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Part 2. Choreograph Your Sales Activities
Manage episode 438328379 series 3555562
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Make your sales process look effortless and feel frictionless.
In Part 2 of their deep dive into the "Create, Choreograph, Contract" framework, Mark and John explore the importance of deliberate and structured interactions with buyers, like how mirroring and reflecting can establish trust, and how seeking permission at each step ensures both parties are aligned. In this conversation, you'll learn:
- The four essential stages of the sales process: qualification, discovery, recommendations, and negotiation, each with tailored strategies for success.
- The power of mirroring and reflecting through body language, words, and posture to create a comfortable rapport.
- How to use tactical empathy tools to foster open and vulnerable dialogue.
- The importance of synchronous conversations for avoiding misinterpretation and ensuring clarity.
- Techniques for managing negotiations through conversation, addressing red lines and understanding the reasons behind edits.
References:
- Understanding the Trust Equation, Charles H. Green
- Never Split the Difference, Chris Voss
- Permission Marketing, Seth Godin
35 episoade
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