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#21
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Originally Posted by Thomas
This might sound cold but my number 1 intent is figuring out if they are serious and qualified.  | Ah, but are you a rubber or steal hammer??? 
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#22
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Originally Posted by job ready strategist
Ah, but are you a rubber or steal hammer??? | I don't get it. 
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#23
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Originally Posted by Thomas
I don't get it. | It's about approach, type and style of salesmanship. 
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#24
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Originally Posted by job ready strategist
It's about approach, type and style of salesmanship. | What are the traits of the rubber and steel hammer approach’s?
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#25
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| rubber vs. steel hammers in selling
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Originally Posted by Snowman
What are the traits of the rubber and steel hammer approach’s?
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“Are you a rubber or steal hammer?” I puzzled over that question, and finally decided that “rubber hammers” try to get close to customers and “steal” hammers just take from them. 
“Rubber vs. steel” is easier. We’re all making this up, of course, but it seems to me that a “rubber hammer” bounces, and a “steel hammer” smashes. Unless I’m in a tough negotiation with an unethical party on the other side, I leave my steel hammer in the tool box when working with customers. (In negotiations, sometimes you have to “beat” the other side in to working collaboratively towards a win/win goal – the only really sensible outcome.) But it’s hard to see what value I’d get from beating on customers.
A rubber hammer would seem to be better. It bounces, and doesn’t damage what it hits so much. But why use a hammer at all? By analogy, I’ve been restoring the 1730’s house JoAnn and I live in for 20 years (ugh!) and was always a hammer guy, good old 20 oz. long shaft steel framing hammer, nicely-balanced wooden-handled 16 oz. − when I was driving nails (“If your only tool’s a hammer…”). Then a buddy showed up with a power nailer. Instead of Tap. WHAM! WHAM! WHAM! just pfffht pfffht. The hammers sit in the barn now, unless I’m working on furniture or hanging a picture.
When we talk at customers, we’re always using a hammer − rubber or steel. Asking questions and conversing with customers is more like a nailer – a power tool.
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#26
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Originally Posted by Snowman
What are the traits of the rubber and steel hammer approach’s?
| Rubber Hammer:
Establish rapport thru commonality
Establish need
Have understanding, patience, and tolerance
Putting the client first
Listen to hear
Hear to listen
Leaving the door slightly ajar
A real desire to do the right thing for the right reason
Steel Hammer:
In your face
If you don’t buy now
No problem, absolutely, you’re the boss/man
I wouldn’t do this for anyone else
Have I got a deal for you?
You don’t want this; you want that, don’t you?
What do you mean you have to think about?
Trust me…etc
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#27
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Originally Posted by tom behr
“Are you a rubber or steal hammer?” I puzzled over that question, and finally decided that “rubber hammers” try to get close to customers and “steal” hammers just take from them.
“Rubber vs. steel” is easier. We’re all making this up, of course, but it seems to me that a “rubber hammer” bounces, and a “steel hammer” smashes. Unless I’m in a tough negotiation with an unethical party on the other side, I leave my steel hammer in the tool box when working with customers. (In negotiations, sometimes you have to “beat” the other side in to working collaboratively towards a win/win goal – the only really sensible outcome.) But it’s hard to see what value I’d get from beating on customers.
A rubber hammer would seem to be better. It bounces, and doesn’t damage what it hits so much. But why use a hammer at all? By analogy, I’ve been restoring the 1730’s house JoAnn and I live in for 20 years (ugh!) and was always a hammer guy, good old 20 oz. long shaft steel framing hammer, nicely-balanced wooden-handled 16 oz. − when I was driving nails (“If your only tool’s a hammer…”). Then a buddy showed up with a power nailer. Instead of Tap. WHAM! WHAM! WHAM! just pfffht pfffht. The hammers sit in the barn now, unless I’m working on furniture or hanging a picture.
When we talk at customers, we’re always using a hammer − rubber or steel. Asking questions and conversing with customers is more like a nailer – a power tool.
| well said
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#28
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Ok, I see where you’re both coming from and there’s one thing I’d like to add.
To a hammer EVERYTHING looks like a nail.
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#29
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Originally Posted by Snowman
Ok, I see where you’re both coming from and there’s one thing I’d like to add.
To a hammer EVERYTHING looks like a nail.
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But not every nail is the same.
Not every nail serves the same purpose.
And, one size nail doesn't fit all...
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#30
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When we set up appointments with prospects, we qualify them for the following.
1. An hour of uninterrupted time – sometimes longer.
2. The purpose of the meeting – to determine whether we have a mutually acceptable basis for doing business.
3. Determine what they want to accomplish and whether they will spend within a reasonable price range to get it done.
4. Agree on buying intentions – if we can meet their conditions of satisfaction, they will commit to going forward toward the purchase from us.
When we first meet the prospect(s) we do the following steps.
1. Confirm the rules of engagement, above.
2. Determine whether we can have an immediate relationship of mutual trust and respect.
3. Learn exactly how they do business and who has final buying authority.
4. Get agreement to deal with everyone involved in the buying decision.
That is the first half of the High Probability Selling process.
Contrary to popular opinion:
Most prospects do not buy from the salesperson they like best;
Demonstrating a sincere intention of learning the prospects needs and solving their problems does very little to establish trust or respect.
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