I ran a private client VIP day with a new client in Sydney on Friday.
In the session something really
interesting happened that I wanted to share with you.
These guys had a really important presentation
they were doing with a massive client while I was
in the session with them.
This deal with this client was literally going
to transform their business.
Anyway, in the session we ran before their call
we were talking about the idea of calibrating
with your client when you are presenting
your recommendation.
The idea that if you don’t calibrate by regularly
checking in with them, noticing subtle changes in
energy and dealing with these changes as they come
up, they can literally become blockages to your
deal being accepted.
A slight doubt or a point that hasn’t been properly
clarified, left unresolved can literally go from
being a spec of dust to a massive bolder in the
mind of your buyer and can stop a sale dead in it’s
tracks.
So the time soon came for the call to happen and
about half way through the call, there was a point
that was a little fuzzy with the client.
So, my client, instead of doing what they would normally
have done and simply kept on going, leaving the point
unresolved – leapt into action and dealt with the
point fully then re-calibrated with the client
to check that they were now clear and happy to move on.
The result was incredible – by the end of the call the
client was literally trying to see how fast they could
get started with the project.
This is such an important part of presenting a solution
to a client but one that many sales people blow really
badly.
So the action step for you on this is this …
1. For a start never just email a quote – you are leaving yourself
open to all sorts of miscommunication and missing a
golden opportunity to add value
2. When you are presenting a solution to a client, never
move on with a presentation until all concerns or unresolved
loops in your clients mind have been dealt with.
The idea that if you don’t calibrate by regularly
checking in with them, noticing subtle changes in
energy and dealing with these changes as they come
up, they can literally become blockages to your
deal being accepted.
A slight doubt or a point that hasn’t been properly
clarified, left unresolved can literally go from
being a spec of dust to a massive bolder in the
mind of your buyer and can stop a sale dead in it’s
tracks.
So the time soon came for the call to happen and
about half way through the call, there was a point
that was a little fuzzy with the client.
So, my client, instead of doing what they would normally
have done and simply kept on going, leaving the point
unresolved – leapt into action and dealt with the
point fully then re-calibrated with the client
to check that they were now clear and happy to move on.
The result was incredible – by the end of the call the
client was literally trying to see how fast they could
get started with the project.
This is such an important part of presenting a solution
to a client but one that many sales people blow really
badly.
So the action step for you on this is this …
1. For a start never just email a quote – you are leaving yourself
open to all sorts of miscommunication and missing a
golden opportunity to add value
2. When you are presenting a solution to a client, never
move on with a presentation until all concerns or unresolved
loops in your clients mind have been dealt with.
