The Master at Work - Creating a Vision for your Clients

Today I watched a master at work. I had the privilege of watching a master salesperson take what seemed to be an impossible win and turn it in to a potential up-sell opportunity. We walked in to a clients building with only the hope of being involved in a phase two implementation and walked out with a bigger request to quote than we expected. I watched an SOS think on his feet, see through to the key issues that a client was trying to address, think ahead to a best-in-breed solution and walk the client through that solution, from square one to a 3-5 year vision. It was masterful!

Establishing the Vision:

1. Discovery - ask questions, get to the root of the problem. Don't take the first set of concerns as the real root. Clarify restate until you and your customer feel you have a good grasp on what they are trying to achieve. Make sure you ask about future direction and plans.

2. Re-educate - you may have to backtrack to make sure that your solution is understood. Tailor your discussion to the key issues you uncovered in the Discovery phase. Address them all!

3. Look Ahead - take the customer to a place 5 years from now and make sure they see the bigger picture and establish the foundation to that 5-year plan NOW! Take in to consideration and elaborate on present and future costs to the decision they make now.

4. Make it personal - Today's decision will effect their success 2-5 years from now. Make sure you tie their success to the vision you are creating.

I owe much of my most recent learnings to my current mentor and boss, Ed. Thanks Ed!

How to Stand Out in today's Market of Desperation

I learned a couple of valuable lessons today during a semi-regular meeting with a Colleague. We try and meet for breakfast every couple of months and share ideas and contacts. This morning's meeting was particularly valuable. I shared an idea with him and he shared one with me. Both of us went away feeling refreshed and ready to tackle another day.

I have had two customers in the past week tell me that they would not want to be salespeople in today's market. When I asked them why, they both said that they are getting at least 4 Cold-Calls per day from desperate salespeople looking for business. They also said that they don't respond to any of them and have stopped answering their phones. (no wonder I can't get anyone on the phone these days).

When I raised the issue with a good friend and respected colleague this morning, he suggested a great technique that I plan on implementing immediately. His name is Dave Baxter and here is what he suggested.

The 24-Second Voicemail
1. Come up with a unique opening line. Be direct and tell your prospect that this is a sales call, but that your message will only take 24 seconds. Don't tell them your name yet. (8 Seconds)
2. Read and research the prospects News Releases and Filings ahead of time and look for Risk Factors. Tell the prospect in your voicemail that you have an idea that addresses the Risk or Issues you discovered in their filings and News Releases and that you would like to share your idea. (8 Seconds)
3. Now tell the prospect that you will be calling in 3 days to discuss your idea and set an appointment to dive deeper. Leave your name and number in case they want to contact you sooner. (8 Seconds)

Make the call on the day you promised. I look forward to giving it a try and will write about it.