Why Selling Is Marketing Oxygen
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
English - August 06, 2018 07:00 - 24 minutes - 14.7 MB - ★★★★★ - 91 ratingsMarketing Business Entrepreneurship Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Somewhere in Asia, a hermit was meditating by a river when a young man interrupted him to ask to become his committed disciple. “Why?” the hermit asked. The young man answered, “Because I want to find enlightenment.” The master grabbed the young man by the scruff of the neck and plunged his head underwater. After a long moment of the young man kicking and struggling, the master released him and asked gently, “Young man, what did you want most of all when you were underwater?” “Air!” the young man replied. In response, the master instructed the young man, “Go home, and come back to me when you want enlightenment as much as you wanted air.”
If you don’t immediately All businesses do three things: production, operations, and marketing. As you’ll probably recognize, most people don’t want to sell as much as they want to breathe! And yet, sales is marketing oxygen; without it, you suffocate your business. In fact, I recommend allocating 50% of the total amount you spend on your business to marketing, with 25% each going to production and operations.
When I’m thinking about what my sales proposition will be, I use a simple three-part sales formula that works like magic. Ask three questions:
Why this? This addresses the relevancy of what you’re selling. Why me? This is the credibility that you offer, or why you’ve earned the right to sell this. Why now? This digs into why a customer should buy now, not next year.As you’re selling, you’ll encounter objections. In my experience, there are five to nine objections to every sale, and it’s most productive to approach each potential objection as if it’s a lock. You need the right key for each lock. Tune in to learn more about these topics, as well as why you should begin with the end in mind, how using a story can eliminate objections, Alex’s five-part formula, the three necessary factors in creating a movement, and much more!
In This Episode:
[02:45] - We learn about which three key insights Alex will cover over the course of today’s episode.
[03:39] - Alex shares an insightful and powerful story that reveals the importance of wanting something as much as oxygen.
[04:50] - We learn about how Alex’s story relates to sales.
[06:30] - Alex recommends changing the percentages you spend on production, operations, and marketing to 25%, 25%, and 50% respectively.
[07:08] - We hear about a simple sales formula that Alex has used over the years that works like magic.
[08:19] - The toughest sale is the front-end sale, or the first sale, Alex explains. The second and third sales, and onward, are a lot easier.
[09:57] - Alex talks about the sales plan in creating a process where the sale becomes easier and you want the sale as much as the young man in his story wanted oxygen.
[11:01] - There are 7 (+ 2) objections to every sale, Alex explains, and talks about how to address them.
[13:28] - Alex shares a story to illuminate his point about the power of storytelling in selling.
[16:29] - We hear about five-part formula that Alex starts with: support their dreams, allay their fears, confirm suspicions, justify failures, and identify enemies.
[18:49] - Alex gives listeners another helpful nugget about the three necessities for creating a movement.
[20:50] - Alex offers a quick review of the specific points and insights that he has covered in today’s episode.
[22:01] - If this episode helped you out, please take a moment to help Alex out in exchange! It’s simple; just go to this link and write down the biggest takeaway you got from this episode as a review.
[23:18] - In honor of this 21st episode of the podcast, Alex offers listeners a final gift: a completely free copy of his book Alexisms! To learn how to get your completely free copy, tune in to the episode.
Links and Resources:
Skipio - where mass business texting gets personal!
The 7 Habits of Highly Effective People by Stephen R. Covey