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Three Layers Of Value

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Let’s talk about layers! Specifically, let’s talk about the most important layer of all! There are three layers of value we can think about in your offering.  The surface level layer focuses on product description. This is superficial and the…
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Power In Visualisation

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There’s power in visualisation … embedding an image in the mind, so the mind acts as if it has already happened. This has power in fields of high-performance like elite sport, but what about in sales? Selling is also a…
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Power Of The Punchline

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What’s the anatomy of a great punchline and how can you craft punchlines that sell? We sell at three levels of thinking – context, concept and content. Context is the entire reason for the purchase, it’s why the prospect buys…
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The Punchline Effect

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What secret superpower do magic, comedy and sales have in common?  In my recent Sales Masterclass, I shared this little-known principle. People think models are just the words and the shape … they see the shape of a model and…
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How Do You Want To Be Sold To?

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Should you sell aggressively? How do people want to be sold to in today’s world? To answer that question ask yourself an even more pointed question … when you’re the customer, how do you want to be sold to? I…
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Visual Models

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Imagine being able to walk into an unplanned, unexpected, conversation with a high value prospect and, using just a table napkin and a pen, lay out a compelling, structured and deeply profound blueprint for your solution to their problem. Or…
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Complex Sale

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Please raise your hand if you have a complex sale to make, where the true genius of what you do needs explaining … If I make this request when I’m speaking at a conference it is common for over 75%…
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Framing And Influence

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If you want to sell your complex product or service successfully, at the price it deserves, you MUST master two skills …  You must master “framing”.  All the true value is found in the ambiguity. Where there is no ambiguity…
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Do You Believe In Your Clients?

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Your prospects can’t believe in your product or service more than you do … they also can’t believe in YOU more than you believe in THEM. When it’s written in black and white, this seems obvious, but I have so…
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Master Your Communication

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It’s just an undeniable truth … if you want to impact a lot of people, and drive a great business, you must master communication. Technical skill only gets you so far. The most qualified and skilful surgeon still has to…
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