PDF Ebook Visnostic Selling: A neuroscientific approach to client centric sales, marketing, and leadership., by Kimberlee Slavik
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Visnostic Selling: A neuroscientific approach to client centric sales, marketing, and leadership., by Kimberlee Slavik
PDF Ebook Visnostic Selling: A neuroscientific approach to client centric sales, marketing, and leadership., by Kimberlee Slavik
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Review
Matthew Dixon, best selling coauthor of The Challenger Sale, The Challenger Customer and The Effortless Experience “This is a a great read--thought-provoking, engaging and super practical. It really gets to the heart of what great salespeople do naturally, but many average performers and newer reps struggle with: the ability to create a conversation that leads TO their solution, rather than WITH their solution. I’d highly recommend Kimberlee Slavik’s terrific book to anybody looking to take their selling approach to the next level.”Jennifer, Sales Channel Marketing & Sales Executive for a Fortune 500 Company (Top 60 with $28 Billion in annual revenue) “With Kim’s help we have been able to shift our focus from educating the customer about a specific product to identifying gaps in a customers desired end state and focus our attention on their needs vs our speeds & feeds. The diagnostic statement method is a powerful tool to get your customers excited about the benefits without ever mentioning the products and services. It’s ingenious – easy for sellers as they are simply getting to know their customer better and easy for customers because we are not asking them to make the connections between our offerings and their environment.” “As I read Visnostic Selling a light bulb went off in my head; we had been doing it all wrong. No wonder the message wasn’t resonating with customers, we were starting with meeting 3. By working with Kim to translate our “Meeting 3” marketing presentation into Diagnostics Statements suitable for a first meeting with the customer, we are able to “diagnose” the customer and cater subsequent presentations to their specific needs (that we learn through the diagnostic statement scoring). It’s brilliant! We’ve turned a first meeting monologue into an engaging dialogue. Sellers love it. Customers love it. We are making it EASY and engaging for everyone. Thank you Kim! ”David Wiener, Senior Sales Leader “During my selling career of 50 years, I read all the sales books and even taught some. I believe the perceived needs of the customer and the apparent solutions to these needs have always controlled the relationship between seller and buyer. This, the weakest point in the sales cycle has never been fully addressed until now. For the last ten years, Kim Slavik has worked on a method for establishing the real customer needs and their priorities. She has also created an easily understood way of establishing and presenting these needs and priorities. Visualization Diagnostic Statements will change the way selling is performed. It is a win-win for buyer and seller. I am honored to have worked with Kim and illustrated her book.” Sherry Hall, Award Winning Author and Educator “While Kim’s work most certainly has the potential to be life-changing for salespeople, it also holds implications beyond the world of business. As an educator, I have seen first hand the power of visualization. I believe Kim’s groundbreaking book can create positive change across multiple settings.”Phil White former Sales VP, Computer Associates “A refreshing common sense approach of engaging customers and prospects from their perspective. A must read for any modern day sales organization.”
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Product details
Paperback: 186 pages
Publisher: Briggs & Schuster (February 1, 2019)
Language: English
ISBN-10: 1732191611
ISBN-13: 978-1732191617
Product Dimensions:
6 x 0.4 x 9 inches
Shipping Weight: 9 ounces (View shipping rates and policies)
Average Customer Review:
5.0 out of 5 stars
5 customer reviews
Amazon Best Sellers Rank:
#482,465 in Books (See Top 100 in Books)
Having been in Sales more than half of my career, I wish that someone had shared this unique way of approaching a client before. I’ve been successful in my career but I could have done so much more. So many times I was forced to use the Company presentation that spent 30-60 minutes bragging about the size and importance of the company I was working for and then went into deep heavy duty product descriptions that could literally put a client to sleep. Visualization Diagnostic Statements allows the client to be able to understand the benefits he would derive from your technology, understand how it will help his company (and even his career progression when he makes a great decision), while creating an almost automatic sponsor for you while doing it. Sometimes we just need to dare to be different. I find myself looking for the Visualization Diagnostic Statements that should be used for every sales conversation now.
As a pre-sales solution architect with decades of industry experience, I’ve noticed certain characteristics that make sales teams more successful than others. A successful sales team must listen more than they speak and absorb everything they see and hear. Although you might think I’m spelling out “Solution Selling†but rather after reading Kim’s innovative book you will find that products coupled together do not yield a solution and customers know it. Customers want to differentiate their products and services to their customers but before they can, their vendors and partners must listen, prioritize, and gain acceptance of future directions. It is too often assumed that we (as salespeople) truly understand the customer’s business almost without any interaction; after all we have a solution for everything. Building and interpreting Visnostic Statements will accelerate a longer, more valued relationship with your customers putting you in the “trusted advisor†driver’s seat.
If you yourself or someone you know is in sales—especially corporate sales (but any kind of sales)—stop what you’re doing and buy Kim’s book. I was given an advanced copy a month ago and have all but thrown out how I present and help clients. Gone are the days of hardcore “buy or die†selling to folks and lame-ass Power Points. Salesmen and saleswomen exist to help people and solve problems; not PUSH PRODUCTS/SERVICES. Whether you’re a novice or a proclaimed pro, this book will actually open your eyes to how people digest information and how you impact their lives and business(es). I’ve read a dozen sales books and this is the first that cuts the fluff, is easy to understand and helps you literally reach more clients. No bullsh*t. Buy the book. — David Stoltzman, Realtor 817-455-4lO9
As I read Visnostic Selling, a light bulb went off in my head; we had been doing it all wrong. No wonder the message wasn't resonating with the customers, we were starting with meeting 3. I now know how to translate our "Meeting 3" marketing presentation to Visnostics Statements suitable for a first meeting with the customer, we are able to "diagnose" the customer and cater subsequent presentations to their specific needs (that we learn through the visnostic statement scoring). It's brilliant! We've turned a first meeting monologue into an engaging dialogue. Sellers love it. Customers love it. We are making it EASY and engaging for everyone. Thank you Kim!
While Kim's work most certainly has the potential to be life-changing for salespeople, it also holds implications beyond the world of business. As an educator, I have seen first-hand the power of visualization. I believe Kim's groundbreaking book can create positive change across multiple settings.
Through work I've done most mainstream corporate B2B sales trainings & this read helped me add to what I already know & figure out ways to actually implement ways to be more successful.Highly recommend!
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