Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time

9.3. Delivery

Imagine you sell water. You are about to pitch the sale of a new brand of flavoured water to the CEO of a major supermarket chain. Write down, in full, what you would say, using one of the three plans. Make sure you write the actual words you would use.

Plan (circle your choice):

Clock

Globe

Perspectives

1

2

3

When you’ve done this, turn the page.

Now, count the occurrences of the following words:

Then count the occurrences of the words:

Focusing on the value to the buyer

If your words are primarily in the first group ...