Why 'Sequencing' Sells
Description
In 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
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