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STOP!!! TRYING TO GET MARRIED ON THE FIRST DATE

Updated: Jun 17

Become the Hunted; Not the Hunter & EXPLODE YOUR SALES!


I find it so amusing how many sales reps try to get married on the first date. You would never do this in your personal life, so why on god’s green earth would you want to do it in your professional life?

There is no doubt, that there are times when you must ask for the sale in order to get the sale…BUT when you ask and how you ask are the key determining factors to actually getting the sale and building a sustainable relationship with your referral sources.

Why do so many choose to hunt?

The answer is so simple…because we do not know what else to do but we DO KNOW THAT WE NEED that sale, so WE can achieve OUR goals; Simply puts self-preservation and a lack of the HOW TO’s.

What if, instead of hunting all the time, we became the hunted?

There is no doubt, that there are times when you must ask for the sale in order to get the sale…BUT when you ask and how you ask are the key determining factors to actually getting the sale and building a sustainable relationship with your referral sources.

What if, instead of fielding compliant calls from our referral sources, they were calling us to help them solve their problems?

When is the last time your doctor called you and told you that you were going to be sick tomorrow and you need to come to the office for a visit?

When is the last time your lawyer called you to come to their office? NEVER!!!

They don’t have to hunt. We chase them because we perceive them as being the expert and we trust that they are experts; and we are willing to pay big money and wait in the waiting room for hours just to see them. Who else can get away with this and still grow a business?

In order to comprehend this dynamic, and learn how to apply this to your benefit, we must first understand how it came about.

Americans are ATTRACTED to knowledge. We LOVE knowledge. We respect those that we perceive as knowledgeable and we will PAY for knowledge. In fact, Americans pay $10 BILLION a year on self-improvement, and that market is expected to grow to $13.2 BILLION, that’s BILLIONS with a B, by 2022.

And, Americans LOVE TO BUY.

In fact, the average American will spend a whopping $143,000 over their lifetime to treat themselves, BUT and this is a HUGE BUT, they are more likely to feel guilty about spending on material goods than on EXPERIENCES!!!

Before we go on, let me share with you my strong belief. Selling is both an ART and a SCIENCE and if you choose to ignore or fail to understand this, then you are bound for failure.

The emotional intelligence side of the equation is about the art of selling. Knowing who your audience is, knowing what their needs are, knowing how to ask for the sale; without actually having to ask for the sale.

It is true, Americans LOVE to buy, but they will only buy because of their needs; not yours. They simply do not care that you NEED the sale to hit quota. They do not care that you need the sale to keep your job. They just do not care what your needs are.

But they absolutely, positively care about what your solutions can do for them!

People buy based on emotion and they justify their purchase with logic.

Those who are selling products or product specs are trying to sell with logic. They reality is NO ONE is buying your urinary catheter because it is made from PVC or Latex.

They care about ease of use. They care if it will hurt. They care about size and if they can discreetly carry this product on them. They care if it will cause an allergic reaction.

THEN they will justify how great the product is on our environment or how much of your profits you donate to great causes.

We chase them because we perceive them as being the expert and we trust that they are experts, And we are willing to pay big money and wait in the waiting room for hours just to see them. Who else can get away with this and still grow a business?

Regarding the art side of the success equation, there are 5 KEYS TO SUCCESS that I firmly believe in and have proven to be wildly successful out in the field and in the operations centers that I have led.

1. Give before asking. Don’t try getting married on the first date. Build a lasting and trusting relationship

2. Be the expert; knowledge is king. Knowledge is the magnet that attracts

3. Do exactly what you say you would do or do not say it

4. Take ownership of your success, your failures, and your areas of opportunity

5. Know Your Audience; Share solutions to their needs and build value. No one cares how much you know until they know how much you care.

On the science side of the success equation, you MUST HAVE A CUSTOMIZED PLAN FOR SUCCESS that takes into account your reality inventory and identifies and plans for the course of action. Those who fail are those who fail to plan, and there is really no excuse whatsoever for this.

A customized success plan will provide you with the pathway to success. To YOUR success. It will provide you with the EXACT how to’s to achieving your success. It will breed confidence in you because you will, perhaps for the first time ever, now be able to SEE AND BELIEVE that you can achieve your goals. Confidence, knowledge, and a sustainable and effective plan will ultimately have your referral sources SEEING AND BELIEVING that you are the expert…and will lead to you becoming the HUNTED!

The leadership team at Boost Advisory Group has been training the art of sales, creating customized success plans for both inside and outside sales reps, and has been assisting hundreds to exceed their goals.

Call us today at 888-304-2480 to discuss how we can help you.



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Boost Advisory Group are experts in DME consulting, DME revenue optimization, Brightree consulting and optimization, DME business process outsourcing, Medicare TPE, RAC, and UPIC audit response services, executive coaching, operational development, Analytics and reporting optimization to improve topline and bottom line. We are experts in helping our clients grow their business by reaching operational and financial excellence.

Boost Advisory Group is an independent company that is not associated, or affiliated, with Brightree ® or any software provider and therefore our clients can leverage our deep industry knowledge without bias, so they can receive a fair and objective advantage.

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