Speaking to you as a recruiter with over 10 years experience of selling consultancy services, it took me a while to figure it out, but when I did, what a difference it made.

Matching candidates to job specs and companies is not enough!
Depending on the vertical market you operate in, some markets provide an over subscription of candidates and others don’t. With competition for jobs high and clients aware that some agencies will drop their fees for the opportunity to do business, its mission critical that agents, consultants, recruiters are equipped with the latest tools to really make sure that when they get a shot at filling a role, they get a return on the effort they put in to sourcing for that role.

Knowing a client and candidate ’strategies’ is THE road to placement success!
As human beings, we run individual sets of strategies – how we are motivated, how we make decisions, what our work preference is, whether we primarily agree to disagree or disagree to agree and many others. In a recruitment sales context, knowing the questions to ask that get the responses which enable ‘successful candidate and client management’.

Many recruiters ask the question, ‘What are you looking to achieve from your next role?’ as well as ‘What is important to you from your next position?’ If you are reading this and don’t, then in my opinion you are flying by the proverbial seat of one’s pants. These questions elicit a person’s ‘values’ – the triggers/hot buttons of a person’s make up, the things that they need to move, their criteria. Taking this a step further, it’s possible to find out how a person is motivated (towards objectives or away from the consequences of non-achievement) by asking ‘why’ the thing they have stated as important is important to that person. Still with me??

Let’s put it this way – telling someone what they will get from their next role, when their motivation strategy is ‘away from’ means that the communication offered is not in alignment with their personal make up. On the other hand, telling a person what they don’t want to have when their strategy focuses on attaining/achieving DOES NOT create the level of rapport a recruiter needs with candidate or client. In the same breath, focusing on the job tasks and ’specifics’ of a role to a ‘people orientated’ person means that candidates may deflect fantastic roles because you as a recruiter, failed to spot that this person is a ‘people person.’

You’ve got to ask these questions – if you don’t, others will!
Taking time out to learn what questions to ask and what responses you get when you ask them to determine what ‘type’ a client or candidate is yields massive results.

As the saying goes ‘People buy from People’ and it’s down to you to make sure you can profile a person to sell opportunities to those people as they prefer to be sold to. Fortunately, that’s what we do at Mr Presenter so you can do this easily.

www.mrpresenter.com

CHAPTER 11

Cutting Ties

Trapped in a hellish prison of insomnia I battled through another night just tossing and turning. When I finally drifted into an exhausted coma resembling sleep, the same nightmare propelled me back into consciousness. I looked at the clock. Two hours had passed. That was hardly sufficient time to recharge my batteries. How much longer would this go on? It had got to the point where I didn’t even want to close my eyes because I’d only wake up in a cold sweat, weakened by the same anxious feelings pressing down on my chest.

Memories of the events leading up to this traumatised state replayed in my head, cruelly reigniting painful emotions and my darkest fears. Nothing could shift my thoughts away from the cause of my anguish. I lay awake contemplating the enormity of the mess I was in and considering all the options I could have taken, mentally kicking myself constantly. During the day I cried in frustration and disappointment and at night I lay awake. I was so tired… If only I could rewind my life by a year.

I didn’t regret doing Dragons’ Den; it had been a great oppor-tunity to gain investment. But the reason I did it was for help and moral support and the potential to leverage my product into their proven markets. I made it clear in my pitch that I only needed a modest amount of money and I certainly didn’t need a new business plan. I just wanted someone to help me make choices and decisions. More importantly, I craved encouragement and the knowledge that I wasn’t alone.

Let me be clear, the programme wasn’t the problem. The premise of this BBC series is that it offers participants a very real possi-bility of investment, guidance and support to take their product to the next level. Plus, in terms of advertising cost, the amount that would need to be spent to achieve the same amount of national exposure would run into tens of thousands. Viewers watch as the candidates stammer and sweat in the face of relentless scrutiny from a panel of investors because they know the rewards are worth it.

People who choose to enter the Dragons’ Den show, place their hopes and dreams openly on a plate and gamble with the chance of being publicly humiliated. They enter the den desperate for help, support and money. As for the promises that are made to the lucky few, it would be wonderful to think that the letdowns I have experienced are just a recent phenomenon and previous entrepreneurs have been more fortunate.

I reasoned that with such a large number of previous winners, the Dragons could no longer spare any time for their protégés in addition to running their own businesses and fulfilling their new roles as TV celebrities. Or perhaps the brutal truth was just that I had made a really bad choice. Whatever the reason, I had got myself into a huge mess and had to find a way out.

I requested a meeting with Kenny the following week. Just making that call gave me a sense of relief. At last, I’d made a commitment to address the issues that were destroying my passion, energy and will to continue. As I came off the phone I looked up at Pete who was working contently. He smiled sympathetically and asked, “Is that it?” He knew I had reached breaking point and things had to change. I could not pretend any more and told him how I felt.

A tale of personal strength and character, Mother of Invention is not to be missed! Visit http://motherofinventionbook.co.uk/

Here are four proven techniques that can double your customer base in four short weeks simply by generating leads and converting them into valued customers:

1) Cultivate Your Raving Fans

Raving fans are a tremendous source of new customers. If you make an effort to personalise every sale and give every customer the VIP treatment, you can build a customer base that become cheerleaders for your business. Raving fans can’t help but tell others about your service and products. These are your most prized customers and your investment in service should be based on the value they bring to your business, which can be exponential.

2) Create A Referral Program

Referrals are a natural way of growing your customer base, but do you go about generating referrals the right way? Aside from terrific value and customer service, do you offer customers who bring referrals to your business anything special for those referrals? It is important to always reward customer referrals. Most people wonder, “What’s in it for me?” when it comes to promoting someone else’s business, that’s why you have to make referring your business worth it to them. Gifts, closed door sales, special events or even discounts are all ways to keep the referrals coming.

3) Form Strategic Business Alliances

Partnering with other businesses that aren’t in direct competition with you is one of the easiest ways to grow your customer base. If you own a home decorating firm would partnering with someone who sells real estate make sense? Consider your business and other businesses that share your views and philosophies, but sell a different product. How could access to their customers grow your business? Customers trust businesses that have shown their loyalty and will be inclined to follow their recommendations. Why do you think corporate sponsorship is so big these days? When you build strong alliances with other businesses that share your philosophy, you create a win-win situation for everyone involved, including the customer.

4) Build a Trained and Skilled Workforce

A team that is empowered and has a sense of ownership can boost your customer base dramatically. Remember, your team comes into contact with people both in and out of work every day. Every one of those interactions can be a marketing opportunity for your business. Your responsibility is to teach your team the skills they need to promote your business to everybody they come in contact with. To do this, your team needs your attention, guidance, and training, and don’t forget about your team’s bottom line either. They will need to be incentivised to do the job properly.

If you make these investments, you’ll find your team will do a better job at converting prospects into sales, building your customer base.

Are you free on the evening of Tuesday 5th October? If so, don’t miss seeing the world’s number one business coach Brad Sugars who is presenting in Leeds that evening.

The event itself is free provided you use the following code YKLKACU008 which is good for you and 3 guests to attend.

Visit http://www.businessisboomingemea.com/ for more details and to book.

Whilst in work on the Saturday (19/06) after the horrendous showing on the Friday night, I was looking through the reports from the game on the various football websites and came across this post from lesduffym in response to a BBC blog from Phil McNulty.

For those of you who are not interested in football, England drew 0-0 with the relative minnow of Algeria. The result was not the best, but the performance was absolutely dire and this was the post from lesduffym:

This quote from PoolHall Junkies comes to mind:

“You watch those nature documentaries on the cable? You see the one about lions? You got this lion. He’s the king of the jungle, huge mane out to here. He’s laying under a tree, in the middle of Africa. He’s so big, it’s so hot. He doesn’t want to move. Now the little lions come, they start messing with him. Biting his tail, biting his ears. He doesn’t do anything.

“The lioness, she starts messing with him. Coming over, making trouble. Still nothing. Now the other animals, they notice this. They start to move in.

“The jackals; hyenas. They’re barking at him, laughing at him. They nip his toes, and eat the food that’s in his domain. They do this, then they get closer and closer, bolder and bolder.

“Till one day, that lion gets up and tears the shit out of everybody. Runs like the wind, eats everything in his path. Cause every once in a while, the lion has to show the jackals, who he is. “

In our case, there are 3 lions, and I think that we may see them show everyone how good we really are on Wednesday.

I reckon this post can be related to biz as maybe one day, if people start taking the piss, you might just have to show them who you really are.

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Networkers look for opportunities for those they LIKE, KNOW & TRUST.

Networkers don’t look out for people they think are idiots.

“I NEED bigger businesses”
No, no you don’t. When I hear that I, I ask the question, are you a bigger business? If the answer is no, then what right have you got to demand. At seminars I’ve said “will all the smaller businesses please piss off, so Mr X can network with the bigger business.” Empty rooms do not make for great networking opportunities.

“There is no one here I can sell to”
Well done, you are right, no one goes to a network to buy. But often networkers do…
The key here is BUY. Not sell.

It’s not just about the people you are sat in front of; it’s all the people they each know. How do you access someone’s personal network? By being trusted and you don’t build trust up in networking circles selling.

“There is already someone in my profession there, what’s the point”
Defeatist attitudes.. geez. This is like saying you have no USP. Nothing, that sets you apart from others in the same profession. . People buy from people before they buy products and services and you owe it to your business to know EXACTLY why someone should deal with you.

“I know everyone already”
That is a bit like saying I’ve read the newspapers. Things change. Think about that, one day to the next, each of those people “you know already” have met other people, encountered new opportunities, met new people since they last met. On top of that, I often find out new stuff about people that I’ve known for months or years. New stuff that can lead to opportunities for both of us.

“Can I see the attendees’ lists before I attend”
No, what possible advantage is there for all the attendees? None. People who ask this have preconceived ideas about the ‘value’ of each profession, business or trade. Everyone has value, everyone. Remember it’s not just the person sat in front of you but the people they know as well. The most successful networkers I know let people come to them, rather than choosing who they want to speak to. Don’t look at people with £notes over their heads, everyone has value.

“I don’t have enough time to network”
Really so why are you here now? Unless you are writing business every hour of the day, you have time to network. You’ll likely find more support if you admitted you are struggling in your business and the reality is that you can’t afford to. If that is, as i find it often the case, what is your alternative and more cost effective route to market?

“How can I help you?”
This is great when you know someone, but let’s be honest  you don’t ask people you trust “How can I help you?” You just do it. It pisses me off when you get divvy “trained networkers” as part of their ‘referral strategy’ asking this, one minute after they just met you.

You can help me by pissing off and stop asking daft disingenuous questions as part of your referral strategy, when you are not actually bothered about the answer.

The key message to this blog,  is when networking have an open mind. Seriously, I see so many people torpedo potential business and relationships by being idiots and saying daft things like those listed above.

If networking is not working for you. Ask yourself a question. Are you guilty of saying things like the above?

If after that, the next and probably most crucial question is “What bit of you talking to people, isn’t working?”

A basic cornerstone of successful networking is to avoid being the idiot that everyone avoids.

Networking doesn’t revolve around you, it revolves around people.

Brad Burton is Managing Director of 4Networking

www.4networking.biz

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The purpose of these is to ask the delegates what they want covering relating to blockages they have in their businesses then deliver a seminar that answers their questions by the speakers constructing their presentations on what the audience want covering.

The whole aim of them is that as they are bespoke to the audience and as the delegates (business owners) actually dictate the topics covered on the day, everyone involved knows that the session is relevant to them and their business.

We are currently running two in July & August for South Yorkshire companies.

Carl Hopkins (www.kloog.co.uk):
4N Barnsley Ramada Encore Hotel: Tuesday 20th July (20 – 25 delegates)

Nicky Pattinson (www.hiyaitsnicky.com):
4N Sheffield Hillsborough: Wednesday 4th August (20-25 delegates)

Workshop Programme:
0800 – 1000: 4N Breakfast Meet
1030 – 1130: Session 1
1145 – 1300: Session 2
1300 – 1330: Lunch & Networking

The aim of these workshops, funded through the region’s Top Team Workshop Programme is to offer a strategic review of your business. Consisting of a half day session with around 30 delegates in each session, Carl and Nicky will cover topics including:

•    Identifying your key challenges
•    Main priorities for the business and identify barriers
•    Developing strategies to address those barriers
•    Finding the kind of resources needed to succeed
•    Identifying changes needed to ensure future success
•    Assisting managers to maximise performance
•    Developing staff if required and creating a realistic action plan to take the business forward

Both Carl and Nicky’s ‘day jobs’ are assisting businesses in strategic growth through sales, marketing, customer interaction and procedures so this is an excellent opportunity to gain advice specific to your business. We are limiting the number of delegates in order for all present to gain the maximum with regard to their business.

TO BOOK:
Contact Danny Matharu on 07904 – 873 202 or email danny (at) hillrich.co.uk

How Does it Work?
These workshops are built to be bespoke to the audience in the sense that the delegates outline the topics to be covered on the day. This will be in the form of a couple of questions which we will then pass onto Carl and/or Nicky so they can pitch their presentations and offer strategies specific to the 30 or so businesses.

With this, Carl and Nicky can offer examples and advice based on businesses present and therefore delegates take away tangibles that are relevant and achievable – things that can be implemented into your business from leaving the seminar which will make an immediate impact.

Carl and Nicky will be present during the lunchtime networking session to answer any specific queries on a one-to-one basis.

Price:
The funding for these allows the cost per seminar to be brought down to just £39.00 +VAT per delegate! Generally this would cost upwards of £200.00 per delegate. Each delegate simply has to supply information about their business beforehand for the Funders’ criteria e.g. location, sector etc.

Also included in the price is:
•    4N Breakfast
•    Lunch
•    Tea/Coffee throughout the morning
•    Excellent networking opportunities with specific networking times outside the presentations

TO BOOK:
Contact Danny Matharu on 07904 – 873 202 or email danny (at) hillrich.co.uk

Unfortunately, these seminars are only available to businesses based in South Yorkshire.

Here’s a snapshot of the workshops we ran in Huddersfield with Carl and Nicky:

Hillrich Carl Hopkins Seminar 08/12/09 – Fantastic Media Suite, Galpharm Stadium, Huddersfield

Click on the image to be directed to the Flickr presentation.

Hillrich Nicky Pattinson Seminar 15/12/09 – Fantastic Media Suite, Galpharm Stadium, Huddersfield

Click on the image to be directed to the Flickr presentation.

Nicky Pattinson for Hillrich – Galpharm Stadium December 2009

And here’s what the delegates said about them:
. . . . . . . . . .
Hi Danny

Brilliant Nicky Pattinson seminar yesterday – the organisation was absolutely brilliant – well done!

David Broadhead
Partners in Management
. . . . . . . . . .
Hi Danny

Today was simply amazing, ran like clockwork, an absolutely perfect event without one single flaw…you make it look so very very easy…

CONGRATULATIONS!!!!!!!!!

Mandy Barwick
Heritage Group
. . . . . . . . . .
Danny

Thanks again for today – brilliant!  The morning was really well organised – as usual – and of course, it was a pleasure to sit and listen to Nicky again.

Martin Bown
Management Accounting Services
. . . . . . . . . .
Morning Danny

Just like to say THANKS VERY MUCH for a really informative, relaxing and sharply delivered event on Tuesday.

The organisation and facilities, down to every detail were perfect. We just had to turn up and take it all in!

The wealth of information that was delivered in Carl’s inimitable ’straight talking’ way was hugely helpful in many areas. Also, being a small company, it was definitely ‘therapeutic’ to hear some similar problems and issues voiced and solved in such a relaxing and intimate setting.

I have to admit that I don’t attend many network/seminar events and I’ve come away with a real purpose to attend more.

Your event was the yard stick Danny – so I reckon other peoples need to be shit hot!

Danny Bulmer
date of birth
. . . . . . . . . .

TO BOOK:
Contact Danny Matharu on 07904 – 873 202 or email danny (at) hillrich.co.uk

M.R – “When it comes to something like business tips you want tools that you can easily learn and immediately use”

T.Q – “That’s really important that you can use these tips right away isn’t it.”

4). Get in rapport
The ability to create a ‘connection’ with another person and develop rapport heightens the strength of the relationship with the other person. Pay attention to the other person’s behaviours, movements, voice speed, tonality, hand gestures. By mirroring their ‘patterns’ you create an environment where a person accepts that you are ‘similar’ to them and ‘connects with you’.

5). Use pacing statements to create more ‘connection’
“As you’re reading these tips, (Yep), taking on board the information, (OK), digesting it in your mind, (aha), you might begin to think about the next meeting you are going to and how by using these techniques you might get a different result!”

By making statements that a person can’t disagree with you are plugging them into your communication. “Yep, OK, aha, mmm”

6). Use language that offers options
Could you be interested? Would you be interested if..? Might you be happy to move forwards….? I’m not telling you, I’m just asking if you might/could/would be?

Suggestive language gets you your true response as the decision is made by the person.

7). Heighten your level of ‘awareness‘
Did the other person just ‘move’ or frown or look as if they were about to say something? If you assess the non-verbal movements of your prospects whilst communicating to them you’ll get a good idea of whether or not your information was received as it was intended. Non-verbal movements from another can mean that they need clarification or have a question.

8). Matching of patterns
Ever been with someone who looks at you one minute, then looks away, then back again, and away again, then…… Are they rude? NO! It’s another pattern of theirs so ‘match’ it. It’s how they communicate and how they preferred to be communicated to!

9). Understand the other person’s needs and values
Whatever the statement made by the person, there’s a reason they’ve asked it and its important! Only by asking “Why is that important to you?” can you begin to understand the ‘driver’ behind the statement. This is the real reason they said what they said!

10). Re-cap, Re-cap & Re-cap
“So. You started reading at the top of the page, have taken in the information, learned or confirmed a few things and maybe now could be a good time to go out there and start using these tips to give you the edge in your meetings.” Just like ‘pacing statements’ re-capping not only re-confirms what has happened, it re-plugs the person back into your communication loop.

Their attention is now back on you.

These tips were brought to you by Nick Hill, Director and Trainer at Binary Vision, Leeds, UK.

nickhill (at) binaryvision-nlp (dot) co (dot) uk

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When in Sales:

Do:
•    find out what the customer wants and expects – LISTEN!
•    identify the key message you want to convey. This may change during the course of your conversation with the prospect
•    establish supporting points to anything you say and a logical reply to any objections/questions making sure that you address each point raised by the prospect in the order they were raised
•    make your key points three times – in the introduction, the body of the presentation and in the conclusion
•    prepare notes
•    rehearse and if possible, listen to yourself when ‘selling’
•    be confident in most importantly you and your knowledge of your company/product/service and the results the prospect will get from being involved in your company/product/service.

Don’t:
•    overcomplicate and confuse your offering
•    read directly from a script

Quick Reminders:

Basic Sales Tips:
•    A ‘No’ is only a ‘No not today’. Nothing is terminal in sales.
•    Become a consultative seller
•    Build long-term relationships
•    Don’t be an order taker
•    Questions, Questions, Questions!

Planning:
•    KISS – Keep It Simple Stupid
•    Invest in yourself – you are the greatest of all investments
•    Look, speak, act and most importantly think like a professional salesperson
•    Record and analyse your sales performance on a daily, weekly and monthly basis

Important Extras:
•    It is desire and not ability that determines success
•    Set your personal goals both in and out of the working environment
•    Plan your day before you come into work
•    Be enthusiastic!

Time Management:
•    Make a ‘To Do’ list every night and review it at the end of the day
•    DO IT (whatever it is) NOW!

Finding Business:
•    Referrals are excellent leads – “Do you know anyone else who may be interested in …..” (i.e. your company/product/service)

Getting Business:
•    Always have one goal in mind
•    People buy from people – it is the oldest adage but there is none more true: become a people expert
•    Get yourself accepted
•    Main rule – ASK QUESTIONS and make sure that they are one’s that lead to your company’s proposal/USP’s etc.
•    Link features to benefits and sell the benefits
•    Don’t just talk – show and demonstrate
•    Don’t knock any competition
•    Always assume that the prospect will buy
•    Be a good news carrier – always have some good news for your client
•    Sell with enthusiasm – it is infectious and irresistible

The Close:
•    Don’t be weak – develop a killer instinct. All clients have pride, or greed or fear of loss, or all three!
•    Begin with a close – “How would you like all of Yorkshire to know of your service?”
•    Understand the importance of the close – You either sell or get sold – either way, both win or both lose!
•    Go for a decision – Yes or No – never a maybe
•    Ask for the order – it will be expected of you by the prospect
•    Learn not to fear asking for the order – It is a “no” before you have asked
•    When you ask the right questions, closing is automatic
•    People actually like being sold to well and respect those who are passionate, enthusiastic and knowledgeable about the product they are selling.

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1. Physical Set Up
Create a stance from which you feel comfortable and confident. Make adjustments to feet, shoulder, hands and head position until you feel ‘in the right frame of mind’ to deliver.

2. Use of non-verbal communication
Your personal communication is in the majority non-verbal. Be animated yet not over animated. Marking out items in spatial locations makes it easy to identify with what you are discussing.

3. Maintain eye contact
Maintaining eye contact enhances your connection with your audience. For those taking their first steps to mastery, commit to looking at the audience hairline before committing to making progression towards full eye contact.

4. Develop a language style that paints pictures
Scale up your language! Are you dynamic, very dynamic, extremely dynamic? Makes a difference doesn’t it?

5. Utilisation of floor space
Moving around the floor, especially closer to your audience, brings them closer to you and enhances the connection further. Be aware that excessive movement causes distraction in some instances.

6. The power of a ……… ‘pause’
When presenting the important facts or asking rhetorical questions give your audience time to absorb your points. Pausing also gives you chance to assess how your information was received. Did they nod in agreement or do you need to prepare for a question?

7. Become a vocal chameleon
Ever witnessed one of the ‘monotone’ presentations. Don’t fall into the same bracket! Use your voice range to add auditory interest to your delivery. A huge part of communication is ‘tonality’ so it’s there to be utilised.

8. Highlight key words and phrases
Mark out the important words and phrases in your delivery with a different voice tone or non-verbal cue to “put those words in italics” for your audience. Let your passion shine through and create the believability factor.

9. Re-cap, Re-cap and Re-cap
Re-capping the important points re-emphasises those points in the minds of your audience. Re-capping also allows your audience to re-connect with you as you ‘pace’ them into a series of statements they cannot disagree with. We covered ‘x’, discussed ‘y’ and spoke about ‘z’. Re-cap to re-connect your audience.

10. Prepare for the possible and control the controllable
What could possibly go wrong? What factors are in and out of your control? Think about it and mentally deal with it before the day so nothing can effect your performance!

Nick Hill is Managing Director at Binary Vision NLP

nickhill (at) binaryvision (dash) nlp (dot) com www.binaryvision-nlp.com

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Again, this is just cut and pasted from the training document. It is said that asking the right questions is one of the keys to being a success at selling. You will see on reading this post that there are only three closed questions in the whole section. The rest of them can only really be answered by going into some form of detail i.e. not a ‘Yes’ or ‘No’ answer.

I am not saying that these are the ONLY questions that should be asked. We had loads and generally, one question leads to another and only by REALLY listening to your prospect can you know what to ask next.

What is your main objective?
When you understand what the prospect is trying to achieve, you can match our product(s) with their intent.

How do you plan to achieve that goal?
This question will reveal their plans for the organisation/product. DreamStart and it features/benefits may already fit into your prospect’s plan. If so, they will close themselves.

What is the biggest problem you currently face?
If you can help your prospect solve their biggest problem you will be a big hero.

• “Our sales team can’t seem to get through gate-keepers”
• “No-one really knows about us”
• “Our brand isn’t strong enough”
• “We need to announce a new product/branch/board member/manager/brand design.”
  

Where is the prospect currently spending their marketing money and what are its strengths and weaknesses? These following three questions should be used together:

1) What are you doing currently to deal with this – OR – What are you using now?
This question tells you what they’re buying now and from whom and for how much, telling you both the need and the budget.

2) What do you like the most about it?
This question reveals their base buying criteria. Any replacement should be at least equivalent in these areas to be considered by the prospect.

3) What do you like the least about it?
This question tells you where any competitor is vulnerable.

Because you can offer them a product which exceeds everything they like the most as well as being able to fix everything they like the least, the client NOW has justification to CHANGE or incorporate DreamStart into their budgets.

What kind of budget are working within?
If so it should be revealed in this question.

Is there anything I’ve overlooked?
This gives you a chance to tie up any loose ends.

Are there any questions you’d like to ask?
Encourage the client to get all questions answered here and now.

Who else besides yourself, will be involved in the decision making process?
Always make sure you are pitching to the DM. It’s wasted breath if you try and close them if they are not, because whoever you are pitching to won’t sell it to the DM as good as you. By all means keep them in the loop, as they will become an ally, and may even have an influence on the DM.

On a scale of one to ten, how confident do you feel about DreamStart?

What would it take to get up to ten?
This two-part question will reveal what else, if anything you will have to match or provide.
If they say, “8,” then say, “What would it take to get to a 9?”
If they say, “10,” then get out the order form!

They may mention price – don’t defend it – explain the benefits.

They may mention target market – If so, proceed with, “We’ll target whomever you want” etc.

Once you have overcome the 8 or got to the 10, pop out the order form!

Once the order form is signed then ask:

Is there anything else you’d like me to take care of?
This could open up any other training or recruitment work they may need help with.

Generally, no sale is made without any objections and these will be covered next.

Next post – Part III: Objections, Objections, Objections.

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