Intention is powerful. We must also learn to use it properly. I like to give you all real life examples of what I experience as a person who solves the problems of small to medium sized businesses. Realistically, when is the last time you received a bail-out from the government? I'll give you a hint; never. So, we must learn to survive, stay afloat, grow and develop on our own.
Over the last 8 years, I have studied sales strategies, sales methods, and ever "sales secrets." I came to the realization that a business cannot exist without sales. So, we must learn the aspect of sales, study the sales process, and become effective in our efforts to sell our products and services.
Now that we know this is all about sales. Let's move on. Simply speaking with people until they buy seems like a strategy that is similar to throwing darts. If you're in the sales game, it is far from shooting darts. Humans are emotional creatures driven by habits, desires, and demands. If we simply treat them as proverbial darts in our metaphorical dartboard of commissions, then we're simply missing the point altogether.
The first topic I learned from the books I read. In all sales books dating from Tom Hopkins, Brian Tracy and even to Jeffrey Gittomer or Jordan Belfort ($8,000 Sales System). They all speak about the first step in sales, building rapport. Now, what does this typically look like? "Hi, Mr. Green. How is business? Sure is beautiful weather." All of this would not build any rapport with me, and in my experience does very little for the sale other than reduce your presentation time. If you know the individual, sure, speak about sports, weather, kids, last night's game, etc. Don't waste the prospects time. Rapport building when done incorrectly wastes the time of the prospect by forcing him/her to make small talk. I like to try a different approach, and it works.
THE POWER of INTENTION
This sounds very stick-up-ass-like, however it wastes absolutely zero time. Let me elaborate...
Instead walking into your sales meeting and asking, "Hi, Mr. Green. Are you enjoying the weather? What kinds of things are there to do in this town? How about them Vikings? " Unless you're in the business of weather, events/activities, or the Minnesota Vikings, you're better off keeping these topics at bay.
What happens if you throw away the 5 minutes of... blah, blah, blah... and replaced it with the following:
Hi, Mr. Green. My name is Curtis and I represent ABC Company, we help various businesses increase their sales by 22% and decrease marketing expenses by 35%. Now if I can prove that here today, I'll be asking for your business. Does that sound fair?
The power of stating your intentions is that you're not asking them for anything, you're simply stating the benefits of doing business with you, then informing them that you'll be asking for their business today.
BENEFITS OF STATING INTENTIONS
I really enjoy this technique I started using. It does a couple of things.
The Power of Intention is far greater than that of building rapport and tricking the prospecting into signing on the dotted line.
I had this experience today. I met with a prospect, I told them I was there to find out about their business and if I could prove to them how I could assist their business growth strategy and assist in their future developments that I would be asking for their business. They agreed that it was too early to make a decision, but they wanted to hear how I could assist them. We went into the presentation on level footing, and realized that I was there for one thing, to provide them a solution which included my products and services as well as earn their business.
A successful appointment doesn't include a conversation. Communication is critical for finding out their business challenges, business successes, and providing a solution that will minimize their challenges while helping them maximize on their successes.
Your Friend & Favorite Consultant
Optimize Business Solutions
Curtis DeCora is the Chief Executive Officer with Optimize Business Solutions and also a Senior Account Executive with Integra Business. The experience and expertise is backed by 8 years of B2B sales, starting 44 small businesses, and helping clients save an average of $9,381/year.