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| Man
or Mouse? The Five Defining Moments in Your Sales Process |
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Quote
of the Week:
"Catch a man a fish, and you can sell it to him. Teach
a man to fish, and you ruin a wonderful business opportunity."
— Karl Marx |
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Publisher's
Note:
Sales
trainer Bill Caskey writes about defining moments. If you
look up "defining moment" on Dictionary.com, you'll
see it's described as "a point at which the essential
nature of a character, person, group, etc., is revealed or
identified," or "an occurrence that typifies or
determines all related events that follow."
Caskey explains defining moments as the "places in life
that we have a choice - follow one path that is resourceful
and in everyone's best interest, or follow the path of least
resistance - where we wimp on our goals." He continues,
"If you're a sales person in any context - selling services,
products, or selling ideas, there are 5 defining moments in
the sales process. Check them out and see how you do in these
moments."
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Trivia:
In the 1960s, it was rumored that smoking dried banana peels
could get you high. Which pop song was considered to be the
ballad of banana smokers?
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Interesting
but useless fact: Yahoo! (spelled with an exclamation mark)
is short for "Yet Another Hierarchical Officious Oracle".
This name was coined in 1994 by two electrical engineering
PhD candidates at Stanford University: David Filo and Jerry
Yang.
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Intelligentsia
is the featured word of the week. Find the definition, pronunciation
key, and an example of it used in a sentence at the bottom
of the newsletter.
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Dogfucuis
Say: A day without sunshine is like, night.
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| THIS
WEEK'S FREE DOWNLOAD |
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your free subscription to this newsletter, click
here.
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Man
or Mouse? The Five Defining Moments in Your Sales Process
by
Bill Caskey
1.
The First Conversation. This is the time when "orientation"
gets set. What that means is the prospect begins to get
a feel for how you're oriented. Are you there to sell? Are
you there to beg? Or, better, are you there to question
and explore? Hopefully, the latter.
2. Finding the Problem. There is a moment in the
sales process where the way is paved for you to ask questions
to find customer problems. And yet few of us do. We're too
buy talking about our company - value-people-etc., stuff
that might be important to you, but isn't for your prospect.
This moment defines what you're there to do (in the prospect's
eyes).
3. Talking Money. Your solution costs money. There
are logical times in the sales process to talk money. Your
comfort in doing so makes the sales process sail. If you're
afraid of bringing it up, you're sunk.
4. Involving Others. In business to business selling,
there will be more than one person who makes/weighs in on
the decision. There is a moment in the process where you
must involve others. Maybe the first step is to ask the
simple question: "Who else cares about solving this
problem?"
5. Getting a Decision. There is a moment that you
should lay the ground work for the decision. You aren't
asking for a YES. But you should always be planning the
moment where either you tell the prospect NO or they tell
you NO. Either way is OK. But don't miss the moment.
Bill Caskey is a sales development leader and experimenter.
His ideas about selling are convictions about life, money,
and meaning. He has coached sales professionals and executives
for over 19 years. His philosophies and strategies have
fueled explosive growth in sales and profits for clients.
To learn more, visit his website www.CaskeyTraining.com.
Reprint Permission: SalesDog Newsletters may be reproduced
and redistributed in any print or electronic form provided
that "www.SalesDog.com" is indicated as the source.
Distribution on Internet should use a live link to our site.
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Can
You Read People?
Learn
to read your buyer. Police detectives, professional poker
players and successful deal makers have one thing in common.
They are all experts at reading others. It's a skill which
pays big dividends. Check out the new Watch
and Win ebook here.
Trivia:
In
the 1960s, it was rumored that smoking dried banana peels
could get you high. Which pop song was considered to be the
ballad of banana smokers?
Word
of the Week: Intelligentsia plural noun [in-tel-i-jent-see-uh]
- intellectuals considered as a group or class, especially
as a cultural, social, or political elite. ( often
lowercase ) Informal . primitive, unenlightened,
or reactionary; culturally or intellectually backward.
Example: What attitude should the working class take toward
the capitalist class and the middle-class intelligentsia?
Definition
courtesy Dictionary.com
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YOUR FREE DOWNLOAD HERE |
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Trivia
Answer:
Mellow
Yellow, by Donovan
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your free subscription to this newsletter, click
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Do
the write thing...
I
really appreciate your feedback. I read and try to respond
to all I receive. My email address is Michael@SalesDog.com.
Please send your comments and suggestions directly to me rather
than hitting the reply button or odds are I'll never get it.
Do
The Dog a Favor. If you found this week's advice helpful,
please forward
this page and invite your friends and co-workers who sell
for a living to join the pack.
The purpose of the SalesDog newsletter is to inform,
inspire and challenge you.
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Redistribution
Notice: SalesDog Newsletters may be reproduced and redistributed
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is indicated as the source. Distribution on Internet should
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