1. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Unconventional
Sales:
4 Ways to Stand
Out in a Crowd
Andrea P. Howe

2. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Unconventional
Sales:
4 Ways to Stand Out
in a Crowd
Andrea P. Howe
Hello!
If you could be on vacation right now
anywhere in the world, where would you be?
Enter your reply in the text chat box now.

3. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
That‟s not me, that‟s Robert Scoble
Photo courtesy of Thomas Hawk

4. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Scoble and Santa both knew
how to stand out in a crowd

5. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
How willing are you to refer your
clients to your competitors?
A. Very willing
B. Somewhat willing, if I‟m honest
C. Not particularly willing, if I‟m really
honest
D. I don‟t have any competitors

6. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
We‟ve all got hurdles to overcome
• Our own emotions
• Conventional wisdom
• A focus on delivery
• Widely-held stereotypes

7. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
The definition of “sell” isn‟t pretty
Source: http://www.merriam-webster.com/dictionary/sell

8. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
There‟s good news in all of this
• <Superman in front of
garage door or girl with
dumbells: This backdrop
gives us an opportunity to
differentiate>
The good news:
All this makes for
a great backdrop

9. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Today we‟ll answer this question:
How can you
stand out in the
crowd?

10. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Let‟s make it real
Bring to mind a
current client
opportunity or
challenge.

11. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
By the way,
here‟s what‟s in your goodie bag
www.thegetrealproject.com/raintoday
• Chapter 1
• All worksheets
• “How to Build Trust … Fast!”
eBook
• And more

12. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
And there‟s a little something extra
for 3 random winners
The Trust Quotient
Assessment (expanded)

13. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Part I:
A universal tool for
sales success

14. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Who‟s your trusted advisor?
Close your eyes and bring to mind your own
trusted advisor—someone you can talk to
about a wide range of issues, professional as
well as personal, sensitive and not.
Then type into the text chat box the first
words that come to mind to describe this
person.

15. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
When it comes to building trust …
… it helps to
have a formula in
your back pocket

16. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green

17. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Self-orientation is about focus
T trustworthiness
S self-orientation
S
T =
Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000

18. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
1. Get off your “S”
 Slow down; avoid
“premature solutions”
 Stay open; let them
steer the conversation
 Manage your “stuff”
 Make referrals when
that‟s what‟s in their
best interest

19. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Intimacy relates to safety
T trustworthiness
I intimacy
S self-orientation
+ I
S
T =
Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000

20. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
2. Go soft
 Listen deeply
 Share something
personal
 Ask questions others
would be afraid to
 Tell your client
something you really
appreciate about him

21. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Credibility has to do with words
T trustworthiness
C credibility
I intimacy
S self-orientation
C + + I
S
T =
Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000

22. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
3. Tell the truth
• Say “I don‟t
know” when
you don‟t
• Admit it if you
screwed
something up
• Above all else,
be genuine

23. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Reliability is based on actions
T trustworthiness
C credibility
R reliability
I intimacy
S self-orientation
C + R + I
S
T =
Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000

24. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
4. Mind the little things
 Make lots of
small
promises
 Communicate
early and
often
 Adapt to their
norms

25. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Now we‟ve identified
4 ways to stand out in a crowd
T trustworthiness
C credibility
R reliability
I intimacy
S self-orientation
C + R + I
S
T =
1. “Get off your „S‟”
2. Go soft
3. Tell the
truth
4. Mind the
little things

26. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Where do you see
an immediate action to take?
A. Get off your “S”
B. Go soft
C. Tell the truth
D. Mind the little things
E. All of the above

27. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
• Kid at chalkboard: The most important
factor of selling
Part II:
The most important
factor of selling

28. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Olympic athletes know
the value of mental prep
“Although mentally strong athletes do not
always win medals due to a variety of
conditions, athletes with a weak „mental
game‟ virtually never win at the biggest
competitions.”
From the U.S. Olympic Committee‟s Top Ten Guiding Principles for Mental Training, as
reported in Foundations of Sport and Exercise Psychology With Web Study Guide-5th
Edition by Robert Weinberg and Daniel Gould

29. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
The single most important
factor of selling is …

30. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
And more specifically …
… your mindset about:
o Selling
o Your value
o Trust-building

31. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Trust-based selling is about helping …
“The objective of trust-
based selling is to help
the buyer do the right
thing—for the buyer.
Period.”
… and helping isn‟t smarmy.

32. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Your value goes far beyond your
expertise
Information-
giver
Problem-
solver
Idea-
generator
Safe haven
for tough
issues

33. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Trust is paradoxical
• The thing we are most afraid to say …
• The key to being influential …
• The best way to close more deals …

34. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
In which area is your greatest
opportunity to shift your mindset?
A. How you think about selling
B. How you think about your value
C. How you think about trust-building
D. Other

35. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
Your turn
Insights?
Points of view?
Questions?

36. © 2013 Andrea P. Howe. All rights reserved. Portions of this material were developed in partnership with Charles H. Green
@AndreaPHowe
@ProjectGetReal
1-202-906-0485
andrea@thegetrealproject.com
www.thegetrealproject.com/raintoday