Expectation

Creating The Right Expectation:
Observation:
Having the pleasure to meet Miss Neuhauser from Blindkids.org today had given us the insight on what kids have to go through today to be able to cope with the real would. These kids either develop some form of degenerative eye disease or they are born blind. Miss Neuhauser specified that about 85% of our information that we take in is visual. Why do we highlight this?
85%:
If you are on the phone having a conversation with someone ready to close a $30 dollar sale to a multi-million dollar deal, you need to heighten all of your senses to make up for that loss percentage. The lack of visual sense does play a vital role with your selling(for those that deal with phone sales). Not to say that you won’t be standing in front of your client if the transaction is of a large capacity. But (and yes there is a but) if you are not able to meet with your client and you want to secure his/her commitment prior to close, you better believe that you need to be AWARE of all your senses when talking to your client.
Senses:
Take our Forensics approach to cold calling class. It covers cold/warm/hot leads as well as inbound and outbound calls. Increase your senses by knowing what to apply. Yes you have experience in sales we understand that but(yes another one) how does your book of business look like for the last 3 years? Plateau anyone??? Education+Information+Application= Transformation.
Yes or No:
Are you creating the right expectation for your client? Either a “Yes” or “No” well if you are not confident in answering that question then you know you have a lot more to work on.
Scripting:
How does this create the right expectation? Well here is the second point that Miss Neuhauser spoke about today, “Scripting” she had stated that the parents had to learn how to script to their child for then to experience the world.
Example 1: Mom and child are at a railroad crossing, the mom tells her child about how the train is passing and to counts the cars passing by for fun(we get this probably because it’s more common). What would you say or do to the child that was not able to see?
Example 2: Mom tells her visually impaired child, do you hear the train coming? It’s getting louder, now do you hear the clicks of the wheels passing those represent the cars passing by, now do you hear how the train is getting farther away? That is the train leaving and going off into the distance.
Why:
The idea behind this is to guide our prospective client in the path, what is going on(train coming=sale transaction) each car that is passing by(deal transaction flow)where the process of the sale is going and how its going. Counting each item off your list to get to the last cart(equals a closed business). You are creating the right expectation with your client by informing him/her your plan of action. Each time there is a locomotive that passes you are telling your client what is going on, and you are doing it together. You need to pick up that phone when he/she calls they have questions that needs to be answered. Even if you don’t have an update, tell them what’s going on. They will appreciate you more than if they have to keep calling you.
You:
You are the expectation, you are the reason why the deal is on your desk to begin with.
VIP’s