This ain’t your Manager’s sales model; a new approach to selling requires a new approach to learning. Technically Selling was written, developed, tested, and proof-read entirely by salespeople. We all run fast and have very different situations (in/out of work) impacting our ability to learn; our methodology provides value, regardless of the effort you’re able to put in. Below breaks down what one can expect inside the pillars of sales performance.
Each of the five pillars includes an abundance of topics and are designed to give salespeople an organized, consistent home for referencing & learning the most critical components of the selling process. The ‘skeleton’ of each pillar is as follows:
KEY TO SUCCESS
Look at ‘the keys’ as an introduction and principal understanding of the respective pillar. There are NOT “rules” or mandatory steps in our process; we supply the tools, techniques, and knowledge, allowing/helping reps develop an approach that best fits their style.
CORE CONCEPTS
Hang on - here’s where we start going deep. Every pillar contains three essential areas for salespeople to place your central focus. With five pillars total, these ‘focus areas’ are the fifteen most critical concepts one needs for maximizing their performance.
*Note: see next page for the keys to success and core concepts included in each pillar
POINTS OF EMPHASIS
For every core concept, there are three primary points of emphasis. Created to expand & reinforce the key teachings of each section, these are essentially the ‘TS chapters’ and contain near-endless tangible takeaways, along with examples, stories, and much more!
MONEYBALL era of sales is NOW! Human behavior is predictable; leveraging insights of the mind isn’t just part of our approach – it’s the starting place.
Insights gained from breakthrough research in behavioral science, largely around emotion & decision-making, are intertwined throughout our approach. See our extensive citation list; something we say often is, don’t take our word for it – Technically Selling works because of how our mind works.
WHY it Works: Becoming an Architect of Influence
While readers aren’t required to learn (or care) about the behavioral concepts we utilize, each strategy/technique includes descriptions, examples, and rationale for those who wish to dive deeper. Our ‘why it works’ sections are also meant to help teach one how to use the insights in creating strategies of their own and also to show how they can adapt ours to boost effectiveness for their unique style & selling situation.
PREPARATION, along with ADAPTATION, are the most fundamental aspects of Technically Selling – you simply can’t maximize performance without learning how to effectively apply both in your approach.
Contrary to what others often tout, ‘sure-fire’ ways w/set steps that guarantee results is neither feasible nor realistic in the real world.
Furthermore, every salesperson has their own ‘style,’ and each selling situation comes with a unique set of challenges & opportunities, that only the rep would understand (Ex: specific solution, target, barriers, logistics).
With these in mind, our e-book is linked, from start to finish, with various resources specifically designed to help improve content retainment (long-term development) while assisting with preparation efforts on a case-by-case basis. Two primary resources we incorporate throughout include:
Key Questions to Consider: questions to ask yourself, bringing key components top of mind, ensuring full readiness for the situation.
Prep Notes: Notetaking is essential for learning and field-use; our resources help make both processes easier & more organized.
Cheat Sheets: highlight sheets, outlining all the key learnings from the respective section (think print/hang/reference as needed)
Strategy Playbook: