| "Start with the end in mind" as Steven Covey | | | | wants and expectations so I don't bore you |
| of 7 Habits of Highly Effective People says. | | | | with information that is of no interest to |
| So let's start with booking the order and | | | | you."a. Ask questions when alone with |
| work towards where the selling process | | | | her/him. People reveal more one-on- |
| starts. | | | | one. Remember you have to appeal to this |
| | | | person to win his/her vote. It's |
| 1. How to Get the Order? | | | | not about the company or the other people. |
| | | | b. If you give the presentation |
| Get all the powerful people - especially the | | | | before the interview, you lose. They get to |
| most powerful person to commit to your | | | | know all about you and you learn |
| offering. This is the person with the | | | | little. Rescue strategy, when you can't |
| ability to say yes and it happens. Don't be | | | | resist the urge to present, is to ask |
| fooled by those who can say no. Anyone can | | | | each person the magic, feeling question. |
| get you eliminated.a. If it is a business | | | | See 3 above |
| sale, there may be lots of people involved. | | | | |
| The ultimate decision-maker is | | | | 6. Who Are The People To Be Questioning? |
| usually in the executive suite, and listens | | | | |
| to associates and subordinates. | | | | All the people who touch or who are impacted |
| b. If it is a consumer sale (car, house, | | | | by your product, especially those in high |
| personal item), determine who has the | | | | places are the people you should interview. |
| power - husband, wife? Children can be | | | | Win each of these people's vote. Ask to meet |
| significant influencers. Emotional | | | | their boss so you can ask questions and win |
| buys happen, but will be returned unless the | | | | his/her vote. The powerful will make the |
| power and influences are | | | | final decision. Don't argue. It is what it |
| synchronized. | | | | is. Besides, what would happen if your |
| | | | competition gets to the bosses. |
| 2. How To Get Powerful People To Commit? | | | | |
| | | | 7. When Do You Start Going After All These |
| Ask for the commitment. i.e. "Since you're | | | | Administrators, Decision People And Senior |
| feeling good about what we've just | | | | Execs? This is a lot of work. |
| discussed, can I have your commitment that | | | | |
| you will support me/my company.a. If s/he | | | | After you qualify that this is a good company |
| says "yes", you've won a vote - not the sale | | | | and a good opportunity for you to pursue. |
| - unless it's the person with the | | | | Anything with life is not good for you. Use |
| power to say yes and it happens. b. | | | | history to determine the types of companies |
| If s/he says "no", ask "How come?" i.e. | | | | opportunities that have gone well for you and |
| "Seems like you have some concerns. | | | | those that haven't. Seek only those that fit |
| Please explain" | | | | this profile. These are the plumbs and |
| | | | should close at a 70% rate if you do 1 |
| 3. How Do You Know What S/He Is Feeling? | | | | through 6 above. Leave the rhubarbs for your |
| | | | competitors. They will die slowly while you |
| Ask the magic question - "How do you feel | | | | use the time to find more plumbs. |
| about what I've just presented?" a. | | | | |
| If s/he feels good - that great - go for | | | | 8.How Do You Find Enough Prospects To Be |
| commitment. See 2 above. b. If s | | | | Choosey? |
| he doesn't feel good or shows signs of | | | | |
| hesitation/objections, ask "What's | | | | Have a systematic prospecting program. |
| the issue." See 2b above. | | | | Fortunately there are many levels and types |
| | | | of prospecting. Your easiest prospects are |
| 4. How Do You Know What To Present To Make | | | | those who you currently do business with. |
| Her/Him Feel Good? Ask questions about what | | | | Develop high level relationships, (How? Read |
| s/he wants/expects. "What would the perfect | | | | my book - TAKE ME TO YOUR LEADER$), and you |
| solution look like to you?" "What will it | | | | will get 100% of the business from 100% of |
| take to get your vote?" Stop talking and | | | | your clients. Your toughest prospects are |
| listen. Then base your presentation on what | | | | new account, cold call, greenfield prospects. |
| s/he has said. a. Be sure the answer | | | | a. Prospect for those that fit your |
| comes from this person. The biggest mistake | | | | profile. b. The more organized your |
| is to ask others what someone else | | | | approach, the better you changes of finding |
| wants/expects. b. If s/he doesn't | | | | quality leads that are interested in |
| say the things you think s/he should be | | | | doing something. Then do 7 through 1 |
| concerned about, expose and entice, | | | | above in that order only. c. If you |
| i.e. "Are you aware …" "Others have | | | | don't prospect enough, you won't have enough |
| used … and found that…" | | | | plumbs and you will gravitate to the |
| Don't push. Sense if there is any interest | | | | rhubarbs. |
| only. Otherwise let it go. | | | | |
| | | | See selling is very systematic and can be |
| 5. How Do You Get To Ask Questions? | | | | easy. People make it tough by pushing |
| | | | product, going after everything, and trying |
| Make it a condition before you do any | | | | to beat the competition. Best case these |
| presentations. i.e. "I know you're expecting | | | | people close 30%. Do the above and you'll |
| me to tell you about our stuff, but before I | | | | soon be closing 70% of the opportunities you |
| do, can I ask you a few questions about your | | | | choose to pursue. |