Know What Your Prospect Is Thinking And Give Yourself An Edge
Wouldn’t it be nice to get inside your prospect’s head – know his personality type and all the right things to say? Well you can, and this interview is going to tell you how. In it, you’ll meet Dave Mattson, a vice president at the Sandler Sales Institute. Dave is going to talk about a psychology-based model for sales training that can really give your consulting business that key strategic advantage it may need.
According to Dave, there are four basic personality types. And while most people identify with two or three, there’s usually a dominant style. If you find out which one of those styles your prospect strongly resembles, you’ll know how to structure your meetings and sales pitches more effectively. So in this audio, Dave gives descriptions of each personality type along with questions you can ask your prospect that will help you determine where he fits into the model.
You’ll also hear…
√ A no-pressure cold calling script that will land you 7 out of 10 appointments
√ How to befriend gatekeepers so they’ll want to help you get through to the decision makers
√ The importance of fitting into your prospect’s culture and how to “match and mirror” so that you do
√ How understanding the difference between identity and role will help you handle stress, adversity and rejection better
√ What Dave means by a “monkey’s paw” and how to use it to get the reputation for getting results
√ Why if you hear “send me literature” during a cold call, you know you’ve failed – and ways to avoid getting that response
√ Why you should only be lightly qualifying most prospects before a face-to-face appointment and some great ways to do that
√ And much more…
Psychology is a powerful tool. The more you know about a person or situation, the bigger the advantage you’re going to have. And these tried-and-true techniques will help you analyze your prospects, get into their heads and know exactly what’s going to work best for them. Enjoy. Part two is one full our of Dave answering all kinds of questions regarding the sales profession. Enjoy.
For more information, go to http://www.hardtofindseminars.com.
The Kevin Fort Project Part One
Kevin Fort is a fairly new HMA Consultant who I recently called just to see how he was doing and if there was anything I could do to assist him in gearing up for success. I found that, in fact, things were really starting to pick up for Kevin and this was great news!
He had hired a part time telemarketer for a short time to help him to find some prospects that he could follow-up with. I was really impressed with his description of the training program he developed to familiarize his employee with the HMA System and telemarketing in general. It was very thorough and I think that any new HMA Consultant would be interested in Kevin’s methodology. We also discuss a very valuable service that Kevin could subscribe to which would allow him to track and monitor his telemarketer’s activities. This is a good investment for any business that uses telemarketers to generate prospects.
Since Kevin is beginning to meet with prospects to do Opportunity Analyses, he had some questions about how Richard’s total exponential growth examples are calculated and could be explained.
After we had some fun figuring out Richard’s example calculation of exponential growth, I told Kevin about the fantastic sales tool for HMA Consultants that is currently available online.
If you go to http://www.hardtofindseminars.com/Advertising-Secrets.html, you can view an extensive 60-minute presentation of the HMA System that I developed using a role-playing exercise with Richard. In my conversation with Kevin, I explained to him how I could have this presentation customized for him (or any HMA Consultant) at no cost.
Having this all-inclusive presentation customized for you and your business, you can use it in meetings with prospects – or especially if you are talking to a prospect over the phone and want to use the presentation to explain the HMA System and how it can grow any business. Let the presentation make the sale!
Kevin’s positive attitude and excitement about the HMA System will rub off on you so have fun as you listen to this conversation and keep me posted with your success!
For more information, go to http://www.hardtofindseminars.com/audioclips.htm.
The Seminar The Results – Part Two
This interview with Kevin occurred shortly after he began growing his HMA consulting business. Kevin held his first seminar at a local hotel. You will hear how he prepared for his presentation, what media his presentation consisted of, and what Kevin’s end goal of the seminar was – namely to set up Opportunity Analyses with each of the attendees.
Although only a small number of people attended the seminar, a high percentage of the attendees scheduled an Opportunity Analysis with him.
We talk about a few of Kevin’s prospective clients and the reasons that they chose to have Kevin do an Opportunity Analysis with them. You’ll hear how Kevin was able to uncover some of the hidden marketing assets that these prospects had.
Kevin’s experience so far is that it is relatively easy to get a business owner to agree to an Opportunity Analysis. The problem that he needed help with was that, although the prospect may be very interested, once Kevin discusses his fees, most prospects say that they couldn’t afford his services.
Listen to my suggestion that perhaps Kevin was not “closing the deal” all the way though the Opportunity Analysis phase. Kevin thought that might be part of the problem and we discuss ways to do this more effectively.
We talk about one prospect, a chiropractor, in great detail. This gentleman has some great hidden marketing assets and appears to be interested enough in the HMA system that he may become Kevin’s first client. Listen to my suggestions on how Kevin could close the deal by negotiating different types of contingency plans so that payment for Kevin’s services would not be so painful for the client. You’ll also hear some other ideas that I offer with regard to direct mail marketing letters that may entice this prospect to sign with Kevin.
This is a great interview for new HMA consultants. You will hear some of the common problems that you may face as well as some creative solutions to these problems so you can close those deals.
For more information, go to http://www.hardtofindseminars.com/audioclips.htm.
