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Wordplay Mastery: Elevating Your Sales Message for Lasting Impact

#makeitstick #salesspike Jan 09, 2024

Ready to transform your sales pitch into one that sticks with your buyer? Join us for a fast-paced, 30-minute live webinar with Q&A, where we reveal the second of our ten Spikes – the art of the WORD LIST. It’s a precise and powerful wordplay to help your buyer imagine their life with your solution, and without. Learn how to zero in on your buyer’s needs and articulate your value in a way that’s unforgettable; it’s touches your buyer’s heart & their head. This is not just another sales strategy; this Spike is a game-changing persuasion tool. If you’re looking to command attention and build trust with your buyer, let’s elevate your message together. Join us for this no-obligation session and learn more about the Story War Academy where others are learning and practicing these life skills to win bigger deals in less time. #MakeItStick #SalesSpike

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Will a "Lennon" SPIKE Help Your Message STICK With Your Buyer?

Uncategorized Dec 11, 2023

Click link to register:

https://arrowhead3.zoom.us/webinar/register/WN_LiDUb7B-SjmyoN1LHtth-A

Imagine being able to deliver your best sales message to your buyer and it STICKS. You can do this with a tool called a Spike. With this webinar we begin to look at ten different Spikes that work with all buyers, at all times, in all situations. We'll cover the first Spike, I sometimes call the "Lennon" Spike, with some winning client examples, and we'll go into the science behind why Spikes make your sales message STICK with your buyer. Look forward to seeing you! Kevan

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Why Spikes Help Your Sales Message Stick With Your Buyer

Uncategorized Nov 30, 2023

Imagine being able to deliver your best sales message to your buyer and it STICKS. You can do this with a tool called a Spike. With this webinar we begin to look at ten different Spikes that work with all buyers, at all times, in all situations. We'll cover the first Spike, I sometimes call the "Lennon" Spike, and we'll go into the science behind why Spikes make your sales message STICK with your buyer. Look forward to seeing you! Kevan

Click to Register: https://arrowhead3.zoom.us/webinar/register/WN_LiDUb7B-SjmyoN1LHtth-A

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Ten of my Favorite VIDEOS

Uncategorized Nov 22, 2023
This is a holiday week here in America so I thought something light and fun might be appropriate as many of us are hunkered down with loved ones and families. These are ten of my favorite videos, and I hope you can enjoy them with your loved ones.
Click here to enjoy:
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WEBINAR: Making Your Message STICKY

Uncategorized Nov 16, 2023

Why is the delivery of your sales message so important, perhaps even more than the content of your message? Watch my recorded webinar to learn what it means to have a "sticky" message... one that is UNDERSTOOD, REMEMBERED and one that CHANGES your buyers opinion or behavior. I'm on the road this week, so this is recorded.

CLICK LINK TO WATCH

https://youtu.be/ckILlY-PveA

 

See you need week,

Kevan

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Are You the Owl or Peacock? CONTRAST - The Secret to a Winning Message

Uncategorized Nov 07, 2023

Is your winning sales message camouflaged? Do you have it dressed in a Ghillie suit, with multispectral materials, and hiding in a terrain-shaped cover impervious to any type of infrared or thermal detection? Or does it stand out like white male peacock with its splendid, iridescent plumage, fanning out in a spectacular display of pure and gleaming feathers?

 

We’ve discussed how information overload can mask your best message, but if you do not provide a CONTRAST between your solution and your competition, you might as well don the Ghillie suit and put non-reflective paint on your face, because you will be invisible to your buyer. The importance of CONTRAST permeates each of the three tests of your winning sales message, so I decided to put out this bonus webinar to ride shotgun with three tests.


We’ll explore:
·     Why CONTRAST?
·     The primal nature of CONTRAST
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EVIDENCE TO CONVINCE: The 3rd Test of a Winning Message - 3 of 3

Uncategorized Oct 31, 2023

"Does Your Sales Message Have Enough Evidence For A Unanimous Verdict?”

The 3rd of 3 TESTS OF A WINNING SALES MESSAGE

Thursday, Nov 2, 2023, 11am ET / 10am CT / 9am MT / 8am PT

 

CLICK THE LINK BELOW TO REGISTER FOR LIVE WEBINAR+ Q&A
https://arrowhead3.zoom.us/webinar/register/WN_McyHQnQLQVOmqEk9cJ0rDA
After registering, you will receive a confirmation email & link so you can participate.

Picture your sales message on trial before a jury of 12 discerning buyers. It passionately presents benefits, features, and proofs, aiming for a "BUY" verdict. Yet, there's competition, presenting their case and countering yours. With only two minutes for opening statements and evidence, does your message pack enough evidence for a unanimous "BUY" decision?

This isn't just a metaphor. Buyers seek evidence before committing. While "direct evidence" like product value is vital, a strong case often leans on "circumstantial evidence" — testimonials, stats, demos, partnerships,...

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DIFFERENTIATE OR DIE: The 2nd Test of a Winning Sales Message - 2 of 3

Uncategorized Oct 24, 2023

 

This week’s episode:

DIFFERENTIATE OR DIE: 

The 2nd Test of a Winning Sales Message

 

Last week’s webinar saw the introduction of the 3 TESTS OF A WINNING SALES MESSAGE, and how it solves the problems of:

  • Confused customers
  • Long sales cycles.

 

To your buyer, the paradox of having many product choices can be paralyzing, whether it's selecting a cereal from a supermarket shelf, choosing a streaming service, or even picking a spot for your next big vacation. You greatly simplify your buyer’s life when you help them cut through the fog of features by clearly stating how your solution is different (“better”) than the other products (your competition) they are considering.

 

We’ll explore:

  • Why it’s DIFFERENTIATE or DIE?
  • Cause & Effect
  • Bad & Better ways to differentiate your solution.
  • Unique vs. Different
  • Ways to communicate.
  • Q&A

 

CLICK THE LINK BELOW TO REGISTER!

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IMPORTANT OR EMOTIONAL: The 1st Test of a Winning Sales Message - 1 of 3

Uncategorized Oct 17, 2023

With the end of the year looming out in front of us all, there is still a lot of time to be successful with B2B sales. But not just ANY activity will move the needle.  Many businesses pour millions of dollars into the sales process, but they overlook the most basic principle that will get them more sales: A winning sales message.  For the next few weeks, I’ll be covering the DNA of a winning sales message.  

There are three common mistakes sales and marketing teams make in promoting their product, especially when the solution is a complex one... leading to confused customers, long sales cycles and demands for discounts because their buyer doesn’t see or understand the unique value of their product or solution. The three tests of a winning sales message directly addresses these common mistakes, which we’ll be diving into this month. 

MISTAKE #1: Too Much “Us” – The most common mistake I see in sales and...

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