5 years, 11 months ago-
Posts
-
-
@anthony-simonie
Hello,
I’m listening to your example sales call scenario with “Mike” where you pull him from, “I want more money and time” to deeply personal family history and emotional drivers.
I can’t begin to imagine a conversation like that with one of my current clients who is a VP at a fortune 500 company tasked with driving change across the company through software and process implementations.
He is in constant political and power struggles there pushing unwanted change onto other deeply entrenched executives. I can’t imagine him ever expose anything emotional or personal with almost anyone, much less a “service provider” he is evaluating.
I know through his team I have been working with that he is frustrated at their ineffectiveness and knows that his organization is perceived as disorganized and chaotic, which, is, of course, a reflection on him.
His personality may be an extreme case, but I still struggle projecting a conversation like the one you model with “Mike” onto my targets client who will are running large teams in large companies but know that they are missing a critical skill / resource / expertise because things just never turn out that well…
The Mike example, all the levers are his; his own destiny, his own efforts, his own income, his own expense investment, all cleanly and clearly owned and actionable by him alone. Very different scenario than mine, and I am not able to infer how you pull out emotional drivers with my targets.
-
-
The goal is to build some solid rapport and uncover the real pain points he has. It’s not enough to assume that you know or for him to assume that you know.
He needs to state the problems himself and you need to explore these problems at a deeper level.
If you say it, you’re a liar. .. if he says it, it must be true.
Making assumptions will kill your results and if you don’t explore the issue and have them state them, you’ll just compete on surface level which will be who has the best price.
Make sense?
We can chat more about this on one of the weekly calls if you can post the question and my answer here on the weekly call q and a post.
Talk soon,
Anthony
-
Support Forums are being phased out. You can still view the existing Forum posts but can no longer post in them. For all Support needs, please email help@coredm.com or click the blue Question Mark icon in the lower right hand corner of your screen.