Keys2selling

Earlier this week I tweeted, “Try your best to begin every meeting with laughter. Nothing brings you and your prospect together more effectively.” This strategy is more powerful than you might first think; read on.

It takes a buyer and a seller for a sale happen. Sales is a business of people, by people and for people. In fact, that may be one of the reasons you got into sales in the first place. It is indeed a “people” business, and one of the most powerful ways to connect with your prospects, on a very emotional level, is by incorporating humor into your selling process. Those of us who have been through Old Brain training learned that decisions are made on an emotional level first then justified later by the conscious mind. And humor is an emotion that is not only enjoyable, but powerful.

Sincere laughter makes people feel great and they remember the people that make them laugh often. Maya Angelou wrote the quote, “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
I’ve worked with sales pro’s whose customers actually look forward to a visit or a call from them. Why? Their customers say their rep is “upbeat” or “fun to be around.” Their visits are a bright departure from an otherwise routine and stress-filled day. Sound like they are talking about you??? If not, it may be time to lighten up!

Sometimes, Bob will actually disguise his voice in a different manner each time he calls. He does this, of course, after familiarizing himself with a customer. Bob has established quite a following and has become very well known among his customers, their staffs, fellow salespeople, partners, and even his competition. As a result, his brand of humor has aided him in establishing a special relationship with all those he deals with. He is a bright spot in their day and as a result, accomplishes things that few others else can. If you asked his customers, “Tell me about Bob.” they would recall him as someone who brought a smile to their faces on an otherwise stressful day. If he hadn’t used humor, Bob would just be “another salesman who wants to sell us something.” He did something which made him stand out. Remember that a key premise in successful selling is that people are more likely to buy from people they like and people who are different.

Disclaimer: Personally, my default position is the be systematic and in total control. That does not always go well with humor. But, just ask my family and friends, I can be really funny! I’m just not a natural like Bob. But if I’m with a client who clearly has a great sense of humor, and the situation is just right, I can deploy humor very effectively. So that’s me. Bob can be funny in almost any call. It’s an amazing talent I just don’t have, and maybe you don’t have it either. But don’t sell yourself short. Humor is far too powerful a tool to ignore. Maybe not all the time like Bob but when the situation makes it comfortable for you to use, use it! you…

If you want to stand out by using your sense of humor, here are a few tips:

• Listen carefully to your clients to determine what the appropriate humor style is. Be prepared to adapt your “humor strategy” to match that of your clients, but know that, with some customers, humor will not be an option. For them, you’ll have to pursue a “strictly business” approach.

• E-mail appropriate humor to them only after you’ve received their permission to do so. They may not appreciate the impact on their inboxes. Never E-mail anything even remotely “off-color”, offensive, or suggestive. But E-mailing something that makes them laugh is an easy way to stay in touch and shows you’re thinking of them.

• Determine your client’s special interests and hobbies and use humorous anecdotes that are pertinent to them. For example, if they play golf, good jokes abound about the trials and tribulations of the struggling golfer.

• Use humor to discharge tense or uneasy situations. If your customer is stressed about closing your sale, use a little humor to relieve the pressure.

• If using humor is not natural to you, don’t push it. Just be looking for opportunities to use humor that is comfortable for you. If you are watching for those opportunities, you will be surprised at how often they arise.

In the end, it’s about loosening up. Up-tight sales people are often NOT effective sales people. Professional, but fun, beats stodgy and up-tight most of the time.

Onward & Upward!

BH

Fact: We now find ourselves at the point in time where most New Years resolutions are being abandoned!

The New Year’s Resolution/Goal Formula for Achievement

OK admit it; new year’s resolutions are a pain. Lose weight. Eat better. Get in shape. Join the gym. Run three miles a day. Stop watching so much TV. Stop drinking. Pretty much stop having fun!

And guess what… NONE of those things are gonna happen. Well, they may happen for a week or a month, but the old, comfortable ways will beckon and eventually seduce you back into the very groove you were so determined to break out of.

Remember last year’s resolutions? How did they work out? How about the last TEN years? Did any of them end up being permanent life changes? Don’t feel bad, you are NOT alone. It is estimated that only 8% of people that make a New Year’s Resolution keep them. So how do we avoid ending up in the 92% who fail? How do we really make some changes we know would benefit our lives in a big way? A permanent way?

Well… HAPPY NEW YEAR… AGAIN!
Yes, it’s time to make the annual pledges to do more, less, or better. To quit, start, change, and do it THIS YEAR for sure.

First, remember New Year’s Resolutions are nothing more than “Goals” and should be handled accordingly. So, here’s a great way to look at goals. You have all heard the legendary quote, “Begin with the end in mind.” This is a half-truth and is actually potentially dangerous thinking.

EXAMPLE – Goal: I want a new car by the end of 2020. OK, so what? A far more effective way to express this goal would be to elaborate and say, I want to take more weekend drives in the mountains. To feel the wind and smell the air! To do that, I’ll need a new car. A convertible. I’m looking to buy a rag-top MINI Cooper by September of 2020. Stated in this way, your goal started with the emotional experience you want to achieve; drives in the mountains. Then you identified the tool to deliver it; in this case the MINI. Just saying your resolution is to buy a new car by September is not emotional and won’t stir your soul toward achievement.

So begin with understanding what got you to this point where you are wanting to make a change. Next decide what goal to set to get you what you want. THEN, make a plan with the “OUTCOME defined” – not the end in mind. In the case of the new car, think about the wind in your hair, the smell of the mountain air, the feeling of the sunshine on your face. Picnics by a waterfall. That’s emotional and that will stir your soul!

Resolutions and the first of the year are also a time for reflection. Same with starting a new Sales year. You bring to mind old resolutions and old sales goals, met and un-met. And this reflection is good and will allow you to repeat what you did well, and fix what you didn’t do so well.

Some of the toughest answers, and the most important answers in your life, are the ones you must give yourself in the quiet of own thoughts. How you did it, or why you didn’t get it done. These are incredibly powerful moments as they are an opportunity to focus your thoughts on positive and meaningful change. This is also where some people give up and fail. Sad.
Their negative “self-talk” tells them about all their challenges (the negative self we all have in us) – “my life is full of challenges, I’m single, I’m married, no kids, too many kids – one on the way, divorced with kids”, yada yada. The fact is, EVERYONE has their challenges, but some get it done anyway. Why?

Ask yourself:
Why are you our of shape?
Why are you not killing your sales goal?
Why are you fighting with your spouse?
Why are you… fill in the blank______________?

Those answers will provide the foundation for your goals, or resolution setting AND achievement; real achievement you can look back on beaming with pride.

It’s a simple concept: you can’t KILL your sales goals, until you figure out why and how you fell short of your past sales goals, and what lifestyle changes you may have to make, and what self-disciplines you have to implement in order to achieve success. Otherwise you’ll continue to under perform.

Then affirm the resolution or goal in writing and post it in places you see every day, multiple times a day. Bathroom mirror, car dashboard, a sticky note on your computer. Look at it every day until you begin to take action. Also, say it out loud. It may sound goofy but when you state a goal out loud you bring in the auditory channel to your brain, and it’s absolutely proven to be more effective. So, go find a quite spot where people won’t think you are crazy and state your goals out loud. The more times a day you do this the better.

Profess the resolution. Unlike what you did above, now go tell several people you respect about your goal. Tell them to ask you how it’s going along the way. Professing your goals makes it VERY real and will up your goal achievement game substantially!

• Define your goals in detail and emotionally
• Resolve them in writing
• State them out loud
• Profess them to others

Whether goals are personal or professional, remember it’s a New Year, but goals SHOULD be set throughout the year! It’s your opportunity to make things happen that will have a huge impact on your life. Don’t let time and inaction deny you the great things that await you!

BH

Dating back to the late 1990’s in the PEO/ASO industry there has been a rarely used but often talked about closing tool called the “Resume Close.” While actually using it would be a bit of a long shot, the concept behind it is very strong and worthy of consideration. If you ever DO use it, know that you are pretty much throwing your final hand grenade! It probably won’t work, but what have you got to lose if the deal seems otherwise dead? This could be modified for virtually any industry. Again, pay attention to the message behind the close.

Here’s the scenario. You’ve gone through the entire sales process with a prospect. You found genuine pain and your solutions are uniquely positioned to eliminate that pain, and then some. Your once seemingly interested prospect shuts down. He agrees with most everything you’ve presented but he’s just not going to move forward. Now what?

Throw the hand grenade!

“Sir, I guess I’m not here to try to sell you anything after all. I’m here to apply for a job. The pay I’m requesting is $12.00 an hour but that’s negotiable. (hourly cost of your  fees.)

Let me share with you my qualifications.

I have over 30 years of payroll processing experience (the collective experience of your Payroll team). I’ve processed payroll for companies ranging from new start-ups, to multi-state corporations with over 1000 employees. Out of what you pay me, I’ll process your payroll, print checks on check stock I’ll pay for and/or process direct deposits for your staff. I’ll pay all your payroll taxes, and if I ever make a mistake doing this, I’ll pay the IRS penalty out of my own pocket. I’ll provide you with whatever reports you wish each payroll or as dictated by you.

I also have over 30 years of experience in Workers Compensation and Workplace Safety (the collective experience of your Risk team). I’ve set up safety programs for industries ranging from heavy manufacturing to hospitals. Because I’ll be processing your payroll, I’ll be able to calculate your workers compensation premium to the penny each pay period and bill you accordingly. This will eliminate your ever making a deposit to start a policy or ever having to go through the audit process at the end of a policy year. I’ll provide you with one Million dollar coverage limits. I’ll set up a formal safety program in your company and ensure all employees know how to perform their jobs safely. And if an injury occurs, I’ll personally investigate the claim including paying a private investigator if I think the claim might be fraudulent. I’ll institute an early return to work program as needed to get injured employees back to work.

I also have over 30 years of Benefits Administration experience (the collective experience of your Benefits team). I’ve administered ERISA qualified employee benefit plans for business from one employee to over 1000 employees. I’ve worked with virtually all carriers and even helped craft Self-funded insurance plans for businesses of all sizes. I’ll ensure your benefits are administered in full compliance with all applicable laws and significantly reduce your Fiduciary Liability in offering these plans. I’ll also set up a Multi-Employer Plan 401k that will remove virtually all Fiduciary risk associated with sponsoring a 401k retirement plan. I’ll file your form 5500 and handle all the plan administration. I’ll even pay for the plan audit out of what you pay me.

Lastly, I have over 30 years of Human Resource experience (the collective experience of your HR team). I’ve earned the exclusive designation of “Senior Professional of Human Resources” and have led Human Resources departments in small business and large multi-national corporations. On day one I’ll create new employee files for all your employees. These files will be 100% compliant with the latest laws and regulations. Within the first 90 days I’ll put into place a customized employee Handbook and review all your formal policies and workplace postings. I’ll always ensure, in real time, that you are in full compliance with ALL applicable labor laws and if you are ever contacted by the Department of Labor or any other enforcing authority, I’ll be at your side to help handle it.

So, my question for you now is, who could you find that is more qualified than I am, and when would you like me to start?”

Onward & Upward!

Ben Hipps

If you have been in this sales any amount of time, you know this scenario: You finally land that initial sales meeting. You meet with the prospect and everything clicks. The business owner loves you, you find all kinds of pain, he expresses interest in the solutions you discussed, and everyone agrees the next step is to get a proposal. So you gather the data you can directly from him while you are there but there are a few things that he’s going to have to get back to you on. (in this scenario he wants to be the one to provide you with the data.) You shake hands and leave the meeting feeling on top of the world. “This one’s in the bag!”

Days pass and the data he was going to send you never comes. You call and he says, “oh right, I’ll work on that later this week.” Another week rolls by and nothing. Pretty soon he stops returning your phone calls and now he’s just another lost prospect. Unfortunately this happens far too often.  Owners, decision makers, CEO’s all tend to be really bad at providing follow up data.  And if enough time passes, they will forget why they liked your offering so much and disappear.

While there is no magic bullet to totally prevent this scenario, there is a basic tactic you can use to significantly improve your outcomes. “Set the next step.” No matter what stage of the process you are in, whether meeting on the phone or in person, you must set a concrete next step to let the prospect know this process is moving forward.

In the discovery meeting scenario mentioned above, when that meeting ends and you have gathered everything you can, take out your planner, smartphone or “prospect calendar” and right in front of them, with them watching you, ask them “so how much time do you need to get everything else to me?” If they say, “next week some time”, you need to respond with a specific date. “Ok great, would by next Thursday work?” He responds; “Sure I can have it to you by then.” So while he is looking at you enter into your planner, smartphone or prospect calendar that by next Thursday you’ll be receiving the final data needed for the submission. By doing this in front of your prospect, you are communicating that this is a mutually agreed upon expectation. It’s a strong message. So once you have entered that date in front of your prospect, follow up with: “great, I’ll be looking for this info by Thursday”. THEN you say, “If I have not heard from you by then, may I give you a call just to check in?” Another powerful little tactic. So now he knows that not only is everyone agreeing on next Thursday as a deadline, but also that you will be calling him if he does not come through.

Now, if there is a “magic bullet” to data gathering, here it is! 

When the meeting is wrapping up and there is agreement to move to proposal, first agree on a proposal date and enter it into your tool of choice right then and there.  Next, tell your decision maker that you’ll need to gather some data first and then ask him if there is anyone that he can assign to help you get what you need. If he says, “sure Sally can help get you everything.” That’s a VERY good thing! Ask him to introduce you to Sally, IN PERSON. When introduced, tell Sally that you are preparing a proposal for Mr. Prospect and he said she would be the best person to help.  Turn to Mr. Prospect and thank him for his time and tell him you look forward to seeing him on the proposal date, and wish him a great day.  Now working with Sally, gather everything possible while you are there.  If there is anything she doesn’t have and must send you, use the same tactic as above. Get Sally to confirm a specific date by which she will be getting you what you need and tell her you will call to check in if you have not heard from her by that date. Thank Sally PROFUSELY for her help and wish her a great day.  (It doesn’t hurt to later email your decision maker to inform him the date Sally promised everything by.)

The reason this is so much better is that “the boss” has assigned this task to Sally, so she is very likely to follow through. And unlike “decision maker” types, Sally is probably going to be very thorough AND timely getting you what you need.

In closing, remember to always try to work with a “Sally” to gather data.  But either way, remember to PROPERLY set the next step.  Remember also that setting the next step is not just for data gathering.  It’s for any time you are breaking off the dialog but a next step remains. Even if you are phone prospecting and the prospect says, “I’m interested but I need to call you back.” You need to say, “great, if I have not heard back from you by tomorrow, may I give you a call just to check in?” Set a concrete next step EVERY step of the way. Not doing so leaves a nebulous, empty feeling with the prospect that is too often a set up for a deal that just fades away.  Doing things the “right” way is just too easy not to do.  Control the process and close the deal!

O&U!

BH

Why did you lose that deal or that client?

Think about the last sales person who really rubbed you the wrong way. One where you later said, “I would never buy from that guy at ANY price!”

Why do these sales people irritate you so? In my studies on buying and selling styles, I have found that most sales people have simply not learned to read and adapt to the buying styles of their customers. Instead, most sales people sell in just one style – theirs. That’s too bad, only 20-30% of customers will like their selling style, another 30-50% may tolerate it, but at least 20% will be completely turned off by it! Can you imagine losing 20% or more of your sales simply on miss-matched style alone?!?!

OK, so what are the buying styles?
Buyers typically will fall into one of four basic styles. And yes, some buyers are a combination of buying styles. However, in general, one of these four styles dominate a person’s buying pattern.

The High-D (Drive) buying style is direct and decisive and high ego. Often these are the CEO’s, Presidents, any of those BIG titles. In fact, CFO’s are most often High-D. They want you to, skip the small talk, cut to the chase, tell them what you do and what’s in it for them. For these buyers you must make rapport building short and sweet and move to finding out what their issues are and tell them how you can help them. They will tune your butt out if you take too long to get to the point or get into features for which they have no interest. These buyers move fast so you better keep pace with them.  And the funny thing about High-D’s is that once they get to know you and like you, you can’t shut them up; totally different from the initial “facade.”  Also, once won over, they are VERY loyal.

The High-I (Influence) style enjoys engaging in conversation and discussing the big picture. They are visionaries. They want the stage. They want you to let them talk about their needs and experiences and to engage them in how they will use your service. These too are usually the Founder, Owner, President, CEO types. They will lose interest if you get to “granular” or don’t keep them at the center of the conversation. They like big ideas as much as the sound of their own voice. I’ve personally experienced buyers like this where we talked very little about their needs or my solutions but they ended up buying from me because I gave them what they wanted, the stage; to tell their stories, to impress me with their vast knowledge. In doing so, they “liked” me and that’s one of the keys to the sale.  As clients, there is not much you can do with these High-I’s as they are forever lost in their own heads. Just stay in touch and make them feel appreciated.

People with a High-S (Steadiness) style want you to get to know them. For a High-S, it is all about the relationship. HR people, while not necessarily buyers, are great examples of High-S. They will buy from you because they like you and trust you. They will shut down if you become pushy or demanding. Earning their trust takes time, and it can be lost in a single moment. Reaching the emotion behind their decision making is easier than with any other buying styles because it’s right there on the surface.  And once they are a client, you MUST nurture the relationship. If you don’t, they probably will not be a client for long.  Think of them like filling a bucket with a one inch hole bottom with water. If you don’t keep putting water in, that bucket will quickly go empty.

High-Cs (Compliance) want to be sure they are making the right decision. Common High-C’s are Controllers, or someone who reports to someone else. They are very afraid to make a mistake. They want you to present information in a logical, linear fashion. They want the details and time to go through them. They will tune you out if you make claims you can’t back up or try to force a decision before they are ready. Their decision will still be an emotional one (old brain), but their routine is simply that they have to go through the motions of analyzing the details to justify the emotional decision they have already made (even though they don’t realize they have already made it!)  Once they are clients, frequently check in with them to make sure they are pleased with your service. Let them know you’ve got their back should anything go wrong, and that they can always call you if they feel the need to.  Make them feel safe.

Again, most sales people ignore all this and sell the way they want to be sold to. So what happens when a High-D (get to the point) sales person tries to sell to a High-S (get to know me) customer, or when a High-I storyteller tries to sell to a High-C (give me the facts) customer? Maybe an interesting interaction, but probably not a sale. If the sales person doesn’t adapt to the customer’s buying style, he or she can easily lose the sale – not because the service doesn’t meet the customer’s need – simply because the sales person was selling in the wrong style.

The greatest sales people are chameleons! They adapt and change personalities on a dime.

Recognizing Buying Styles
How do you recognize a person’s buying style? It’s pretty easy if you just look for it. Most people will unconsciously tell you all you need to know by the things they say, the things they do, the way they decorate their office, their LinkedIn or Facebook page, and even their voice mail message. For example, if a prospects voicemail message is, “You know what to do, beep” then you know, this person’s buying style is a High-D. And you know this from just five words!  Their LinkedIn or Facebook page will be loaded with their accomplishments, quotes about winning or politics. It’s all about them and their ideas. Their office will look the same; maybe even a couple animal trophies on the wall! Get to the point; don’t waste time with idle chatter.

Or suppose you hear, “I am sorry that I am not here to answer, but your call is very important to me. Please leave a message and I promise to get back with you. Have a nice day.” You can tell from the language that this person is screaming “Relate to me” – a very High-S message. Their Facebook page will be filled with beautiful sunset photo’s, pictures with family, will have quotes on “being kind”, you get the idea. This person wants you to get to know them. They want you to take your time, understand their needs, and build trust. Don’t start selling before you’ve given proper time to the relationship building they require. The point is people are telling you how to sell to them, IF you are paying attention and know what to look for.

The point of this Tip is to stop “Selling to yourself!”  (I’ll finish that book… one day.)
You will be SO much more successful when you recognized and adjust to the way each customer buys. The message of Buying Styles is simple: adapt or continue to be a mediocre sales person.

Ladies and gentleman, this one is too easy not to get it right. Take the time to study this concept and start diagnosing your prospects buying styles, and adapt yours accordingly. Your bank account will notice the difference!

Onward & Upward!

A “meme” (rhymes with “steam”) is an idea or piece of information that, once stated, takes on a life of its own. And meme’s are either good or bad; never neutral. Meme’s have incredible power and need to be understood so you know how to use them and how to keep them from using you.

Here is an example of a “negative meme” I personally experienced in my work life. The company I was with had an account that was gave us a lot of trouble in the on boarding stage of the relationship. It’s not that the people at this account were bad, or that they were just being difficult with us, it was just a complicated case and a lot of challenges arose in the early going.

So at one point in the process a member of our Management team referred to this new client as a PITA (hopefully you get the acronym!). To that Manager, I know it was just a “throw away “comment, but to those that heard it, that comment took on a life of its own. It became a “meme.” That meme manifested itself in the minds of the teammates who heard the Managers remarks. It changed how they viewed this account and that change was not for the good. This account became known as the “PITA” account. Soon everyone, right down to the front line service team knew them by this unfortunate label. That underlying negative tone was now a living part of everything having to do with this account. Sure we worked to serve them well and by all appearances, we did. But that meme was alive and well and it exerted its force on every person who worked with this account.

Sadly, the account ended up being lost. Was it because of the little throw away comment that Manager made on that one day? It’s hard to say, but it’s worth considering. That PITA label, especially coming from a person in a position of authority, had an impact. It was heard by the team and spread from there. It was in the minds of everyone who worked with this account. Did the team have less patience with this account because of the meme? Did they hold back just a little on going the extra mile? Again, it’s worth considering. Meme’s do have the power to do that, and a lot more.

All this said; remember that a meme can work for the good too. What if this account had been described by that Manager using a very positive term or acronym? What if the team felt this account was greatly honored and appreciated by that Manager? Would they have worked a little harder; gone the extra mile?

Either way, the message here is to consider the impact of your words. Words are ideas and ideas can take on a life of their own. And once released, they can move from person to person and exert a far-reaching impact on things you would had never imagined.

So think about what you say.   In your selling, in your daily interactions and in your personal life, consider how a thought you share might travel and the work it will do. Whether that work is for good or for bad, it all started with you!

O&U!

PS: if you would like to learn more about MEME’s, I recommend the book “Virus of the Mind” by Richard Brodie

For as long as I can remember, common wisdom dictated that in sales going last is best. Initial meeting, data gathering, presenting, whatever, we’ve been taught to position ourselves to be last.

Well, I was wrong… we all were wrong. And here is why

 
First off, the logic behind the “go last” theory was that when you go last, you are the last impression, closest the point of decision, and after all, you always save the best for last right? In a performance the big act always goes last. And that works perfectly well in the world of performing arts, but in selling, it may not be the best set up for a win.

Here’s the issue. Buyers buy based on a number of factors including, facts, impressions, logic, and of course, the big one… emotion. So their eventual decision will be guided by the collective effect of everything leading up to that decision. With this in mind, do you still think the best position is going last? If so, read on.

When you are the first person with whom your prospect meets, you get to set the stage. You get to establish the expectations your buyer will use to make the eventual buying decision. And consciously and/or sub-consciously you will be the one to which your prospect will compare everyone else. You see, when you are first in, your buyer has nothing with which they can compare to you. When you are the last in, many seeds have been planted and the buyer cannot ignore them. These “seeds” WILL guide his decision- making process and his final decision. Good or bad, if you go last, your ideas and solutions will be competing with everything the buyer has heard before you. As you present, the words of all those who have gone before you will ring in the head of the buyer. Comparing one thing, and questioning another. By contrast, when you are first, he is all ears, the white board is clean.

Here’s a real example of how I started to realize the power of going first. I was contacted by a Controller of a large company who was putting out a Request For Proposal (RFP). He gave me a lengthy document with all the specs on their desired purchase and that which the eventual vendor would have to meet to win the business. As I looked at the document, I saw that it was missing many key factors that should be considered to make a truly informed decision. So I contacted the controller and essentially helped him re-write the RFP.  And in doing so, I built a relationship with him, but I also built in key specifications that would not only lead to a better final decision, but also set me up to deliver in ways I knew my competition could not. The controller not only appreciated the items I added, he sent the RFP to all other vendors with my modifications included. BAM!!! I almost felt sorry for my competitors as they read the specs of the RFP.  So I was in the driver’s seat and in virtual control of the entire buying process. Yes, I won the business. From that point on, I always did my best to be the first to meet, first to gather data, and the first to present. I set the tone; I established expectations and everyone else was compared to me.

This is admittedly an uncommon example, but it makes the key point

By being first for the initial discovery meeting, you are able to set the stage for the final decision. Through your professionalism, your unique sales process, and your knowledge of your offerings and the competition, you own the first impressions, you own the initial relationship, and you can build the case for what the buyer needs to seek in a new vendor. Oh and, that new vendor is going to look just like you!

By being first to gather data, you will again, through your professionalism and streamlined data gathering process, set the bar for what can be the most laborious part of the process. You will be the first to build relationships with your prospects key support staff and everyone else will be compared to you. And once they’ve gathered all the data you requested, they’ll have what the other vendors will be likely be asking for so you are actually limiting interaction between the prospects and the other vendors!

And by presenting first, you’ll be the first to show that the key attributes the prospect is looking for in the ideal solution, are exactly the attributes you’re bringing to the table. Your powerful and focused presentation will be the benchmark others must follow. And as they present, your prospect is going to be thinking about your solutions first, and how the other presentations compare. In essence, you’re words will be ringing in the prospects head while your competition is presenting!

Another way to look at this is to consider the power of first impressions. We all know that first impressions are critically important, but why? The answer lies in the same logic as we’ve covered in this article so far. It’s because, the first impression set’s the stage for how all following impressions will be processed. In a similar way, going first in the sales process establishes the framework of how the eventual decision will be made.

And by the way, the only thing worse than going last is going ANYWHERE in the middle.

So get in early and take control of the process. Your competition may hate you, but I’m sure you’ll get over it!

Onward & Upward!

BH