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Part 2. Choreograph Your Sales Activities
Manage episode 438328379 series 3555562
Contenido proporcionado por John Tyreman & Mark Wainwright, John Tyreman, and Mark Wainwright. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente John Tyreman & Mark Wainwright, John Tyreman, and Mark Wainwright o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.
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
Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/
www.breakingbizdev.com
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