Is your sales process too complicated?

The confused mind doesn’t buy…

When I was young in the business, I asked a successful advisor if I could buy him breakfast. I asked him about his method of selling and he described it as BSBB!

I frowned at the acronym, and he said “You know what BS is, don’t you?” I nodded and he said, “The rest stands for Baffles Brains”.?

He said “I talk fast, talk over peoples’ heads, use terms they don’t know and confuse them until they say, “Fine, just tell me what to do!””

I was appalled. I would never think to do that. Watch this video to see what I?have?done for several decades. There is a little surprise at the end of the video.

I love the Message – Model – Mechanics process.

First, you need to determine the priority area of concern. Notice I didn’t say products areas, but rather?priority?areas of concern.

I used self-discovery questionnaires that helped people identify their “present negatives” that they were aware they needed to fix, or just realized now that they needed to resolve.??

With this approach I was clear on their priority areas of concern in less than 10 minutes. More importantly, my prospective clients could easily identify their discussion priorities.??

The biggest areas might be financial development, retirement planning or estate planning to use a few common descriptions.?

Then I focused on my Message, my Model and then the Mechanics relative to that topic. I have also used this approach with talks, workshops, webinars and articles. It is simple, clear and helps people “get” what they need to know.?

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