What's your intent?

Jacque-
Great points. In my own practice I find your initial qualifying questions #2 and #3 really powerful if they�re sincere. I tend to hold back until the face to face meeting for #4 in the top list so there�s been a little direct contact before I ask that question, but that�s just me. I�d agree that customers who have a hard time being clear and candid about your bottom four questions are basically disqualifying themselves.

Every time, bar none, I�ve been sloppy and skipped step #1 in your bottom list (Rules of engagement) I�ve paid for it down stream. I also ask �How will you know that we have a sufficient level of trust and mutual respect to allow us to work well together?�

I find the interesting qualifying conversations are when an otherwise promising customer says. �I can only give you a half hour� or �I have final buying authority.� (when you�re pretty sure the customer doesn�t.)

I also strongly concur with your final points about establishing trust and respect (although it�s not easy selling when the customer dislikes you.)

Quote:

Originally Posted by tom behr

Wrote in small part:
I also ask �How will you know that we have a sufficient level of trust and mutual respect to allow us to work well together?�

I find the interesting qualifying conversations are when an otherwise promising customer says. �I can only give you a half hour� or �I have final buying authority.� (when you�re pretty sure the customer doesn�t.)

I also strongly concur with your final points about establishing trust and respect (although it�s not easy selling when the customer dislikes you.)

Tom: The first question (above) seems to be a good one, but it is not; here's why. Trust and Respect are emotional responses to another person. Asking someone to set logical standards for their emotional judgments is counter-productive.

If you read the first several pages of the last chapter of our book, you will see an example of the "Trust and Respect Inquiry." It is all about emotional linkage; it is not about business. However, in about 15 minutes, it sets up the most powerful kind of business relationship.

Obviously, if the prospect immediately dislikes you, you will never get the chance to establish a relationship of mutual trust and respect.

Good points here from both Jacques and Tom

Quote:

Originally Posted by Snowman

When you first meet a customer, what is your number 1 intent in the first few minuets?

It is so important to get intention right... as I explain below, but in answer to the question, my number 1 intention is to do whatever I can to help them buy. My no 1 interest is that they buy the right thing.

Whatever a person�s intention it will come out in their behaviour, they can�t stop it. It�s a human thing and on the receiving end we will either pick up the intention either consciously or subconsciously. Have you ever been in conversation with someone and they are saying one thing and you just don�t believe them. It�s because they are not being congruent when they are delivering their message. They say one thing - the words and the rest of the message in terms of tone and non-verbal is not backing up what they are saying. If you are determined to sell to your customer then your behaviour will come across as such.

Young inexperienced males often go to night clubs to close deals!! If they have closing a deal on their mind too early in the evening then they will crash and burn - it will come out in their behaviour and the behaviour is inappropriate for that early in the evening. If you want to change your behaviour, change your intention. Don�t sell; rather help your customer to buy. If you truly believe that you are their to help your customer to buy and that means you walking away from the deal if it�s not appropriate for your customer - then you will come across as far more credible and trustworthy.

As they say, you only get one chance to make a first impression.

Not to be off-topic but have you ever intended one thing-like ordering at a restaurant, asked for another, and got what you originally intended?

Firstborder's focus on intention is an astute observation. His sales language is different from HPS, but his examples indicate that we are on the same page on this issue.

Quote:

Originally Posted by JacquesWerth

Firstborder's focus on intention is an astute observation. His sales language is different from HPS, but his examples indicate that we are on the same page on this issue.

Add my strong agreement to the others regarding Firstborder's spot-on comments on intention -- which explains why salespeople whose words say "I want to help you" and whose intention is "I want to make this sale!" "I need the money!" encounter so much resistance.

Since we talk to ourselves far more than we talk with customers, maybe the internal sales conversation is the one to get right first...

Quote:

Originally Posted by Calvin

Not to be off-topic but have you ever intended one thing-like ordering at a restaurant, asked for another, and got what you originally intended?

Intention come across.

Quote:

Originally Posted by tom behr

Add my strong agreement to the others regarding Firstborder's spot-on comments on intention -- which explains why salespeople whose words say "I want to help you" and whose intention is "I want to make this sale!" "I need the money!" encounter so much resistance.

Since we talk to ourselves far more than we talk with customers, maybe the internal sales conversation is the one to get right first...

Your intentions speak so loud I can't hear what you're saying.

What's your intent?

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