How to READ People: Evaluation
E- Evaluation. Once your prospect is within realization (see part 1), evaluation begins. Human beings are evaluation machines. Evaluations are simply questions your prospects are asking which much be answered to their satisfaction before they buy. Your prospect consciously or unconsciously asks questions in four general areas:
?Why you?
?Why your company?
?Why your product/service?
?Why now?
Failure to satisfactorily answer just one of these areas can kill your sale.
The answers to these questions fall into two basic categories: the desire to gain pleasure and the desire to avoid pain.
Specific “pleasure” points may include:
?Return on investment
?Improved employee morale
?Pride
?Ego
?Security
?Approval from others
?Feelings of Success
?Intelligence
?Convenience
?Personal growth
?Keeping up with peers
“Pain” relief may fall into these categories:
?Increased profits
?Decreased costs
?Increased sales
?Efficiency
?Less stress
?Increased productivity
?Peace of mind
?Job security
Strategy 1: Ask “pleasure” and “pain” questions. In order to influence the valuation if others, you know how they evaluate. Earth-shattering, I know. Yet so many salespeople simply “show up and throw up”. They talk about every feature, advantage and benefit known to mankind regarding their product in hopes that one will miraculously connect with their prospect in such a way that they are uncontrollably compelled to say “I’ll take it!”
Examples of “pleasure” questions:
What’s most important to you in _______?
Why is that so important?
What do you like most about your current situation?
Why do you like that so much?
Why did you decide to go with XYZ company?
Examples of “pain” questions:
What’s not working?
If you could change anything about your current situation, what would it be?
What concerns do you have in this area?
On a scale of 1 to 10, how are things going in this area? What’s missing to make it a 10?
Strategy 2: Presentational Positioning. Your presentation should be relevant and specific to your prospect and their current situation. If you have asked effective questions, listened, and received accurate answers you are ready to give a tailored presentation. In your presentation, position your product or service as a way for them to move toward what they want and away from what they don’t want.
Doug Grady is President of High Achievers Network. For over 16 years, Doug has been engaging audiences from coast to coast with his wit and wisdom. Exciting, entertaining and enlightening are words invariably used to describe his unique seminars and workshops. He has been privileged to share the platform with legends Brian Tracy, Tom Hopkins, Tony Robbins, and Denis Waitley. As a business owner, professional speaker and musician, Doug is a jack of many trades and a master of one: helping you master yours. The companies he has trained include World Financial Group, Re/Max, Bank of America, and State Farm."Doug Grady gives you practical, proven ideas and methods you can use immediately, and he presents them in a fast-moving, entertaining and enjoyable style." -Brian Tracy, Author, Maximum Achievement
"Doug Grady has real world information that will make you listen, make you laugh, make you think, and make you money." -Jeffrey Gitomer, Author, The Sales Bible“Although I just arrived during your opening song, I can't tell you how long it's been that I've felt so totally re-energized; it's almost like the ideas and contacts wouldn't stop so I could get to sleep. I have a notepad next to my bed and it was full for the first time the next morning!” -Kathy Bonner, Group Sales Manager Laguna Playhouse
Your Best ClientsHow to FIND them and what to DO with them…
Business development can be boiled down into two critical components. How do we find bigger and better prospects and what do we do with them when we find them? This program will provide you solid, proven yet innovative strategies to turn your best prospects into your best clients. You will learn to augment standard selling strategies with non-traditional personal marketing and creative communication.
Discover how to:
• Find bigger prospects
• READ people
• Stay on the “mind of your market”
• Open closed doors
• Create consistent referral streams
• Network for results
• Be relevant and specific to each situation
• Close more sales