Written by: Dave Light
Prospects are permitted to enter your Sales Evolution “showroom” when they earn the right and you give them permission to enter.
It is a Lamborghini showroom, and from the moment they enter they must respect the showroom. The prospect is not looking at any physical product or service other than you: your body language, your words, your tone.They are buying YOU and the showroom is made up of all the components emotional provoking qualities (Emotional Intelligence) that you demonstrate during the call/in person meeting.When the visit is over they should be emotionally charged, mentally provoked, and above all self-aware as to why they entered your Sales Evolution showroom in the first place. Next steps, goals, etc. should be hard wired in their brains.No matter what type of call…
A first meeting or call with a prospect that you have never spoken with before, be it a referral or not A second or subsequent meetings or call with a prospect A second or subsequent meeting or call with a prospect… they must Qualify for you by cooperatively walking through the GFS process:
What’s bothering you and how can I help? What are you hoping to change? Have you ever done something like this before – what was good/bad about it? Can you please remind me what made you want to speak with me today? Have you spoken with other companies? What have you learned? Who else do we need to be talking to right now to ensure we are getting a full evaluation from your company? Obviously, we need to get them on board if you’re going to get what you want, what is the best way to do this? Do you have any idea what this will cost? Do you know the value of the solution? We typically aren’t the cheapest or the most expensive. When do you want the work to start/delivery/project to begin, and what are your targeted, defined time bound goals? ASAP means different things to different people, what does it mean to you?We must be transparent in our willingness to help them while at the same time transparent in our willingness to walk away. Paradoxically, this increases their comfort while they are in your Sales Evolution showroom.Related:
A Closing Problem Is Really an Opening ProblemRelated:
How to Stay “Front of Mind” With Referral PartnersAdditional questions to set off emotion:
Why did you invite me in today? What is about your current issue, performance, process that is leaving you discontent and dissatisfied? What do you want to change? Why is it important to you? How does it make you feel? Tell me more… What will happen if you don’t do this? Have you considered doing this before – what happened, how are things different now? Help me understand what it is about your current situation that makes you want to change it. Why do it now? Why didn’t you do it last year? Why not next year? Again, what is your defined goal and by when do you want to achieve that goal? What does it mean to you personally when you accomplish it? What is the best way to communicate with you – text, phone, email? If I send/leave a message, will you reply? If you decide not to do the work, or to work with someone else, will you tell me? It’s OK, you won’t upset me if I hear the word “no”. Is there any reason why doing this work doesn’t make sense? What concerns you about having this work done?And dozens more questions are available to ask besides this short list.You are the Manager of the showroom, you are leading the interaction. Make them feel internally created and driven pressure to buy because they see you as the best option to help them, but you won’t ask them to buy, they must ask you.
