What Line are they in and how will your product/service IMPACT them
Jim Ryerson
Chief Acceleration Officer- People buy from those they LIKE, KNOW, and TRUST—behaviors you can learn. Start your journey today to master the art of being liked, known, and trusted with Sales Octane.
WHY
Back in the (60’s) there was a gameshow called What’s My Line where a panel of well known celebrities would be allowed to ask a contestant a series of Yes/No questions until they were able to determine what the person did. The SalesPRO does the same thing with all their contacts at a target account BECAUSE they need to know WHY and HOW the contact is involved in the decision.
WHAT
What does your client do, their LINE, and we don’t mean their title. The L.I.N.K. PROcess begins with LINE (watch Shot of Octane video 6 and video 21 for more). Earlier you included their title (newsletter from 11/17/17) and now you want to include what they do and how your product/service will IMPACT them. If you don’t know…put a “?”.
HOW
Ask! The only difference between the game show, What’s My Line and the SalesPRO is the SalesPRO only asks Open-Ended Questions (from the 12/16/16 newsletter). Two great questions to start the process are, “How will this purchase IMPACT you?” and “How will this purchase impact you PERSONALLY?”. People buy for personal and emotional reasons and then justify their decisions with facts and figures. If you don’t get to the personal and emotional IMPACT then you will be left selling on PRICE.
WHEN
Each time you meet with your target advance the level of information you have about each contact. The good news is you can ask others on the team about key contacts whom you’ve not met or can’t get in front of!
"Logic will never change emotion or perception."
~ Edward de Bono
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