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Dear Colleague, Though the NBA season is complete, I am still relishing the world championship victory of my home town San Antonio Spurs. In this issue, I am going to use a basketball analogy to help you increase your sales and closing ratios. The best big man in professional basketball is two-time MVP, Tim Duncan. In basketball lingo, he is known as a "pivot man". In simple terms, most of the scoring action for the Spurs is based on his ability to "pivot" with the ball. When he receives the ball, he makes a decision to "pivot" to the basket, "pivot" to pass the ball, or "pivot" to take a shot. Got it? When working with a prospect or client, you are in control of the "sales ball". You can direct the sale and go on the offensive with just one simple question, the "Pivot Question". With this one elementary question, you can make any number of choices to gather more information about your prospect's needs and mindset. With the "Pivot Question", you will know precisely what you must do to sell your project or service. With the "Pivot Question", you will set your prospect on a course to actually help you sell to them. You have go to be getting impatient right now. What is the "Pivot Question"? It is very simple, but first you have to set it up. Once you think you have gathered lots of information about the needs, wants and desires of your prospect, get ready to serve up the "Pivot Question". You will only ask this question once you have established plenty of trust and respect with your prospect. Here it goes. The ball now comes into your section of the proverbial sales court and you ask your prospect..."What is MOST important to you in this project?" Notice where the emphasis is in that question. "Most" important. Not a little important. Not relatively important. Not pretty important. The question is...MOST Important. It seems so simple, so elementary, so no brainerish that you may not even think it is a relevant question. But stop for a moment Mr. or Ms. Stubborn Sales Professional and access what a question of this sort implies. 1. It implies that you care enough about your prospect to have the presence of mind to ask "What is most important"? 2. It signifies that you are on a search and discovery mission to find out what you have to do to serve your prospect. 3. It illustrates that you are not just pigeon holing your prospect into an "everyday" mold. You want to customize your approach for them. 4. It validates your prospect as someone to be listened to and that their input is extremely valuable in this relationship. 5. It gives you specific information that you can use to craft your sales presentation. (That converts to sales, folks.) 6. It gives your prospect an opportunity to clarify in their own mind what they want from you and why they want it. 7. It gives you even more time to listen to your prospect. (Oh, did I fail to mention that the most successful sales professionals in the world are also the best listeners in the world?) 8. It helps you stay on track for what is really important with your customer, thereby cutting out the senseless "sales speak" that most sales people succumb to. 9. And finally, it helps you...Yes, make more sales because you care. What a concept! For the next ten days, conduct your own experiment. Ask the "Pivot Question", "What is MOST important to you? Listen intently and you will discover that most prospects do not value a cheap price as much as you might like to think. Other "MOST Important" concerns will surface like quality, timeliness, communication, an easy relationship and professionalism. When your prospect answers the "Pivot Question", craft your sales presentation, pricing and customer service around the answer. Great sales success to you. Paul Montelongo PS. Need personalized assistance to keep your selling funnel greased? Check out my entrepreneurial coaching program. You can create unstoppable momentum by receiving regular customized coaching for your business and personal life. You can preview the entire program here: http://www.contractorofchoice.com/html/coaching_program.htm#invite PSS. Do you want to discover the secrets of selling the way your customer wants to buy? Learn about different personality styles and how to sell to those styles and your sales will soar. You can preview a Special Report on this subject here: http://www.contractorofchoice.com/html/book_how_to_sell.htm
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July 11, 2003
"America's Construction Industry Motivator" Watch for more information about the Annual Contractor Academy in San Antonio, Texas
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