Got this email last week…
Hi Dov,
All the best for 2015 – may the road rise up to meet you and the wind always be at your back.
Your programs “How to Elegantly Control Your Next Sales Conversation” and “Your Marketing Helium” web workshop have pretty much set me up for life.
It’s almost uncanny how I close every client I choose to have.
I no longer seem limited by my lack of ability to sell, just by the “how big do you want to grow” limits I’m still trying to figure out for myself.
As with everything in life, overcoming one challenge reveals another … in my particular case, right now, is to figure out how to take what I do, and turn that into an offering that doesn’t make me endlessly busy.
It’s really a head space thing – it normally is.
Bradley Schmidt
When it comes to sales, people tend to go to extremes.
Most just wing it. They sorta, kinda know what they’re going to say. But only sorta, kinda.
Their sales conversations are fluid. Flows a bit here and flows a bit there. Until the prospect just drips out through the cracks between your fingers.
Others create tedious, fake-feeling sales scripts. These are rigid. Inflexible.
This happens when someone tells you “This is how you do it” and you’re doing your best to follow along.
But they never taught you the thinking behind the scripts. They never taught you to see beyond what your prospect says to what he or she means. They never taught you that sales is leadership – not a game of whack-a-mole.
So you respond with another rote line.
Until your prospects asks for a brochure, a quote or a proposal – and you never hear from them again.
Then there are the masters. They make it look easy. Sales for them is just another conversation. Except their conversations end with money changing hands.
What does the master understand that most never grasp?
The master understands that every sales conversation is controlled by an underlying structure. That there are a small number of questions your ideal client needs answered. And they must be answered in the right order. (Human psychology – not some sales guru – dictate these questions and the order.)
He also understands how to hear not just what they say but what they mean.
How to lead your prospect so that they share more and more with you – sharing things they wouldn’t usually talk about.
And as they do, they walk themselves closer and closer to wanting to work with you.
Bradley learned how to do all these things from my program called “How to Elegantly Control Your Next Sales Conversation.”
And it’s why he moved from worrying about getting plenty of ideal clients – to worrying about growth.
Dov Gordon
PS – If your conversations or strategy sessions with prospects ‘get away’ from you, and you have questions about this program, hit reply and I’ll be happy to answer your questions.
