How to

Profit From…

Dan Seidman
Sales Autopsy, Inc.
www.salesautopsy.com
www.salesautopsy.com
www.salesautopsy.com
Make $$$ From This Experience

1. Buyer evidence & seller evidence

that demand our attention
2. New, alternative language to
feature/benefit selling
3. Sales linguistics - words to adopt
and words to avoid

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 Buyers are better at buying…

…than sellers are at selling!

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- Buyers Know All of Our Closes

- Buyers Do Their Homework

- Buyers Have Been Trained By

Our Poor Selling Practices

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One Buyer’s View of Salespeople

Wayne Tabor
says his replica
electric chair is
meant only as a
joke for visiting
salesmen. It is
in his office at
Resource Label
Group.
Tennesean 4/18/01

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The Truth:

Your buyer simply needs to meet

you to decide if you’re the safest
bet for his or her company…

…AND, the safest bet for his or

her career.

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Four Basic Ways to Improve
Sales...

• Strategies
• Behavior
• Internal Beliefs
• System

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Strategies - Sales Dinosaur

• Story: The Ghost of Dale Carnegie

• Watch old techniques, work in

some new ones

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Behavior - Sales Tourist

• Story: Crying Over Spilled Ink

• Act like a pro and you’ll soon score

like a pro

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Internal Beliefs - Sales Napoleon

• Story: Voice Mail Jail

• Check your heart for attitude to

your products, customers, market
and your prospects

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System - Sales Maverick

• Story: I Just Knew There Was A

Question I Forgot to Ask

• Systems emulate success. Find

and follow a system!

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Why Not Invest in a System?

Everybody wants to go to
heaven…

…Nobody wants to die.

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 Confession
Session

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Teaching Consequences to
Prospects

An alternative to traditional feature

benefit selling

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Teaching Consequences

Before:
I was a 90-pound sales weakling.
Good salespeople would kick sand in
my face…
… and take my commissions.
After:
Then I learned this...
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Polarity Response

• People who move away from new

ideas and suggestions
• Think of someone you know quite
well… how would they respond?
• How do YOU respond to others?

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Reasons to Buy a Car Today

Seller Buyer
• Prestige • Can’t take a client
• Increased to lunch in my car
acceleration • Dangerous to
• 100-year move in traffic
warranty • Surprised by
monthly
breakdowns

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Corporate Consequences

• Wasted revenue, market share

or status
• Fear about the future
• Angry shareholders
• Customer embarrassment
• Negative messages
• Mistrust

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Individual Consequences

• Career path derailment

• Reduced/lost income potential
• Loss of personal prestige
• Loss of credibility
• Inefficient processes
• Wasted growth opportunities
• Family strain
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Who Would Find This Useful?

• Sales professionals
• Sales trainers
• Management
• Telemarketers
• Marketing professionals

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A Wise Man Said

“IT’S THE LITTLE FOXES THAT

SPOIL THE VINES.”

- Song of Solomon 2:15

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Summary Close

• Buyers are better at buying than

sellers are at selling

• Use consequences to motivate

your buyers

• Watch your mouth - be sensitive to

language patterns.

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Leave your
business
card for a
FREE
report on
Sales
Linguistics

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How to
Profit From…

Dan Seidman
Sales Autopsy, Inc.
www.salesautopsy.com