Think again…
Knowing what I am about to share could help you avoid disaster so have a quick read and save yourself the anguish
MYTH 1: – There is only 1 Decision Maker
Nope – especially with bigger sales you can have up to 3 decision makers – sure
there is the person who has final sign off but what happens before that ?
Other decision makers often include…
The User Buyer – this is the person who has to live with this decision
on a day to day basis – they control the practical aspects of the purchase
An example would be a warehouse manager in an IT software purchase or a
HR manager in a training investment purchase
The Technical buyer – this is the person that will make sure all the I’s are dotted and all the t’s are crossed. In a big tender type bid these people are typically in charge of the contracts
The Economic Buyer – this person’s sign off allows the purchase to take
place and gives the ultimate green light.
This could literally be hidden from your view. Your prospective client might have just gone with someone else and told you it came down to price but guess what ?
It came down to trust and all 3 buyers being enrolled in both you AND your solution
MYTH 2: – Rapport is no longer important in the sales process
Consider this: a CBS News / New York Times poll asked, “What percent of people in general are trustworthy?”
The answer: 30%. Pretty skeptical aren’t we, right?
Not necessarily. At the same time, the CBS News / New York Times poll
asked a similar group the same question, but with a slight difference. “What percent of people that you know are trustworthy?”
The answer: 70%.
That’s a huge difference. Goes to show you: when people get to know you and people get to like you, people begin to trust you.
And how to you create Trust ?
With Rapport
MYTH 3: Cold Calling Doesn’t work
Well I hate to tell you this but in a survey I recently did with my own list guess what ?
It was the number 2 highest used form of Lead Gen behind social media
Cold calling isn’t dead it just sucks to do.
In fact, if you’re in a service based business like coaching consulting mentoring or training and you’d like to learn a framework and
Better Way of getting the attention of your ideal clients
that doesn’t include cold calling or spending a truck load
on online advertising, I’m running a training next Monday on
just that – click here to register
in the meantime, have a great week
John Blake
