Hey everybody, Charlie Hauck, President, Founder, Lead Trainer at Growth Dynamics.
Hey, I want to finish up with this Fast Tip Friday that completes our Map to Success triangle: mindset, activity, process—M.A.P.
Let's talk about the third point of the triangle, and it's the process point.
This is where everybody likes to go when they want sales training. “Give me tricks and tips, and snappy closes, and one-liners that are supposed to make someone that didn't even want to let you in the office fall in love and hand you a purchase order inside of 30 seconds or less.”
Frankly, that’s never going to happen, and nobody has that kind of magic in their training arsenal.
You've got to have real focused discipline on how you operate as a business development professional, and we believe that the entire process has to be managed with structure and discipline so you can understand consistently why you succeeded—or why you didn't succeed—in getting the answer you'd like from the prospect.
So our process is always managed through four keys:
Relationship — you've got to understand that not all people are the same, and the person they're mostly not going to be like is you. So you've got to understand how to manage the relationship with people you aren't naturally aligned or comfortable with.
You've got to understand how to set the rules, take the surprises out of what's going to happen when this process of two people sitting down and having a business conversation begins. So set the rules. Understand that if you don't tell them you expect a decision, you're probably not going to get one. So set the expectations of why you're there, how it's going to happen, and what you expect before you leave.
Third: discovery. How do you diagnose and prescribe correctly if you don't get the right information? Your focused solution that you and your company think is better than anybody else's will be delivered with a really good chance that you missed the target, and nothing's more frustrating than doing a lot of work to find out that they wanted A, but you were convinced it was going to be B.
Get your discovery and your diagnostic tools refined, rehearsed, and understood—why each step matters.
And then lastly, understanding that presentation might be the least important step, but it can kill a great process if you don't do it correctly or you miss your target. And negotiating where you're not the only one that's making a concession can make you a lot of money every year if you're tough enough to execute it.
So from the process side, manage your relationship, your expectations, discovery, presentation, and negotiation, and outperform your competition.
Collect your decisions sooner and quicker than you ever thought could happen, and go make more money in less time and live your dream life because you're doing it.
Thanks for your time and attention. Have another great weekend. We'll see you out there in a week.
Take care.
