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Part 2. Choreograph Your Sales Activities
Manage episode 438328379 series 3555562
John Tyreman & Mark Wainwright, John Tyreman, and Mark Wainwright द्वारा प्रदान की गई सामग्री. एपिसोड, ग्राफिक्स और पॉडकास्ट विवरण सहित सभी पॉडकास्ट सामग्री John Tyreman & Mark Wainwright, John Tyreman, and Mark Wainwright या उनके पॉडकास्ट प्लेटफ़ॉर्म पार्टनर द्वारा सीधे अपलोड और प्रदान की जाती है। यदि आपको लगता है कि कोई आपकी अनुमति के बिना आपके कॉपीराइट किए गए कार्य का उपयोग कर रहा है, तो आप यहां बताई गई प्रक्रिया का पालन कर सकते हैं https://hi.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
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