Clients Only Resources

Pocket Coach:

Need a quick reminder to reinforce the system? Print this page and keep it next to your telephone.

Opening Meeting Agreements:

• How much time will we have today?
• What do you want to accomplish?
• Is it okay if I ask some questions?
• At the end of the meeting we'll decide what to do next. No is okay, of course.

Investigate/Qualify – Pain/Fear/Interest Questions:

• You said you were frustrated about….Can you tell me a little bit more about that?
• How long has this been a problem?
• What have you done to try to fix it?
• What kinds of problems is it causing for you?
• What's the financial impact?
• Who do you feel about it?
• Who else cares about it?
• How important is it to fix?
• What would a perfect solution look like?

Financial Issues:

• Is there a budget available to fix it?
• It might cost as much as $_______. Is that $$ available?

Decision Process:

• Who, besides you, needs to approve it?
• When's the latest you'd want to make a decision?
• Why is that date important?
• What criteria will you use to make your decision?
• What to you need to see to be sure we can help?

Closing Meeting Agreements:

• Let's pretend you felt we could help. What would happen then?
• I'll present my solutions. Tell me yes or no. Okay?

Present Proof and Protect:

• Summarize and prioritize the issues with the decision maker(s).
• Present your solutions to their problems.
• Scale of 1-10, how do you feel about our proposal?
• What do we do now?
• Protect against competition and buyer's remorse.

The Focus (KASH)

• Knowledge: Product, competition and marketplace
• Attitude: Positive mindset in spite of adversity
• Skills: Following a proven selling process
• Habits: Disciplined, consistent, goal-driven activity

The Rules

• Trust is the foundation of every sale.
• Prescription before diagnosis is malpractice.
• Ultimately people are buying solutions to problems.
• Let the prospect convince you they have a problem.
• Not everybody is a prospect, so “no” is okay.
• Follow the 80/20 rule: shut up and listen.
• The great qualifiers are the best closers.

The Tactics

• Reward and Re-focus: “I'm glad you mentioned that. How does that…?”
• Easy Exits: “It would seem this isn't really a big issue for your company. Am I off base here?”
• Landmines: “My biggest fear is…”
• Dummy Up: “I'm a little confused. Can you help me understand…?”
• Feel it, Say it: “I get the feeling that…”
• Let's Pretend: “Let's pretend you felt we could _____. What would happen then?