Why ‘Sequencing’ Sells
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
Release Date: 05/04/2020
Stories B4 Statements
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
Which comes first, the story or the statement? When you’re trying to implement ethical influence into your sales process, the best way to start is with a story. I’m not sure if you’ve noticed but that is exactly how I start each and every one of my episodes.
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Dale’s Magic Formula
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
When you’re looking to sell your products or services, it’s not the head of your customer that you’re trying to win. Instead, you’re trying to win their hearts. What’s the best way to do this? By telling a story that has your client or customer demanding to work with you.
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Calculate Your Worth
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
Would you say your net worth affects your self-worth? For many, this is a true statement. Not because money is everything, but because when you make more money your mind believes you are worth more. Why does this matter?
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History’s Greatest Salesman
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
Selling through collaboration rather than confrontation is a key skill that most successful salespeople cultivate to their advantage. One of the greatest salesmen in history used this same skill to sell the hope of Christianity to the Greeks. Who was this amazing salesman?
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Anatomy of Movements
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
When you create a movement you create a community of members who are highly engaged with you and amongst themselves. Creating a movement is significantly more lucrative than finding a market because of that engagement. I’m sharing everything you need to know about the elements of a movement, why they outperform markets, and how you can monetize them.
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Accelerated Learning Tips
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
Despite being completely down and out after a failed business venture that was financed by my family, my love of learning was the key to my healing. I was depressed and felt like a complete failure, but I knew that I could learn and overcome. The teaching of Nightingale-Conant became my lifeline.
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The New 3M Sequence
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
In 2006 I ran the first of many Teleseminar Secrets Challenges. Those challenges changed the lives of thousands of people but more importantly we created a movement of people making money through making connections.
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A Tale of Two Mindsets
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
It’s the year 2012 and I’m in Kuala Lumpur, Malaysia after a 5-Day Guerilla Business Intensive event. During this event, like so many others, I noticed the difference between people who took action and changed their lives and those who stayed safe. What I was contemplating however was what the distinction was between them.
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How to Find Your Mentor
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
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The 5-P’s of Effectiveness
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
For many people in the world, not just entrepreneurs, but human beings in general, there is a constant need to be more productive… but what does that mean? Better yet, why do we work so hard to be productive, but not necessarily effective?
info_outlineIn February of 2018, I was on stage at Guerrilla Business Intensive testing the “persona” theory from the stage. I was testing out the theory of sequencing to see how it would impact my sales. Before we get too deep into this, just know that I saw an insane increase in units sold.
So what is sequencing? First you need to understand the concept of personas. Most people fall into one of four buyer personas. People either want to know what you’re selling, why it works, who else has it, and how it works.
These aren’t learning styles, they are the personas we assume as we process products and services we are considering for purchase. Each persona processes their purchases either from a competitive standpoint, spontaneous, humanistic, or methodical.
This means that during any presentation, you are selling to four different types of people. It’s the order in which you sell them that will be the most impactful to your success.
This order is what I call sequencing. You need to have a system for sales, but when you add in proper sequencing your sales will almost certainly increase. So listen in to learn:
- What the sequencing process means compared to creating systems.
- Why sequencing works faster and easier when influencing others.
- How sequencing stops the guesswork when crafting sales presentations.
Take a look at some of your recent sales presentations… could you make any tweaks to increase your success rate?
In This Episode:
[03:34] - What skills you learn with Alex aside from ethical influence.
[04:43] - Learn which three key insights Alex is focusing on with this episode.
[06:31] - How I tested the “persona” theory from stage.
[08:54] - What is a world-class presentation?
[12:20] - How sequencing increased Alex’s buying units.
[12:55] - Learn what a system is and sequencing makes it better.
[16:32] - Alex shares how influence applies to sequencing.
[17:48] - Leadership versus persuasion… defined.
[20:32] - Hear the sequence Alex used in his test.
- How many of you are “what” learners? (Competitive)
- How about “why”? (Spontaneous)
- Who? (Humanistic)
- How? (Methodical)
[23:51] - The step-by-step of selling with this sequence.
[25:52] - What is a persona and how does it impact sales?
[27:46] - How does one learn what type of persona they embody?
[29:43] - We all embody a little bit of each of the personas but we also have a bias towards one.
[30:20] - Learn the ways you can structure a presentation using these personas.
[33:59] - The personas broken down in the four quadrants.
[36:13] - Answer what, why, who, and how in that order and see your sales increase.
[38:06] - The Alexism is, “The first step to ethically influencing others is to define reality. The second step is to accept that reality. The third and final step is to co-create reality!”
[38:52] - Hear a quick review of the key insights in this episode:
- What the sequencing process means compared to creating systems.
- Why sequencing works faster and easier when influencing others.
- How sequencing stops the guesswork when crafting sales presentations.
[41:20] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link!
[43:04] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources:
Alex Mandossian Fan on Facebook
Marketing Online 4-Part Video Training Series
Alex Mandossian’s free live Friday show