
You Think Sell Convince Plan Tell Show Try Satisfy
18. For me?
My business?
My family?
You Think Sell Convince Plan Tell Show Try Satisfy
19. I expect you to know
My industry
My business
My pain
You Think Sell Convince Plan Tell Show Try Satisfy
20. Everyone sells,
even you
You Think Sell Convince Plan Tell Show Try Satisfy
21. What do you sell?
Product
Service
Point-of-view
You Think Sell Convince Plan Tell Show Try Satisfy
22. How do you sell?
You Think Sell Convince Plan Tell Show Try Satisfy
23. Selling is not a one
time event
You Think Sell Convince Plan Tell Show Try Satisfy
24. Selling
and
convincing
...
Find
Plan
the
trip
Foster Tell
your
story
Educate Show
proof
Try
it
Satisfy
completely
Close
You Think Sell Convince Plan Tell Show Try Satisfy
25. Your goal
0
T (time)
You Think Sell Convince Plan Tell Show Try Satisfy
26. I want to convince
myself
You Think Sell Convince Plan Tell Show Try Satisfy
27. I will let you
Educate me
Influence me
Persuade me
You Think Sell Convince Plan Tell Show Try Satisfy
28. ... but DO NOT
Cajole (badger) me
Coerce (push) me
You Think Sell Convince Plan Tell Show Try Satisfy
29. Buyer’s remorse
I didn’t think it
through (!)
You Think Sell Convince Plan Tell Show Try Satisfy
30. Decisions imply risk
and reward. They
take time.
You Think Sell Convince Plan Tell Show Try Satisfy
31. Charlie Giancarlo
“If we educate
them, they’re
ours.”
You Think Sell Convince Plan Tell Show Try Satisfy
32. Deciding to buy is
logical. Buying is
emotional.
You Think Sell Convince Plan Tell Show Try Satisfy
33. I need you to be
Empathetic
Trustworthy
Logical
Emotional
Truthful
You Think Sell Convince Plan Tell Show Try Satisfy
34. Customer education
is not
Marketing
You Think Sell Convince Plan Tell Show Try Satisfy
35. Customer education
is not
Public Relations
You Think Sell Convince Plan Tell Show Try Satisfy
36. Customer education
IS
a simple, easy way
to sell.
You Think Sell Convince Plan Tell Show Try Satisfy
37. 160,000 IP phones
in 10 minutes
You Think Sell Convince Plan Tell Show Try Satisfy
38. Selling
and
convincing
...
Find
Plan
the
trip
Foster Tell
your
story
Educate Show
proof
Try
it
Satisfy
completely
Close
You Think Sell Convince Plan Tell Show Try Satisfy
39. Know me,
know my story,
know my backstory
You Think Sell Convince Plan Tell Show Try Satisfy
40. Know my story
How/why
When
Where
How much
Who/what
You Think Sell Convince Plan Tell Show Try Satisfy
41. How will I get from
my Point A to
your Point B?
You Think Sell Convince Plan Tell Show Try Satisfy
42. What will I see? You
know my points of
interest, right?
You Think Sell Convince Plan Tell Show Try Satisfy
43. Who’s along
for the ride?
You Think Sell Convince Plan Tell Show Try Satisfy
44. Are we there yet?
I need to get to your
Point B soon.
You Think Sell Convince Plan Tell Show Try Satisfy
45. Are we going
down the street or
around the world?
You Think Sell Convince Plan Tell Show Try Satisfy
46. Why should I
make the trip?
You Think Sell Convince Plan Tell Show Try Satisfy
47. I only have
so much money and
so much time
You Think Sell Convince Plan Tell Show Try Satisfy
48. Scenarios are
powerful planning
tools
You Think Sell Convince Plan Tell Show Try Satisfy
49. Plan alternate routes
for roadblocks,
shortcuts ...
You Think Sell Convince Plan Tell Show Try Satisfy
50. Selling
and
convincing
...
Find
Plan
the
trip
Foster Tell
your
story
Educate Show
proof
Try
it
Satisfy
completely
Close
You Think Sell Convince Plan Tell Show Try Satisfy
51. I want to know
YOUR story
You Think Sell Convince Plan Tell Show Try Satisfy
53. Your story should be
unlike any other
You Think Sell Convince Plan Tell Show Try Satisfy
54. What’s YOUR story?
How/why
When
Where
How much
Who/what
You Think Sell Convince Plan Tell Show Try Satisfy
55. What’s OUR story?
How/why
When
Where
How much
Who/what
You Think Sell Convince Plan Tell Show Try Satisfy
56. Our story
Fit it to the
location and
situation
You Think Sell Convince Plan Tell Show Try Satisfy
57. Elevator pitch?
Short stories?
Chat?
Seminar?
Meeting?
You Think Sell Convince Plan Tell Show Try Satisfy
58. I help
people sell
You Think Sell Convince Plan Tell Show Try Satisfy
59. We help people sell
Stories
Demonstrations
Experiences
You Think Sell Convince Plan Tell Show Try Satisfy
60. A good story
Has Length, width, depth
Evolves with time
Invokes emotion
You Think Sell Convince Plan Tell Show Try Satisfy
61. 7 layers of how to
tell a story
You Think Sell Convince Plan Tell Show Try Satisfy
62. Application Purpose, conversation
Session Media, audio, video
Transport Delivery: best effort or
guaranteed
Network Payload, message
Link 1:many, 1:few, 1:1
Physical Location, medium connects
locations, topology
You Think Sell Convince Plan Tell Show Try Satisfy
63. What’s an idea?
What works now?
Tell the truth
You Think Sell Convince Plan Tell Show Try Satisfy
64. Your goal is to start
a conversation
You Think Sell Convince Plan Tell Show Try Satisfy
65. Conversations are
threaded with
interactive stories
You Think Sell Convince Plan Tell Show Try Satisfy
66. When they get it,
stop.
Don’t kill them
You Think Sell Convince Plan Tell Show Try Satisfy
67. Selling
and
convincing
...
Find
Plan
the
trip
Foster Tell
your
story
Educate Show
proof
Try
it
Satisfy
completely
Close
You Think Sell Convince Plan Tell Show Try Satisfy
68. Why should I believe
you?
You Think Sell Convince Plan Tell Show Try Satisfy
75. Success story
1st hand is best
2nd hand is good
Make it viral?
You Think Sell Convince Plan Tell Show Try Satisfy
76. Selling
and
convincing
...
Find
Plan
the
trip
Foster Tell
your
story
Educate Show
proof
Try
it
Satisfy
completely
Close
You Think Sell Convince Plan Tell Show Try Satisfy
77. If seeing is believing
trying is buying
You Think Sell Convince Plan Tell Show Try Satisfy
78. Sensory, emotional
An event you can
smell, touch, taste,
hear, see, feel
You Think Sell Convince Plan Tell Show Try Satisfy
79. An engaging
experience
(dance, don’t watch)
You Think Sell Convince Plan Tell Show Try Satisfy
83. Better
A community of
interest experience
You Think Sell Convince Plan Tell Show Try Satisfy
84. Best
A personal
experience
You Think Sell Convince Plan Tell Show Try Satisfy
85. VoIP for the Navy
You Think Sell Convince Plan Tell Show Try Satisfy
86. Selling
and
convincing
...
Find
Plan
the
trip
Foster Tell
your
story
Educate Show
proof
Try
it
Satisfy
completely
Close
You Think Sell Convince Plan Tell Show Try Satisfy
87. Questions are good
Good conversations
have questions,
even tough ones
You Think Sell Convince Plan Tell Show Try Satisfy
88. Concerns are great
I’m sharing,not
hiding them
You Think Sell Convince Plan Tell Show Try Satisfy
89. I need more.
Where/how can I
learn more?
You Think Sell Convince Plan Tell Show Try Satisfy
90. Ask me
Listen to me
Respond directly
You Think Sell Convince Plan Tell Show Try Satisfy
91. How do you I
measure success?
You Think Sell Convince Plan Tell Show Try Satisfy
92. Only 2 questions
Did I buy?
Would I buy again?
You Think Sell Convince Plan Tell Show Try Satisfy
93. What if I’m not
satisfied?
You Think Sell Convince Plan Tell Show Try Satisfy
94. Some people are
never satisfied
You Think Sell Convince Plan Tell Show Try Satisfy
95. A SMART buyer
Satisfied
Motivated
Advocate who is
Remorseless
Trusting
You Think Sell Convince Plan Tell Show Try Satisfy
96. A SMART buyer
is your best seller
You Think Sell Convince Plan Tell Show Try Satisfy
98. Selling
and
convincing
...
Find
Plan
the
trip
Foster Tell
your
story
Educate Show
proof
Try
it
Satisfy
completely
Close
You Think Sell Convince Plan Tell Show Try Satisfy
99. That’s it
We’re done.
Go home.
You Think Sell Convince Plan Tell Show Try Satisfy
118. Visual thinking
Look (precognitive)
In { See (cognitive)
Imagine
Out { Show
Stories Think Find Frame Build Fit Tell
119. Experiential
storytelling –
Christian communion
Stories Think Find Frame Build Fit Tell
120. Low/High Brain
How/why (influence, cause)
When (position in time)
Where (space)
How much (quantities)
Who/what (objects)
Stories Think Find Frame Build Fit Tell