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September 25, 2014

September 25, 2014. Four things I learned by accident on the journey from world’s worst salesperson to “sales guru”. Jack Malcolm Falcon Performance Group. October 22, 2003 The challenge. Four lessons…. It’s not about you What do you know that they don’t?

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September 25, 2014

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  1. September 25, 2014 Four things I learned by accident on the journey from world’s worst salesperson to “sales guru” Jack Malcolm Falcon Performance Group

  2. October 22, 2003 The challenge

  3. Four lessons… • It’s not about you • What do you know that they don’t? • If you don’t get it right the first time… • Keep it real

  4. 1. It’s not about you

  5. Why should I do business with you?

  6. What is your most important asset?

  7. Outside-in thinking

  8. From this… Telling Asking Listening

  9. To this: Telling Asking Listening

  10. The perfect salesperson?

  11. Questions… • What is your talk/listen ratio? • What questions can you ask?

  12. 2. What do you know that they don’t?

  13. Climb the sales value pyramid Profit Consultative Problem Solution Product Price FAB Commodity

  14. The two most important words in sales: So what?

  15. Questions… • What are your top differentiators? • So what? • What problems do you solve? • What do you know that they should?

  16. 3. If you don’t get it right the first time…

  17. If you don’t get it right the first time…

  18. Who needs checklists?

  19. Questions… • What research have you done? • What specific agreements will you target? • What are the top 3 objections/questions? • What questions will you ask?

  20. 4. Keep it real “Don’t pitch me. Teach me.” “Don’t use $75 words. It makes me think you’re full of it.” “I don’t like salespeople who come across as too hard, too coiffed, too canned.” “I didn’t understand a word you just said.”

  21. Find the right balance…

  22. Jack Malcolm Falcon Performance Group www.falconperformance.com

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