A 3 Day Sales Training Course in less than 30 seconds...
How do you sell? What methodology are you using?
There's Solution Selling, SPIN Selling, Sandler Selling, Value Selling, Executive Selling, The Challenger Sale, Miller Heiman, you name it, they're out there. And they all have logos, images, sheets, pictures, and a bunch of "stuff" to help you remember all the steps it takes to get the deal.
Let me net this out for you.
You gotta problem, you gotta any money, do you want to fix it?
That's it. 3 days in 30 seconds.
Listen, when it comes to talking about the problems of the customer, I don't care what you call it; the issue, pending event, challenge, objective, boo-boo, ouchee, ...at the end of the day, "You gotta problem?"
Number 2 - We can call it budget, resources, financial allocation, legal tender, coinage, jack, scratch, cold hard cash, (Actually, there are 821 ways to say the word, "Money."), net effect, "Do you have any money?"
Finally, the third step, do you want to fix it? You do? Great. What's your process, I'll tell you ours, and if it's a fit, great. If not, that's good too.
Boom! That's it. A 3-day class in 30 seconds.
Don't overcomplicate it!
Founder at Ann Amato~ MyCoachingCouch.com
6 年This quick sales training is perfect. As a Life Coach it can be challenging to approach the sales aspect of what how to solidify the coach /client relationship and ALL it's wonder not to mention VALUE. However this bottom line approach is tremendously helpful. It speak to my natural organic approach. Thanks
"My work is done. Why wait?"
7 年Brilliant! (Oh, & no "buzz-word bingo")
Great stuff as always!
Sales at Dream Finders Homes
7 年Hey John, another great nugget thank you. Anyone who has been lucky enough to spend some time learning your techniques knows the value and high level of ROI you represent. A selfish request, please stop sharing these while you are driving; the possibility of you getting in a crash could lessen my future earning. Cheers
Data & AI Software @IBM
7 年Love it! John Costigan's methodology helped me BIG over the years. As Einstein said: "the definition of genius is taking the complex and making it simple". John Costigan is brilliant.