Learn the Rules of Influence the Top 0.7% of Sellers use Everyday
You've tried them all… SPIN, MEDDIC, Challenger, Solution Selling, Sandler… the list goes on. BUT deals STILL slip from quarter to quarter. You're in a dogfight and price war with your competitors.
And despite presenting a compelling ROI and business case, many of your prospects refuse to budge – they choose to do nothing and stick with their seemingly worse status quo. WHY?
You Might be Getting value wrong
talk to the chimp
Your prospects don’t really want to listen to you. They’ve been conditioned not to trust you. Their instinctive brain will tune you out and even mislead you UNLESS you know how to talk to their chimp
The SlingshotEdge system is rooted in behavioural and evolutionary psychology, enabling your sellers to tap into those primal instincts.
Conventional Wisdom Kills Deals
Your buyer HATES Change – yet that’s what you’re asking them to do. They feel RISK, STRESS, LOSS OF CONTROL. These are emotional and psychological barriers sellers need to navigate. Following conventional wisdom compounds the problem:
Leading with ROI-style messaging correlates with a 27% decrease in win rate (Gong.io).
Reminding indecisive prospects of the pain and problems associated with their Status Quo increases the likelihood you get ghosted. You’re 2.5X more likely to lose them compared to Top Producers who take a completely different approach (‘The Jolt Effect’).
It doesn't make sense unless you understand what's going on in your buyer's head.
There are a thousand books that explain how the brain works but one of our favourites is The Chimp Paradox by Dr. Steve Peters. The book provides insights into understanding the relationship between our emotional mind (the Chimp) and our logical reasoning (the Human). Both play a vital role in decision-making, but getting to your buyer’s Chimp brain is essential to success.
CHIMP THEORY
The chimp brain is concerned with survival. It’s five times more powerful than the rational brain. Reactionary and protective, the chimp brain constantly scans the information it receives to see how it will affect your survival.
It’s the REAL DECISION-MAKER inside your buyer’s head.
The Rules
If you want to win consistently and win big, you have to understand what makes your prospect’s ‘Chimp’ tick. That's what separates the top 0.7% from the pack - they know the Rules.
These rules unpack into 7 Laws and 3 Dimensions of Value that govern how the ‘Chimp’ thinks and makes decisions. If you understand these rules you can motivate your prospect to action and attract them towards you.
An Approach Backed by Science
With Slingshot, you get the Rules, and an approach rooted in Nobel-prize-winning behavioural psychology. You learn how to use the rules in your sales conversations and communications to help you build trust with your prospects faster.
You get an approach that enables you to run deep discovery, shape opportunities in your favour, defeat your prospect’s stubborn status quo bias, and lock out your competition.
