The Subtle Art of Influence: Leading the Sales Conversation

Leading The Sales Conversation

There is a quantum difference between an “Information Briefing” and a “Sales Presentation.” In an “Information Briefing,’  you give your prospect a speech about your product, cross your fingers and hope. In a “Sales Presentation” you illustrate a direct and specific fit between your product and what your prospect already wants.

Most Salespeople give information briefings.

In almost 30 years of developing sales teams all over the US and Canada (ranging from mom and pop construction companies to major fortune 500 players,) I have observed that very few salespeople conduct Sales Presentations.  Very few organizations have any kind of  repeatable presentation that their sales staff can master at all.    Sure, they have CRMs, KPIs, quotas and marketing (lots of ways to keep track of and measure sales performance) but not much in terms of a methodology to actually DO the job, to positively influence a buying decision that might not have otherwise happened.  Even companies that do have a structured presentation tend to teach their salespeople to give a speech and beg. (“Here is all the good things about what we have – now please buy one.”)

This program was produced to fill that gap. 

“The Subtle Art of Influence – Leading the Sales Conversation,” is a clear, simple, structured sales presentation you can apply to everything from Girl Scout Cookies to Commercial Real estate.  It is not merely a collection of tips and tricks (although it certainly includes some of those) it is a structure you can begin to use the same day you get it.  It is not some latest and greatest 57 step process to try to drag your prospects through (we have all been to those trainings)  – it simply reverse engineers the process people already use to make buying decisions and teaches you to be in charge of it.  It is not really a “script,” it is simply a way to structure the sales conversation so that the buying decision becomes the prospect’s idea.

It is complete, but brief (116 pages, 6 x 9 spiral bound workbook) inexpensive (less than twenty-five bucks) and if you want to use it at scale – we can customize it for your organization and industry.

Learn more about “The Subtle Art of Influence” today.  Learn to make your next sale your prospects idea!