§Sales

Sales is often misunderstood, with online curricula being overly simplistic and focused on tactics rather than strategy.

Modern buyers are well-informed, with preconceptions before engaging sellers.

Many salespeople lack the domain expertise to challenge buyers' thinking, leading to order-taking behavior.

This results in accepting prospects' diagnoses blindly, force-fitting products, and relying on feature comparisons, ultimately putting sellers at a disadvantage.

• Sell products you enjoy
• People do business with grounded people
• Real trust comes from people learning about each others reasons
• Our reasons come from frames
• Sales is a middleware for frames
  • Internal reward comes from understanding the complexities, external reward comes from abstracting it to others
  • Products are codified frames
    • Users can't envision configurable software in their specific contexts by themselves
    • Software is hostile to a user's mental model of their processes
  • Facilitating purchase decisions not controlling them
    • Does a mirror [[Controlling the frame - Aella|control the frame]]? No, it merely presents the existing frame but from a different perspective. [[Transfer of ownership]]: enabling them to see the value for themselves. [[Using the mirror to gain perspective on how the outfit looks]].
    • §Non-coercion
    • Menus excel at providing non-coercive options to choose from: how a good waiter tells you what's good for what scenario. Sales engineers are the mirrors
    • "That's right" > "You're right"
    • asking "How" questions
    • Asking "no-oriented" quesions
• People buy emotionally based on values
  • Emotional urgency clashes with enterprise software complexity
• Emotions tell us what we value
• Understand values → understand reasons → build trust

!bug Frames seem to be too broad of a term to describe everything. Need to narrow down the classification.

Getting better at recording interactions (see: #conversations, #people), Better progress tracking (see: #deals, #companies, #project)

Q: how do you make others feel comfortable, while still maintaining enough emotional distance yourself to effectively steer the interaction towards a particular outcome? A:

See also

• ⎈Psychology

References

[[Never Split The Difference - Chris Voss]]