#10 Sales Accelerator Part 3: The Preeminent Frame

Friend,

Here’s another Man Bites Dog Sales Accelerator segment. The Sales Accelerator will be part of the Man Bites Dog Sales Bible. It’s available as a podcast or video.

You can see the Man Bites Dog Sales Bible here.

MAN BITES DOG
Sales Accelerator 
Part 3: The Preeminent Frame

The Preeminent Frame Comes from a place of:

• Presence

  • Selling from presence instead of pressure

• Planck Knowledge

See Sales Accelerator Part 1 and Part 2.

Frame:

• The job is not to sell, it’s to inform the other party so they can make the right decision for themselves.

• The finite vs the infinite game

  • We’re never looking to win a conversation

• Loyalty is to their process/journey, not to anybody else

• Diagnostic in nature

• The CASE Framework

  • Compile: everything relevant, especially the things nobody else is talking about

  • Analyze: the data before making any suggestions.

  • Strategize: Lay out EVERYTHING they will need to know, what they need, what they don’t need, what they should spend money on and what they shouldn’t spend money on. Key resource: The Rocky Road

  • Execute. Let them execute on their own or help them in their execution. If you do this right, they will ask.

• The four lenses (coming soon)

Resources:

• See The CASE framework and sales process here

• See “Selling From Presence Instead of Pressure” here

• The MBD Sales Bible

Part 4: Natural deadlines and the power of a single word (coming soon).
Note: If you have access to the R3 book, you already have access to the natural deadline framework, the secret word and templates you can plug in right now.

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