Oh SHIT - I don't recommend books very often... but... the Challenger Sale

so what's the name bro lol

I searched for those 3 aspects you mentioned and found this: The Challenger Sale 

this the one?

haha oh shit- i totally forgot the MOST important part. 

You nailed it though - The Challenger Sale. 

It's fucking incredible. And it just goes so far against the grain. Like everyone thinks that relationships are huge - ESPECIALLY in more complex solution sales, but literally i've been saying for the past like two years that relationshps don't matter.  

The interplay between "Game" and "Sales" in this book is CRAZY though - like there's literally a quote about how customers will say things like this:

"I haev a great relationship with that sales rep, but I actually buy my products from a different company because they provide more value"..... like are you kidding me?! haha

Uh oh. 

Hey what about the audio cd think that would rock? 

Interesting- why do you ask about the audio cd?

Well I think that's obvious. This is a product about controlling the sale.. his delivery of the content ought to be fire 

Interesting. That's def possible. if he wasn't able to deliver the material well, would that call into question its validity in your eyes?

Ha. Found a book by Grant Cardone "Sell or Be Sold" which breaks down this model too. Was thinking the same thing about game and the guys at work who sell the most and game.

Challenger holds the frame strongly enough to make people question their initial frames and by successfully doing so builds the rapport/relationship when you help people see things differently and some other stuff. Thanks for the book recommendation.

Gotta check out that book

No. I would just email him and tell him he needs to get into my coaching program. 

haha tru. Yeah, I actually have no idea what the CD sounds like but I do know the guy is a researcher, so his presentation skilllz may or may not need a lil polishing 

Thanks for the recommendation.

I'm reading SPIN Selling right now, so fucking good.  Basically he talks about the difference between small and complex sales, and how you need to really create explicit needs for the client to buy.

Kind of sucked since I did a pitch before starting to read the book, and I didn't do half the stuff he talked about....  lol.  The client is still going to get back to me, and also just asked for a web design quote so I still have a solid chance.  But its crazy to think about how much value there's in a 10$ book, that it could help you close five figure sales. 

I'm going to check The Challenger Sale out after I read SPIN selling.  

I just checked the official site-

http://www.executiveboard.com/exbd/sales-service/challenger-sale/index.page

and it has an endorsement from the author of SPIN selling.  

I'm going to add this to my amazon cart.

Yeah ordered it too. After recent events it's obvious I need to change up my "tactics". 

Yeah, it's interesting - one of the main tenants is that basically instead of going in and asking a bunch of questions to get at what the customer's pain is, you do a ton of research beforehand to figure out what that pain is beforehand and then use what's called, "Hypothesis Selling" to basically tell the client what the issues are that they're facing. 

But then after you do that, and the customer acknowlledges those are issues they're facing, you basically itnroduce a new perspective that connects those challenges to a bigger opportunity than they even realized they had. - basically the whole goal is you don't want them saying, "Oh yeah I totally agree".... you want to get the customer saying, "Huh, I never thought of it that way before"

It's pretty cool cause it's basically the only way to really sell someone "The Vision". When you go in with a more "Solution Selling" approach you're going to figure out what their current problem is, and the issue with that in the corporate world is that most likely they already are working on ways to solve it. They already have a budget, maybe already have an RFP etc. 

But by coming in this way you can paint the picture, and sell the vision. The life-cycle of the sale will be longer, but deal sizes will be much bigger.

Interesting. That's always been my selling strategy. Whether I was selling Dyson vacuum cleaners or appliances. 

yeah, it's def. a tougher sell sometimes, but if you can paint the picture correctly and really get the client invested in the vision you can basically sell them on anything. 

I mean, it's basically the same shit that cult leaders and other crazy ppl with followings do. They focus on getting extreme buy-in for a particualr problem//vision and then escalate it and put it into a perspective these ppl haven't heard before and just sell potential followers HARD on their view of the world.... then it's only once the followers are convinced of the VIEW that the leader starts to even introduce himself as a potential leader or solutino to it all

Yeah as OP mentioned, that's pretty much exactly how I did sales and it's even how I handle the wiminz now. I REFRAME the context of the situation to fit one that's uh.. mutually beneficial. Lol. But any guy that's good with women has to do that. It's just that it so fairly falls square on how these rules are defined in The Challenger Sale as a sales tactic. I didn't realize they'd typefied it. What I would do is basically EDUCATE the customer in very powerful and emotionally compelling ways. Honestly it was the secret to my sales success. This way I could tell them HOW to see the product (through MY eyes), and then be able to help guide them towards the right purchase. 

When I was actually in sales ​I was by far the best- in pretty much every part of it. And I definitely greatly enjoyed working with people but I wanted to move on to bigger and greater things. Like what I'm doing now :D 

Also.. as a military officer I had the unique opportunity to see leadership and the true role of authority in sometimes its most purest forms. Men in a hierarchy striving to achieve the same mission, or the simple inherent "I will do as you say", to "I am an out of control and trained, dangerous human being, what will you do?" 

A lot of what I'm doing even now for my business follows this same idea. Guys aren't aware of the true nature of learning game. They think they can read a book or watch some rsdn videos and "have game". No that's completely BULLSHIT. Lol. It's not like recruits for the U.S. Army show up and the government hands them a gun and a uniform and says "Hey did you watch Saving Private Ryan? Good! You're a fucking Soldier now go fight our wars and go into dangerous situations and kill people. See ya" HELL no. We trained them first. 

Same thing with game. It's verbal game training, vocal projection training, and all sorts of "man to woman" type conversational technique exercises I have to put a guy through. A lot of times I even have to educate them into understanding how the "process" of game development actually occurs. 

In fact most guys come into the program having no idea about the true nature of "game". Even the guys that think they know 'cuz they watched some YouTube vids. Dead fucking wrong 3/4ths the time. Though there are definitely some that surprise me. Some guys come into the program having a lot of natural self-awareness.. and an awareness of what the gap looks like between themselves and women. But a lot don't and it obviously makes my job harder, lol. It's sort of similar to the "cup already full" parable. 

"There's a very strong emotional component of a well-designed teaching pitch.   Frankly, this isn't much about delivering a formal presentation as it is about telling a compelling story.  Ultimately, the goal is to take the customers on a roller-coaster ride, leading first to a rather dark place before showing them the light at the end of the tunnel, and the light, of course is your solution."