Steve Brossman improved conversion rates of appointment setters by showing them how to lift the energy of the prospect about the upcoming appointment set. Tune in to find out about F.L.O.W Selling. Grab a copy of Steve’s backpocket guide HERE: https://stevebrossman.com/bpgflowselling
Experience our episodes in a whole new way—watch every video version on our YouTube channel HERE Subscribe now to be the first to catch our next release.
Soundbites
1:06 Insights from Steve’s career launching multinational businesses and sales enablement strategies.
2:00 The role of a microsales enablement strategist, focused on increasing conversions and shortening sales cycles.
2:16 The acronym FLOW (Frequently Leveraged Outcome Wins) shows how choreographing small wins drives success.
3:02 Creating energy and momentum is essential in sales, with customer journeys that energize buyers.
3:32 Momentum goals are crucial for setting believable targets that inspire confidence and overachievement.
5:03 Strategic naming, like "Prominence and Persuasion Review," elevates sales conversations and enhances perception.
5:44 Three levels of influence: imposed, collaborative, and self-influence, and their impact on buyer decisions.
6:46 Personalized videos before sales calls help build rapport, boost energy, and set a positive tone.
7:06 Pre-meeting videos transform sales dynamics by creating early connection and engagement with buyers.
8:16 Reflections on implementing video strategies to improve interactions in the sales process.
9:08 Improving energy flow during appointments increases conversion rates and revenue.
12:52 The DNQC framework (Data, Narrative, Quantify, Confirm) for crafting effective sales conversations.
13:18 DNQC’s research and how structuring data, insights, and narratives resonates with buyers.
16:08 Embedding narrative techniques into sales frameworks to create emotional buyer engagement.
17:33 Energy layering shows how every sales interaction should build on prior momentum for success.
18:46 The psychological impact of small achievements and how they influence buyer confidence.
20:33 Examples of clients who implemented sales strategies and saw measurable growth in results.
22:16 Final thoughts on how sales leaders can use energy, narrative, and strategy to revolutionize performance.
ABOUT STEVE BROSSMAN
Grab a copy of the F.L.O.W. Selling backpocket guide HERE:
https://stevebrossman.com/bpgflowselling
https://stevebrossman.com/
Contact steve@stevebrossman.com
Linkedin: https://www.linkedin.com/in/stevebrossman/
ABOUT PODCAST HOST, NINA SUNDAY
To learn more about face-to-face training programs with Nina Sunday or one of her experienced Facilitators from Brainpower Training Pty Ltd in Australia Pacific, visit: https://www.brainpowertraining.com.au/signature-programs/
To visit Nina Sunday's speaker site for global in-person speaking bookings visit: https://www.ninasunday.com/
Connect with Nina Sunday on LinkedIn HERE: https://www.linkedin.com/in/ninasunday/
To subscribe to Nina Sunday's personal blog go to https://www.brainpowertraining.com.au/ and scroll to bottom of the page to register.
Learn more about your ad choices. Visit megaphone.fm/adchoices