FranklinCovey and Mango Publishing Release New Book, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More
Franklin Covey Co. (NYSE: FC) and Mango Publishing announce the release of their new book, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More, launching on January 18. Co-authored by FranklinCovey Sales Performance Experts, the book addresses challenges faced by sales professionals in competitive environments. Research involved over 2,800 sales professionals across 135 countries. With a focus on differentiation, the authors present a formula to enhance sales effectiveness in both online and in-person interactions, aiming to improve win rates in a shifting sales landscape.
- The book aims to enhance sales effectiveness through a focus on differentiation.
- Research included over 2,800 sales professionals, providing credibility.
- Offers practical skills and methods for navigating modern sales challenges.
- Average win rates for deals over $100,000 are only 17%, indicating a significant market challenge.
- 42% of buyers saw no differentiation between vendors, suggesting a saturated market with little unique value.
FranklinCovey Sales Performance Experts Reveal Secrets for Standing Out From Competitors for Consistent, Predictable Sales Success in Their Amazon #1 New Release in Sales and Selling
FranklinCovey and Mango Publishing Release New Book, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More. In it, FranklinCovey Sales Performance Experts, co-authors
The author team spent six years of intensely focused research which included live sales simulations with more than 2,800 sales professionals from global companies in 135 countries. They discovered that most sales professionals and consultants believed they were doing a great job in their client interactions. Yet, 70 percent of the time, client executives felt those meetings were a waste of time.
Overwhelming evidence shows that the inability of salespeople to stand out is a pervasive issue with costly consequences. In working with sales research firm, Primary Intelligence, the author team also analyzed the results of surveys/interviews with more than 5,000 B2B decision makers on deals. They found that average win rates were a dismal 17 percent for deals above
And the sales environment has only intensified. COVID-19 massively accelerated the tectonic shift from live to virtual (i.e., live-online) selling, which is here to stay. A recent Bain survey that found that 80 percent of buyers and sellers believe there will be a sustained increase in virtual interactions.
As sales thought leaders and practitioners, the authors and their colleagues at the FranklinCovey Sales Performance Practice advise salespeople representing many of the top technology, consulting, and professional services organizations across the globe. They’ve defined the three most frustrating struggles most salespeople have in common, as it relates to standing out.
- How can I come up with differentiated messages for my clients?
- How do I pull the messages together into a cohesive set of stories?
- How will I share these stories with clients in a compelling way?
The Strikingly Different Selling Formula
- Relevant: Focus on what matters most to the client.
- Distinct: Show something different and better than the competition or status quo.
- Memorable: Make sales messaging “sticky”: easy to share and hard to forget.
The authors bring this formula to life through six vital skills top sales performers use to stand out from competitors to win the sale much more often, whether in a live environment or in online sales interactions on video conference platforms.
The 6 Vital Skills Top Sales Performers Use to Stand Out and Sell More
Skill 1: Capture Attention with a Verbal Billboard – Use a verbal billboard. It’s the core message for the client. Think and speak in headlines, link to the client’s goals and issues, and show ‘From-To’ client outcomes. Ensure your billboard tells an easy-to-follow story that is compelling, easy to share and hard to forget.
Skill 2: Create Excitement with Movie Trailers – Use movie trailers (brief verbal/written communication) to excite the client or prospect to want to meet with you; intrigue them at the start of the meeting or proposal, so they actively engage in a peer-to-peer dialogue with you; and end the meeting with increasing momentum, earning you an invitation for another meeting.
Skill 3: Build Confidence with Flashbacks and Flashforwards – Use flashbacks (success stories) on how you’ve helped other clients by vividly and succinctly sharing how a similar client’s outcomes were different and better than what they were previously doing, thanks to your experience in partnering on a solution. Use flashforwards to paint an exciting vision of future events and critical milestones to get to a successful outcome.
Skill 4: Become Essential with “Why Us!” Differentiators – Use differentiators to highlight unique differences to help the client see why those differences matter. Include a point of comparison for each difference; briefly describe a unique aspect of what you do that will make a real difference to the client; and explain why each difference will help the client achieve different and better outcomes.
Skill 5: Get Curious and Find the Gaps – Discover gaps in the sales process by structuring a conversation to deepen your understanding. Conduct a critical discovery dialogue that identifies the client’s real needs, issues, and motivators. Find messaging gaps by shifting conversations from you talking about your solution to mutual exploration of business problems or results the client is trying to solve or achieve.
Skill 6: Navigate Traffic Lights and Close the Gaps – Navigate through client questions, pushbacks, challenges, objections and concerns and resolve them with empathy. Engage in real human-to-human dialogue to close gaps and complete the sales process.
These skills will help any sales professional overcome the challenges of standing out in any environment, including the live-online world and in-person interactions. The author team knows how difficult it is to stand out in both worlds.
Implementing Strikingly Different Selling in
FranklinCovey’s Strikingly Different Selling system (SDS) is complimentary to and integrates easily with all sales methodologies and approaches. SDS helps people engage with clients differently and better to achieve breakthrough outcomes. The SDS system has two interdependent parts: a capabilities engine that instills Strikingly Different mindsets and skills into the DNA of client organizations through focused training and a unique 50-minute weekly process (The Weekly 50) that combines deliberate practice of key skills with feedback and coaching. And a results engine powered by the mobile 4DXOS® app (4 Disciplines of Execution® Operating System), that drives consistent, predictable, measurable results quarter after quarter, year after year. Learn how FranklinCovey’s Strikingly Different Selling system can support a team and organization at 1-888-868-1776.
TITLE: |
STRIKINGLY DIFFERENT SELLING: 6 Vital Skills to Stand Out and Sell More |
|
AUTHORS: |
|
|
IMPRINT: |
|
|
PUB DATE: |
|
|
ISBN: |
(print/paperback) 978-1-64250-486-6 (eBook) 978-1-64250-487-3 • |
About FranklinCovey
FranklinCovey is one of the largest leadership companies in the world with operations in over 160 countries. We transform organizations by partnering with our clients to build leaders, teams and cultures that get breakthrough results through collective action, which leads to a more engaging work experience for their people. Available through
To learn more, visit www.FranklinCovey.com and enjoy exclusive content across FranklinCovey’s social media channels: LinkedIn, Facebook, Twitter, Instagram, and YouTube.
View source version on businesswire.com: https://www.businesswire.com/news/home/20220113005291/en/
Email: Debra.Lund@FranklinCovey.com
Cell: 801-244-4474
Source: FranklinCovey
FAQ
What is the focus of Franklin Covey's new book, Strikingly Different Selling?
When is the release date for Strikingly Different Selling?
What research backed the insights in the book Strikingly Different Selling?
What are the average win rates highlighted in the press release for high-value sales deals?