Changing the Conversation @KState_NSSI

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When you change the conversation, you can change your results. That’s the message in Manhattan, for students at Kansas State University. What would it mean to you, if you understood how to influence and persuade the people that matter most?

Update, from The National Strategic Selling Institute at Kansas State University:
The sales game has changed.

Today, the “sales pitch” has been replaced with a new and modern conversation, where old-school strategies are in need of a makeover.

The new conversation begins online. Information about you, your products and your services is easily available.

Changing the Conversation

So, how can you make your message matter, when it’s time to stand and deliver?

How can you be sure that your story is unexpected and surprising – not because it’s gimmicky or goofy, but because it’s loaded with a clear and cohesive value proposition?

In order to get your story across, you may face some objections. In my experience, true sales leaders are OK with rejection.

First of all, being “OK” with “NO” doesn’t mean that you work towards it. Changing the conversation means changing your approach.

Getting a negative response doesn’t mean that you celebrate “NO” with a small office party, a parade, or even an extra cup of coffee. Do not expect a negative response, but PREPARE for it. Being prepared means that you learn from “NO” so it doesn’t derail your elevator. Like a signpost that says, “Turn left, right here.”

“NO” can mean “not now.” “NO” can mean, “not here”. “NO” can mean, “not for us.” Think of “NO” as a detour to yes. It’s up to you to find out what where “NO” leads you; it’s up to you to assign meaning to a negative response.

If you want to change your results, you’ve got to change the conversation. For the students at Kansas State University, we’ll take a look at how to get to “YES” in your elevator pitch, as we unlock the secrets of influence and persuasion.

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