Letting Your Prospect Tailor Your Presentation For More Sales (Maybe Many More)

Originally Posted by Wonderboy Internet, bookstores, talking with people. Constantly checking.

You might be looking in all the wrong places. Did you ever read the research by Huthwaite that Calvin brought up?

Originally Posted by Wonderboy Not to be irritating, but rebuttals are not the way to go (some repliers seem to misunderstand what I mean by rebutting which is simply anything said by a rep to change a prospect's mind after the offer is declined - some prospects get irritated enough to hang up the phone in your face if you attempt to say anything else under these circumstances).

That isn't irritating to me. That's just common sense.

Originally Posted by Wonderboy My system is the most flexible one around letting prospects controll the conversation to help in their decision making...

Compared to what other systems?

Originally Posted by Liberty You might be looking in all the wrong places. Did you ever read the research by Huthwaite that Calvin brought up? That isn't irritating to me. That's just common sense. Compared to what other systems?

Compared with any you can imagine or know about (it's so basic that it covers all of oral selling). I have a logical reason for saying so (the only thing I will say is it works with the brain on a deeper level). Still, as powerful as it is, other ways of improving exist, but it makes a great starting point for selling (I've already compared with Jacque Werth's system which is more limited than mine as far as applications go - just Google to see).

Originally Posted by Wonderboy (I've already compared with Jacque Werth's system which is more limited than mine as far as applications go - just Google to see).

Without giving away the farm Jacques has done a decent job of explaining, providing research data, and giving examples of how his system (High Probability Selling) works. The same can be said of Sharon Drew Morgen (Buying Facilitation) and Neil Rackham (SPIN Selling).

So far you haven't explained your system, provided research data, or given examples of how your system works. However, you have mentioned on numerous occassions how great your system is compared to other systems you've seen.

Will you step up like Jacques, Sharon Drew, and Neil have and provide this information or will you continue to be vague?

Originally Posted by Liberty Without giving away the farm Jacques has done a decent job of explaining, providing research data, and giving examples of how his system (High Probability Selling) works. The same can be said of Sharon Drew Morgen (Buying Facilitation) and Neil Rackham (SPIN Selling). So far you haven't explained your system, provided research data, or given examples of how your system works. However, you have mentioned on numerous occassions how great your system is compared to other systems you've seen. Will you step up like Jacques, Sharon Drew, and Neil have and provide this information or will you continue to be vague?

If I were able to patent it (even then, Coca Cola TM has kept their formula a trade secret last time I checked). I plan on doing it, but this may open a Pandora's box - plenty of good mixed with undesirable effects such as loss of jobs and monopolies may result
(this is worth a separate discussion).

Originally Posted by Wonderboy If I were able to patent it (even then, Coca Cola TM has kept their formula a trade secret last time I checked). I plan on doing it, but this may open a Pandora's box - plenty of good mixed with undesirable effects such as loss of jobs and monopolies may result (this is worth a separate discussion).

Are you familiar with the term "Vaporware"?

Wonderboy,

You might want to do a little research in the areas of neuro-linguistics, psycholinguistics, or just basic linguistics. The area of communication, verbal interaction and reception/cognition have been extensively researched--and are being researched--by scientists from many disciplines from both hard and soft sciences. Their findings are being applied throughout business, including sales.

Google "neuro-linguistics and sales" and you get about 55,000 hits. Ignore the NLP stuff which is quasi-linguistics based and you still have tens of thousands of hits. Google "linguistics and sales" and you'll find more places with information.

A good basic place to start might be Steve Martin's (not that Steve Martin), Heavy Hitter Selling (John Wiley and Sons, 2006).

Originally Posted by Liberty Are you familiar with the term "Vaporware"?

I've devoted years to my research and study. You may be interested in knowing that the education field already employs the concept to a very limited extent (the entertainment industry also uses it successfully to what extent I don't know, sorry). I've tested it out successfully through others (to preserve the secret, I've mixed in other things to confuse my test group - only one failure due to sabotage on the part of the testee who didn't present at all as she thought it was very funny).

"Vaporware." I have overwhelming evidence, direct and indirect, to back me up (I've estimated about 95% of the reps can benefit).

I've said that jobs can be lost due to this system (process is a better description). In customer service, staffing often depends on call volume. What happens when the call volume goes down which can result from satisfying the customers? I already know that my process works very well in this area as well. I've already cost people jobs (how many I don't know) when my sales manager said,
"...you sell so well, I don't need to hire anyone else."

"Vaporware." I haven't made any explicit promises on this website to anyone. Plus I haven't sold my knowledge to anyone yet.

To mention, many ramifications exist with this process and I'm sure there are others that haven't come to mind yet.

Originally Posted by pmccord Wonderboy, You might want to do a little research in the areas of neuro-linguistics, psycholinguistics, or just basic linguistics. The area of communication, verbal interaction and reception/cognition have been extensively researched--and are being researched--by scientists from many disciplines from both hard and soft sciences. Their findings are being applied throughout business, including sales. Google "neuro-linguistics and sales" and you get about 55,000 hits. Ignore the NLP stuff which is quasi-linguistics based and you still have tens of thousands of hits. Google "linguistics and sales" and you'll find more places with information. A good basic place to start might be Steve Martin's (not that Steve Martin), Heavy Hitter Selling (John Wiley and Sons, 2006).

I'll check it out.

In my humble opinion, every interaction must have personal value to your prospect, client, etc.

There's no such thing as a canned demo, an email template or sales pitch. If a client or prospect spends enough time with me to understand thier needs, I would be embarassed to give them the same experience as everyone else.

I also have found it useful to ask the primary contact how they would like me to format the meeting/presentation so that each of the stakeholders they have invited to attend (and put thier own reputation on the line in the process) will get value out of having attended.

Just my two cents.

Justyn

Originally Posted by Gunner I agree with you Calvin

I second that