September 11, 2008, 8:03 AM
In life, on many different topics, we often ask and answer questions like: “when is this going to happen for me?” When we are young we might ask it about a love interest. For that matter we might ask that question at any age! When we are in college we might ask: “will I graduate?”, “when?”, “will I get that job?” After college and that first, second or perhaps on our third job we might ask: “when will I get that house?” And throughout life this goes on-and-on…
For those of us in sales there are three magic sales questions we are always looking to answer:
- Will this prospect buy anything?
- Will they buy from me?
- Will they buy now?
Just like with the above questions in life, many sales people work very hard to answer these questions. And some of the hardest working sales people, actually work very hard, because they haven’t found a good way to answer these three questions, on a consistent basis.
The key is to sell to Power. Who is Power? Well on a sale that requires multiple steps to close, Power is the person who owns the promises that will be made to get the project approved. Find Power, know the promises that are usually made to get a decision approved, and you will begin to unlock the key to knowing how to consistently answer our three magic questions. Now life’s questions…well those are a little harder 
.
September 8, 2008, 8:02 AM
Vormittag Associates, Inc.
A Leader in Enterprise Management Software
http://www.vai.net
Jeff Koser was recently featured as one of the keynote speakers at VAI Dealer Conference at the Venetian in Las Vegas on September 23, 2008.
Thank you to all the attendees for making this conference a success! And special thanks to VAI Inc.’s Bob Vormittag, Kevin Beasley, Lisa Visconti and others for insuring Selling to Zebras was so well received.
View the presentation Jeff delivered at the VAI Dealer Conference.
September 6, 2008, 8:02 AM
Digital Software Magazine
July/August Issue
See our ad in Digital Software Magazine July/August Issue! You won’t have to go far, just open the cover page! Download Digital Software Magazine July/August Issue or you can become a subscriber – click below:
http://www.softwaremag.com/
September 6, 2008, 8:01 AM
Read the review written by: Emerald Chien, Vistage Corporate Communications Intern
Emerald’s review of Selling to Zebras supports our position as the “THINKING MANS SALES GUIDES”
Click here to download the review: Emerald Chien Vistage – Book Review
September 5, 2008, 8:00 AM
I was listening to the latest podcast from Salesopedia featuring Jill Konrath. It was almost like listening to a female me. Not a mini-me, a female-me. The school of hard knocks often teaches the same lessons simultaneously. Kind of like the same invention happening oversees at the same time as in the U.S. with no apparent connection between the two. Perhaps the ethers connect us all…but that is a different topic. Speaking of knocks…knocking on every prospects door with equal vigor and enthusiasm proved vastly ineffective, not to mention expensive, for us. We discovered, like Jill, that the market has changed. What worked just a few short years ago no longer works. Sales is no longer a numbers game. Making 100 phone calls in an attempt to schedule 25 appoints, to do 12.5 surveys in the hopes of turning those into…well you get the idea. This activity management approach used to produce one sale. Today, this level of activity can result in a big fat 0.
How do you improve the odds? Focus is the key. How do you know you’re properly focused? When you know so much about your prospects, and their business issues, that they begin to say things like, “you have answers to questions we didn’t even know to ask”. When you hear that— you’re focused! Zebra.
Jeff
http://www.sellingtozebras.com/
