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. The process point. This is where everybody likes to go when they want sales training… give me tricks and tips and snappy clothes and one liners that are supposed to make someone that didn't even wanna let you in the office, fall in love and hand you a purchase order inside of 30 seconds or less. Frankly, that ain't never gonna 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.
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 always managed the 4 keys in relationships.
You've got to understand that not all people are the same and the person they're not mostly going to be like is you. So you 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 and take the surprises out of what's gonna happen when this process of two people sitting down having a business conversation begins. So set the rules, understand that if you don't tell them you expected a decision you're probably not gonna 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 is 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 real 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're convinced it was going to be B. Get your discovery, your diagnostic tools refined, rehearsed and understood why each step matters.
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, and presentation and negotiation and outperform your competition. Collect your decisions sooner and quicker than you ever thought it would go. Thanks for your time and attention, have another great weekend, we'll see you out there in a week, take care.
