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