Join Chris J Snook for this session on a real-time empathy mapping framework to humanize your sales team rapidly to the realities of economic recession, unemployment and the business (un)usual playing field of COVID-19

1. Throw Out Your 2020
Sales Plan and Rebuild it
With a Human One
Weekly Executive Briefing
3 1 s t M a r c h 2 0 2 0 w i t h C h r i s J S n o o k a n d g u e s t s
Brought to you by:

2. Say hello to Business to Prospect (B2P)
relationship management.
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Using proven tactics and a stand-alone platform, Emerged
increases closing rates and improves customer retention, all
at a fraction of the cost of a traditional agency or in-house
solution.
Mention “DECISIONS2020” for a
customized list of 2000 targets!
EMERGED.COM
Thank you

3. THE LOGISTICS
Chat with me and your
peers in the group chat box
Submit Q&A & Participate in
the live polls
Contact Cameron Davis for
questions about the platform
cameron@emerged.com .
@CHRISJSNOOK
Author of Digital Sense
Chris J Snook is the bestselling author of Digital Sense (Wiley
2017) and Wealth Matters 3.0. He advises early stage growth
companies, private equity managers, and middle-market to
Fortune 500 executives on growth strategy and turnarounds.
He speaks and writes on a variety of topics including customer
experience, tokenomics, AI, IoT, blockchain, digital
transformation, and macro-economic trends and potential
futures. You can connect on Linkedin or Twitter @chrisjsnook

4. THE ROADMAP
ROADMAP
FORCES IMPACTS FRAMEWORKS RESOURCES

5. THE PROBLEM
COVID-19 ESTIMATED 32m
UNEMPLOYED (TEMPORARY)
Sources: http://gohkokhan.com/corona-virus-interactive-dashboard-tweaked/
and
https://www.bls.gov/charts/employment-situation/civilian-unemployment-
rate.htm#

6. THE PROBLEM
PAYCHECK DISRUPTIONS
FALLING P&L
RAPIDLY RISING BOREDOM
TRAVEL LIMITATION
CURFEWS & QUARANTINE
ANXIETY EFFECTS
RISK OF MISINFORMATION

7. What tactics have you deployed since
quarantine when prospecting?
What has you feeling most anxious today?
POLL QUESTIONS

8. Social Distancing requires
MORE social interaction
Have you cultivated opportunities
to break the monotony of your
customers/prospects day
positively? Have you asked if they
are ok?
LEARNING TO SELL HUMAN-TO-HUMAN
The Latin root of humanus-literally means “humane, kind, gentle, polite,
learned, refined, philanthropic, and civilized”
Financial Decisions Delayed
Unless you sell something critical
to the triage effort, most decisions
that can be put on hold will be put
on hold until May/June+
Relationships remain the
cornerstone of good deals
Transactional selling is and always
has been temporary. A trusted
advisor has always been valuable.

9. FRAMEWORKS
FOR
HUMANIZING
YOUR SALES
PROCESS
Good decision making
is a skill that pays
handsomely.
Deploying Empathy
Frameworks for Daily Prioritization
Empathy Map Matrix
Maximize Compensation
Frameworks for Value Exchange
The Law of Compensation
Self Awareness
Frameworks for You/Your Family
The Stickperson
Understanding Others
Frameworks for Leading Others
The Terror Barrier

10. EMPATHY
MAP MATRIX:
Messaging in a
human way that
shows you “get”
them.
FRAMEWORKS
They heard April 30t h is the latest
quarantine date?
I t o l d y o u t h i s w a s
s e r i o u s .
T R A P P E D !
S c h e d u l e a
f a m i l y z o o m
FEEL THINK
DO SAY
u n p r e p a r e d
A n x i o u s
b o r e d
D i d I m a r r y /
( l i v e w i t h )
t h e r i g h t
p e r s o n ?
W i l l t h e
s t o r e s g e t
m o r e t o i l e t
p a p e r ?
A r e m y
p a r e n t s
g o n n a l i s t e n
f i n a l l y ?
I a m g o i n g t o
t h e s t o r e .
W e n e e d
t o g e t
i n t o a
h e a l t h i e r
r o u t i n e .
S i g n u p f o r
P e l o t o n
O p e n a
b o t t l e o f
w i n e
A t t e n d a
v i r t u a l
A A
m e e t i n g

11. FRAMEWORKS
DAILY OUTREACH
• 3x5 cards are a great low-tech
solution to write out each
morning and carry in your
pocket.
• Write out the 10 people you
haven’t checked in on
• Call them to check in verbally
• Email them something funny or
inspiring
• Invite them to something
MY TOP 10 TASKS
D U E TO D AY !
1. J o e S m i t h
2. Susi e Sm ith
3. B a r n i e Doe
4. J a n e D o e
5. J o h n D o e
6. Lucy Cousin
7. Sall y Siste r
8. B o b B r o t h e r i n l a w
9. B i l l y o l d c l i e n t
10. B o b b y o l d b o s s

12. THE LAW OF
COMPENSATION
:The secret to earning
the majority of rewards
is the need, your
ability, and how difficult
or easy it is to replace
you and still meet that
need.
FRAMEWORKS
T H E
N E E D
Y O U R
A B I L I T Y
R E P L A C E
- A B I L I T Y
P r e -
C O V I D 1 9
P o s t -
C O V I D 1 9

13. THE
STICKPERSON:
How to work with the
power of your mind
FRAMEWORKS
“Mind is the movement of thought energy. The brain
is merely the switching station”
~Thurman Fleet (The Concept Therapy Movement)

14. THE TERROR
BARRIER:
How to push through fear
and understand where it
comes from for people
FRAMEWORKS

15. THE TERROR
BARRIER:
How to push through fear
FRAMEWORKS

16. An uninvited guest ruined
everyone’s existing 2020
plans but you can make
decisions and set a new
one that is viable.
PRIVACY
ü It’s time to be a human sense-maker not a
sales dog.
ü Use this time to reposition your messaging,
rethink your value proposition, and build
deeper relationships
ü Stop being tempted to live through only your 5
senses and cultivate your 6 intellectual
muscles (reason, intuition, perception, will,
imagination, and memory).
ü Engage and empower yourself with these
time-tested tools
ü Its all going to be ok J

17. RESOURCES:
BOOKS:
The Science of Getting Rich ~ Wall ace D Wattles
D i g i t a l S e n s e~ Chri s J Snook and Tr avis Wright
Wealth Matters 3.0 ~ Chr is J S nook and Chet Snook
Working with the Laws ~ Raym ond H o l l i w e l l
Psychocyberne ti cs ~ Maxwell Mal tz
C O V I D - 1 9 D A S H B O A R D :
N c o v 2 0 1 9 . l i v e / d a t a
SPONSOR:
w w w. e m e r g e d . c o m
H O S T:
w w w. c h r i s j s n o o k . c o m