Friend,

Here’s another Man Bites Dog Sales Accelerator segment. The Sales Accelerator will be part of the Man Bites Dog Sales Bible. It’s available as a podcast or video.

You can see the Man Bites Dog Sales Bible here.

MAN BITES DOG Sales Accelerator Part 3: The Preeminent Frame

The Preeminent Frame Comes from a place of:

* Presence

* Selling from presence instead of pressure

* Planck Knowledge

See Sales Accelerator Part 1 and Part 2.

Frame:

* The job is not to sell, it’s to inform the other party so they can make the right decision for themselves.

* The finite vs the infinite game

* We’re never looking to win a conversation

* Loyalty is to their process/journey, not to anybody else

* Diagnostic in nature

* The CASE Framework

* Compile: everything relevant, especially the things nobody else is talking about

* Analyze: the data before making any suggestions.

* Strategize: Lay out EVERYTHING they will need to know, what they need, what they don’t need, what they should spend money on and what they shouldn’t spend money on. Key resource: The Rocky Road

* Execute. Let them execute on their own or help them in their execution. If you do this right, they will ask.

* The four lenses (coming soon)

Resources:

* See The CASE framework and sales process here

* See “Selling From Presence Instead of Pressure” here

* The MBD Sales Bible

Part 4: Natural deadlines and the power of a single word (coming soon).Note: If you have access to the R3 book, you already have access to the natural deadline framework, the secret word and templates you can plug in right now.

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