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It’s late in the initial sales meeting. You’ve told the prospect about how your business was able to help a company that was in a situation very similar to the one your prospect is facing. You explained how the results you delivered were worth every penny of the investment. You’ve even helped to prospect to visualize how your products or services could help them overcome their own challenges. Now, it’s time to see just how serious they are about moving forward.
In this final installment of the Selling Through Storytelling series, host and business coach Tom Ryan explores the likely prospect responses to a narrative-based sales approach. Learn what reactions indicate that it’s time to move forward, and which suggest that it’s time to “cut bait” and move on. As always, Tom is joined by producer and co-host Jason Pyles.
Catch up with the previous Sales Through Storytelling segments: Part 1, Part 2, Part 3, Part 4, Part 5
• Show opening, and why Tom loves podcasting
• Recap of the sales storytelling series thus far (2:00)
• Tying client stories to prospect need (4:00)
• Unfair advantage as seen through a startup like VirtualJobShadow.com (5:00)
• Avoiding worthless answers from prospects (6:30)
• How to determine if the fit is weak, and when it’s time to cut bait (7:00)
• Determining the decision makers (8:30)
• How sales is like “boiling a frog” (9:30)
• Good and bad prospect responses to look for (11:00)
• Never miss the opportunity to get a referral from prospects (12:00)
• OK and “not sure” responses, and how to deal with them (12:30)
• Presenting “cost” as “investment” (14:30)
• “Is this return on investment compelling enough for us to invest any more of our time exploring this?” (16:30)
• How Tom’s approach is like the “Aikido of Sales” (18:00)
• Why derailed sales conversations indicate a misfit (20:00)
• The big disqualification mistake that many sales reps make (21:00)
• Sneak peek at upcoming Success In Business sales content (23:00)
• Sign off, and how to contact the show
Tweet Tom at: @TomRyanAVL
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