Provocation Deep Dive
Gold & Silver Members
Intermediate
Video
Lessons
11 Lessons
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Prevent old habits from re-appearing — cement your new ones. You will leave provoking more conversations by being 100% customer-centric and provocation-driven.
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Provocation Deep Dive
Gold & Silver Members
Discussing who you are, what you do, how you're different or adding value in outreach messages? Asking for meetings, attaching PDFs, presenting benefits, pushing pains, flashing your client list? These create a biased, selfish tone. Instead, shift to neutral. You'll take away a way to craft customer-centric provocations that spark curiosity.
Gold & Silver Members
Removing needy and biased tone from outreach messages has immediate impact on open, response & conversation rates. You'll see how words like if, hope, love, please (yes, please), looking forward to and even 'thank you' diminish messages. You'll leave with a way to stand out, stay strong and provoke response.
Gold & Silver Members
Adding value with every message. Building trust by looking credible. These conventional tactics never started enough conversations to begin with. Lately? They're not working at all. These marketing best practices have become toxic to sales outreach success. You'll take away stronger, effective tactics our insider community of sellers is using instead... to provoke more response.
Gold & Silver Members
How persuasive are your stories? Could your "social proof" be stronger? Storytelling's power is generally over-rated. Because most stories are told in a marketing context, too soon and neglect proper structure. Result: The story's persuasiveness vanishes. Are your amazing stories using selfish tone? Discover simple ways to crank-up effectiveness of case examples, testimonials and stories.
Gold & Silver Members
We've been told sending helpful content to prospects is an effective way to earn conversations with them... to start the buying journey. But times have changed. Even when information is useful & relevant, the act of offering (without being asked to) will cost you. Instead, you'll take away a copywriting technique to help customers feel the urge to ask. This starts more & better conversations.
Gold & Silver Members
At some point you’ve been told “Send me some information for my file. Maybe we can talk in the future about doing business.” Truth is, some suspects will try to escape a conversation by saying, “sure, send me your information and we’ll keep you on file” as a way to get rid of you. This lesson helps you to deal with these types of situations and move conversations forward.
Gold & Silver Members
We all receive negative responses when reaching out. And sometimes they’re meaty… beyond “not interested” or “we’re all set.” Sometimes we’re treated with information which rides along with what appears to be rejection. In this lesson we focus on why you should examine negative replies carefully… word by word. And how to go about the analysis.
Gold & Silver Members
Whether you ran a product demo or discussed how a service will be rendered it’s time to follow up. Here’s what you’ll take from this lesson: An easy to adapt formula… and guide rails… to be sure your email gets acted on.
Gold & Silver Members
Need to get into non-sales conversations early, like in a complex B2B sale? This lesson focuses on ways to engage top decision makers and/or decision-influencers in conversations which can, eventually, turn into sales conversations. Member, Michael Wager gives tips on how he opens conversations and forms relationships with people who can smell a sales person coming from a mile away!
Gold & Silver Members
If most customers see you/your strategic product/service as marginal, tactical or non-essential this lesson is for you. Seen as a nice-to-have -- rather than a "must have?" This lesson will help you align the not-so-sexy value you provide to strategic outcomes… in order to start conversations.
Gold & Silver Members
What you’re going to take away from this lesson is a deeper understanding of what these questions are, how they can be used in virtually any situation with potential or existing customers… and basic concepts to help you formulate and apply them.
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About the teacher
Jeff Molander
A minority of sales & marketing pros refuse to be average communicators. Jeff is the coach they choose to practice exceptional skills. Jeff created and maintains the Spark Selling™ communication methodology—a curiosity-driven way to start and advance conversations. When he's not working you'll find him hiking, fishing and with his family.
In 1999, Jeff co-founded what became the Google Affiliate Network and Publicis Groupe's Performics Inc. where he helped secure 2 rounds of funding and built the sales team. He's been selling for over 2 decades. Today, he steers Communications Edge Inc. -- a member-driven resource of emerging 'next' practices. Jeff also served as adjunct digital marketing faculty at Loyola University’s school of business.
The inventor of Facilitative Questions™, Sharon-Drew Morgen, defines them thus: Facilitative Questions™ are posed to enable Others to find the specific circuits in their brains where their decision criteria are stored. They serve the Other – the client, the customer, the friend – and NOT the curiosity of the Asker.