Get Inside Your Prospect's Head

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Get Inside Your Prospect's Head

Craig James

Sales Solutions

October 21st, 2008


Agenda

Introductions

Content

Closing Q&A


Key Themes

Buying is a complex process Buying is primarily emotional, not logical Buyers’ decisions are influenced by

numerous factors, many of which are not obvious

We can use this knowledge to increase our odds of connecting with customers, and to close business


Why do people buy? Why do we buy?

As a consumer?

As an employee or a business owner?


Business vs. Personal Needs

Business Needs Save money Improve

efficiency Streamline

operations Increase sales Grow market

share

Personal Needs Earn promotion Peer approval Learn new skill Recognition by

senior exec More family time More vacation


Personal Needs Trump Business Ones!

When push comes to shove,

WIIFM always wins!


So, what are you selling to?

Is your “pitch” targeted to

Business Needs?

The features and benefits of your product

Personal Needs?

Addressing the customer’s vision of the ideal purchase


To whom are we selling?

Multiple players, multiple agendas

Executive Technical User CFO Gatekeeper


Each has own set of needs (agenda)

Executive

Technical

User

CFO

Share price, personal stature

Easy to maintain, pat on the back

Easy to use, leave work at 5:00

Save company money, add to my bonus


Not all players are created equal

Differing Degrees of Influence

Degree Degrees of Advocacy


The Five Keys to Getting Inside Your Prospect's Head

Personal Agenda

Dominant Buying Value

Motivational Triggers

Buying Style

Concerns and worries


Personal Agenda

WIIFM

Earn promotion Peer approval Learn new skill Recognition by senior exec More family time More vacation


Dominant Buying Value

Opportunity to Gain

Fear of Loss


Motivational Triggers Money Comfort/Convenience/Ease of Use Emotional Satisfaction

Approval, Prestige, Image. Pride Belonging, Acceptance Growth, Self-Expression Security, Safety

Reduce workload, hassle or stress on the job.


Buying Style

Short-Winded or Talkative Cautious and Analytical, or Impatient Decisive or Indecisive Authoritative and Controlling, or Yielding Antagonistic or Relationship-oriented Confrontational/negotiation-oriented, or

accepting Focused on Immediate or Future benefits


Concerns and worries What concerns has the prospect

expressed?

More importantly, what concerns and worries has he not expressed?


So what do we do with all this?


How do we determine their agendas?

Ask questions

What challenges are you personally facing?

What’s your biggest frustration? What’s your ideal solution look like? How would doing nothing affect you

personally?


How do we determine their Dominant Buying Value and Motivational Triggers?

Ask questions!

What accomplishment are you most proud of?

What’s the best thing that’s ever happened to you?


How do we determine their buying styles?

Observation!

Listen to what they say,and to how they say it - the non-verbal signs

Observe the non-verbal signs

Sense what kind of person they are


Summary

Get Inside Your Prospect’s Head to Sell More Effectively

Determine How

Roles Ask your “sponsor”

Agendas Ask questions about challenges, frustrations, ideal solutions

Dominant Buying Values and Motivational Triggers

Ask questions that get at personal goals and listen carefully to what they say and how they say it

Buying Style Observe, listen, sense

Concerns and Worries Play the role of a therapist. Encourage prospect to open up


Closing Q & A


Sales Solutions Service Offerings

Skill Improvement/Enhancement

Sales Process Improvement

One-on-One Sales Coaching

Outsourced Sales Management


Get Inside Your Prospect's Head

Craig James

Sales Solutions

877-862-8631

www.sales-solutions.biz

[email protected]