What do you think?
Rate this book
Triangle Selling: Sales Fundamentals to Fuel Growth
Fast growth is the name of the game for sales organizations. Long-term success hinges upon a sales team with core skills and tactical frameworks that drive repeatable results. Regardless of existing sales methodology, market, and company size, Triangle Selling empowers salespeople, managers, and executives to quickly adopt the fundamentals necessary to fuel consistent growth within their organization, onboard effectively, and remain agile in an ever-evolving profession.Like doctors, lawyers, and engineers who learn fundamental skills and frameworks to drive their work, this third book by industry veterans Sorey and Bray spells out, in practical language, the fundamentals of selling.
- GenresBusiness
205 pages, Kindle Edition
Published December 18, 2018
95 people are currently reading
114 people want to read
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 5 of 5 reviews
February 3, 2025
People buy either for a reward (seize an opportunity) or avoid pain (threat or loss).
Selling for a reward takes longer.
4 types of communicator:
- **Analytical**: love numbers and skeptical of presentations that lack facts and data.
- **Intuitive**: big-picture folks, avoid getting bogged down in details. Like to know the destination, not the map. Often match with senior executives.
- **Functional**: love process, detail, timelines and clear plans.
- **Personal**: value emotional language and connection
**The Triangle**
- Reason
- Resources
- Resistance
**Reason**
Identify the emotion that is going to motivate prospects to move outside their comfort zone.
Uncover pain, not problems. Problems are organisational, pain is personal.
**Personas**
For each persona, uncover:
- Pain
- Feature that solves it
- What content do we have that talks about solving this (questions)?
See the Bray-Sorey matrix
**Socratic questions**: answer a question with a question to qualify it before answering. Helpful to give a first part of an answer, otherwise it can be disappointing.
**Disqualifying questions**: ask a question to disqualify an idea: « Improving X isn’t one of your top priorities, is it? ». Careful with the topic.
*The best way to get the right answer on the Internet is not to ask a question, it’s to post the wrong answer.*
**Difficult question**: ask for permission first before asking.
**The Priority Path**
1. Tell me more - WHAT
2. Paraphrase response
3. Help me understand - WHY
4. HOW does this impact you?
5. Reflection
6. WHERE does solving this fall on the priority list?
**Resources**
1. **Emotional**: related to pain
2. **Intellectual**: ROI, current state analysis, opportunity cost.
3. **Financial**: current and future budget
4. **Political**: type of purchase (top-down, bottom-up, middle-out), political role and decision path
5. **Technical**
6. **Human**
7. **Energy**
**Resistance**
5 flavours:
1. No money
2. No urgency
3. No problem
4. No trust
5. No confidence
**P.L.A.N.**
**Pivot**: from pleasantries to the meetings
**Logistics**
- Participants
- Duration
- Location
- Media
- Resources
**Agendas**
- What were you hoping to accomplish today?
- **Discovery**: ask for permission!
**Next Steps**
- introduce at the beginning
- Confirm the next PLAN with the prospect
**H.E.L.P. Prospects**
**Highlight**:
- Summary of discussion
- Video is a great idea
**Educate**:
- Customer stories
- Myth busting
Leverage your network
Predict
**Demos / Presentations**
- Reason / Statistics / Case Study
- Start with the top priority topic
- Discuss
- Next steps
Selling for a reward takes longer.
4 types of communicator:
- **Analytical**: love numbers and skeptical of presentations that lack facts and data.
- **Intuitive**: big-picture folks, avoid getting bogged down in details. Like to know the destination, not the map. Often match with senior executives.
- **Functional**: love process, detail, timelines and clear plans.
- **Personal**: value emotional language and connection
**The Triangle**
- Reason
- Resources
- Resistance
**Reason**
Identify the emotion that is going to motivate prospects to move outside their comfort zone.
Uncover pain, not problems. Problems are organisational, pain is personal.
**Personas**
For each persona, uncover:
- Pain
- Feature that solves it
- What content do we have that talks about solving this (questions)?
See the Bray-Sorey matrix
**Socratic questions**: answer a question with a question to qualify it before answering. Helpful to give a first part of an answer, otherwise it can be disappointing.
**Disqualifying questions**: ask a question to disqualify an idea: « Improving X isn’t one of your top priorities, is it? ». Careful with the topic.
*The best way to get the right answer on the Internet is not to ask a question, it’s to post the wrong answer.*
**Difficult question**: ask for permission first before asking.
**The Priority Path**
1. Tell me more - WHAT
2. Paraphrase response
3. Help me understand - WHY
4. HOW does this impact you?
5. Reflection
6. WHERE does solving this fall on the priority list?
**Resources**
1. **Emotional**: related to pain
2. **Intellectual**: ROI, current state analysis, opportunity cost.
3. **Financial**: current and future budget
4. **Political**: type of purchase (top-down, bottom-up, middle-out), political role and decision path
5. **Technical**
6. **Human**
7. **Energy**
**Resistance**
5 flavours:
1. No money
2. No urgency
3. No problem
4. No trust
5. No confidence
**P.L.A.N.**
**Pivot**: from pleasantries to the meetings
**Logistics**
- Participants
- Duration
- Location
- Media
- Resources
**Agendas**
- What were you hoping to accomplish today?
- **Discovery**: ask for permission!
**Next Steps**
- introduce at the beginning
- Confirm the next PLAN with the prospect
**H.E.L.P. Prospects**
**Highlight**:
- Summary of discussion
- Video is a great idea
**Educate**:
- Customer stories
- Myth busting
Leverage your network
Predict
**Demos / Presentations**
- Reason / Statistics / Case Study
- Start with the top priority topic
- Discuss
- Next steps
February 7, 2020
Must read for anyone in sales
If you are in sales or manage a sales team, then I recommend reading this book. It makes you see processes that can be applied from day one.
If you are in sales or manage a sales team, then I recommend reading this book. It makes you see processes that can be applied from day one.
March 26, 2020
What a great book
This book is for anyone involved in sales or in charge of a sales team who expects to win and grow.
This book is for anyone involved in sales or in charge of a sales team who expects to win and grow.
July 11, 2021
Possibly the most important sales book you’ll ever need - the best line from this reminded me that you can’t be successful in Sales if you’re emotionally attached to your deals.
September 6, 2021
Absolutely phenomenal book which I found to be pivotal to help me start learning selling to enterprises.
Displaying 1 - 5 of 5 reviews