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NCSSM - Applications in Entrepreneurship
Class 7 – Sales and motivating others
January 2015
Agenda
• Why are we talking about selling?
• Dan Pink: What motivates others
• Cialdini’s Six Principles of Influence
• Wh...
Why are we talking about selling?
• What most people believe sales is: Glengarry Glen Ross
• The truth is: We’re All in Sa...
Cialdini’s Six Principles of Influence
• Influence: The Psychology of Persuasion
• Reciprocity
• Commitment and Consistenc...
What Great Salespeople Do
• What Great Salespeople Do: The Science of Selling Through Emotional
Connection and the Power o...
Apply to your presentation
• Can you tell a compelling story?
• Start with Why
• Ladder of beliefs
6
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NCSSM Applications in Entrepreneurship Class 7: Sales and motivating others.

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  1. 1. NCSSM - Applications in Entrepreneurship Class 7 – Sales and motivating others January 2015
  2. 2. Agenda • Why are we talking about selling? • Dan Pink: What motivates others • Cialdini’s Six Principles of Influence • What Great Salespeople Do • Apply to your pitch/presentation 2
  3. 3. Why are we talking about selling? • What most people believe sales is: Glengarry Glen Ross • The truth is: We’re All in Sales • Dan Pink: To Sell is Human • Example: Asking the right questions • Practice: 6 pitches • For Fun (ties into next week): The surprising truth about what motivates us 3
  4. 4. Cialdini’s Six Principles of Influence • Influence: The Psychology of Persuasion • Reciprocity • Commitment and Consistency • Social Proof • Authority • Liking • Scarcity 4
  5. 5. What Great Salespeople Do • What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story • Vulnerability • Storytelling • Storybuilding • Ladder of beliefs • It’s not what you say, but how you say it 5
  6. 6. Apply to your presentation • Can you tell a compelling story? • Start with Why • Ladder of beliefs 6

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