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Savi Solutions

Phone: 0414 950 423

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25.01.2022 We would love to know what questions you have around sales? Throw them in the comments or send us a PM There is a lot of uncertainty at this time and we would love to help you shine a spotlight some areas of your sales process. ... We're in this together

23.01.2022 Chekhov's gun There is a term in story telling called Chekhov's gun. "If you say in the first chapter that there is a rifle hanging on the wall, in the second or third chapter it absolutely must go off. If it's not going to be fired, it shouldn't be hanging there."... Anton Chekhov This principle also applies to sales. To not be asking questions in order to understand and uncover your clients motives, you are simply splashing your product in front of them and hoping they will connect the dots and in turn they do business with you. When we ask questions that bring the pain points to the surface, we want to make sure that all answers are respected. Like Chekhov's gun, when an answer to a question is given we need to write it down and revisit that answer in summary later on. This will bring important information back into the clients mind for deliberation. The client has put the gun into the story. It is out duty to revisit, in their words, what the problem is that needs to be solved. PS. The pic will make sense to very few but it is relevant

17.01.2022 The greatest word in the universal language There's one word we each love beyond any other. One that we filter for among a storm of distractions our brain is designed to filter out. ... One that we have been trained to bring our attention to. That word is our name. Think of a crowded shopping center. Stimulus to the senses are on full deploy and our brain is constantly filtering out anything it deems unecessary. Hear your name called across the crowd and you stand like a meerkat looking for that voice. This attention is important to our sales. What is more important is when others use our name we feel the other person is friendly, listening and different to others in the world. Ever wonder why Starbucks ask for a name and write it on the cup? They call it out and like hitting the jackpot at pass the parcel at your mates 5 year old birthday, you are rewarded amongst the crowd... And we love it! The fear of getting a name wrong and dealing with the consequences is what generally holds us back. (see clip in comments) Using your prospects name will accelerate the connection, so commit to getting that name. Great ways to remember a person's name: Don't ask for it early. At first interaction our brains are into panic mode and short term memory is affected. Allow time for you both to relax and then ask. Repeat the other person's name straight away. Link the name to something. "Sunny. Like a nice Sunny, summers day! Nice to meet you Sunny."

15.01.2022 Fast starts = Slow finishes This is a rule in marathon running. Fast starts = Slow finishes... As money comes back to a sense of normality there will be an inevitable lurch off the starting line to grab all you can. Why not? There's only so much to go around and now there's more hands and less to grab. Although a good start is important as it does separate you from the pack and gives you space, remember the race is long. Be ready for a good start and stay mindful of the whole journey

13.01.2022 Mind your language There are phrases that have launched into modern day vernacular that are hurting your sales conversations. The phrases promote a sense of distrust which is contrary to their intent. ... Phrases such as: To be honest Without a word of a lie Truth be told In all honesty Etc... Listen to any footballer interviewed and you will hear these churned out in volumes. Our future buyers have been trained to hold a shield. Their 'crocodile' primitive brain is on high alert for any red flags. Using these phrases presupposes that something in the conversation has not been truthful and therefore any truthoving forward needs to be identified. It may seem small and inconsequential, as these phrases are so commonly used, but they do cast doubt on the conversation. Even if only slightly. Watch for these in your conversations and remove where necessary.

09.01.2022 Vulnerability and the other side We've seen it so many times in the movies. Two strangers go through a situation that exposes their vulnerability and then the ending is a connection together that is a bond that's welded together. ... Our brain keeps our vulnerabilities hidden as much as possible. It's for protection and self preservation. When this hidden area is exposed and conquered we have a euphoric rush. Now, before you set up a skydiving outing with your favourite prospect, understand vulnerability comes in many forms. Allow the space for your client to talk with you. Talk from the heart and go into the places where the walls are high. If they feel they have your trust, attention and you can help they will go there. Once they do, a strong relationship will be built and welded.

07.01.2022 Evaporated trust Trust between salespeople and clients has been evaporating for decades and right now is the critical time before it's completely gone. It's a buyers market and more than ever, as traders reopen, will clients be on high alert and hold their wallets tightly.... Hungry businesses will be hunting buyers aggressively and buyers will sense this need. Unconsciously buyers will sense there level of leverage over the business. They will know their upper hand in the transaction and feeling years of being at the mercy of poor service and too many rules will likely utilise their power. When the money holds control you'd better be ready to stand out. Otherwise you will find yourself well behind in a game of catch up and major adjustment.

07.01.2022 Your buyers 3 brains Did you know that your buyer has 3 brains? Sales has changed and it has been forced to due to buying patterns changing. ... No longer can you simply, forcefully and over energetically push your product onto a person and don't quit til they buy. In the new era we need to assist and educate our buyer in how to make a decision. To know they have made the right decision, all 3 of their brains must be confident to move forward. The head: This is where both logic and emotion around the purchase must be covered off. Ensuring that in the close it's all logic The heart: How much do they love the idea? How much does moving forward fill them up with joy? The gut: What does the buyers intuition say? What vibe are they getting around moving forward? When understanding different human beviours we know that certain people only need one of these happy to move forward. Deals will be done without covering all 3. However when we cover all 3 the deals become sticky, repeat clients are easy and promoters are vocal.

05.01.2022 Carpe Diem One thing that shall take a dramatic change from this day forth, will be the stalling buyer. Doing it later will now change to get it done today. ... Why the change of urgency? Because our place on the planet has shifted. That metorphoric rug that we suspected could move beneath us has been pulled. Things like insurance has the opportunity to take a dramatic turn. As the seller paints the picture of life without cover the picture becomes far more clearer now. Done ethically (not like the link in the comments- I'm looking to insert something fun apposed to all the gloom) this can have a huge affect on your conversations. Allow your client the forum to expand on their fears. You simply need to have the solution so that life can move forward for the both of you.

05.01.2022 Certainty vs uncertainty No matter our product or service, we are ultimately selling 1 thing: CERTAINTY!... When we go looking to buy something, we are sitting in a space of uncertainty. As humans we are on the never ending quest to fill these voids with pure certainty. As Tony Robbins says "who here likes surprises? Bullsh!t! You only like the good surprises, the bad surprises are called problems." The goal for certainty will give us knowing, safety and a world void of problems. This however doesn't exist, and let's face it, would be unbelievably boring! When we go searching for that new product or service, this is us sitting in the unknown. In this space where a void or problem sits, our minds search for the answer and search toward a life where this no longer exists. It's what keeps humankind moving forward and what keeps money changing hands. We are always taking the buyer from a place of uncertainty to that of certainty. Always!

05.01.2022 Us and them Turn on the news and you will quickly see the spotlight shinning brightly on human behavioural patterns. We as humans are desperate to fit to a team. ... To join forces with like minded folk and show we are like them and not the others. Think of wearing your favourite football jumper on a Tuesday vs wearing it while crossing the Swan St bridge. It's very different when we are a collective and not an individual. It is important to understand this pattern of behaviour on sales. The reason why your client buys that car is because they want to be seen as that kind of person. Why your client promotes your hairdressing salon, because she wants to be known as one of your people. The clothing label etc, etc... This is also important when asking for a referral. If your client feels part of something special they will promote you to the hills. Marketing genius Seth Godin talks of "people like us, do stuff like this." Watch for the use of terms like us, we, together, group, they, them etc and you'll see what we mean.

04.01.2022 Objections "I'll have to speak with my partner..." "I'll have to check the budget..."... "I'll look around and get back to you... " You will have heard all of these within the first month of sales. How to overcome these questions is probably our most frequently asked question. First thing is- We welcome it! Welcome anything that your buyer will see as a block between the sale happening. You cannot talk through a problem that you don't know about. Second, is to understand that the better you understand the problems and needs of the client, the lower the chance of stalling objections. Frames 1-3 of our Conversation Code cover this. Third, is to bring the possibility of these things occurring, up in the conversation. When you bring these things to light you will now have the information early and can then adjust to it. Also you will be working with the client, educating them on how to make a decision. Frame 4 Reverse qualifying covers this. If you have any questions around this model, feel free to hit us up and we'll make sure you're well taken care of

04.01.2022 Short, punchy and straight to the point. 3 sales strategies in 3 mins