Oren Klaff On Keeping Your Position When Selling
I got this e-mail from Oren Klaff. Oren is a sales trainers and the author of Pitch Anything.. I think you can use the lesson here when cold calling, presenting, or closing. Here it is...
-------------------
You're really going to like this dealmaking "script".
I think it can 2X your revenue and you can even start it using today.
Here's where it came from -
You know the actor Shia Labeouf? He and I were in the lobby of the Mondrian hotel in LA when out of nowhere he started yelling at the desk clerk, "WTF how did you even get this job?!"
He was really unloading on the woman.
"Take it easy," I said.
I instantly felt bad for that poor woman.
Who knows what she did to ruffle his feathers.
Probably gave him regular water instead of FIJI water, but the point is:
This kind of situation has to do with POWER.
You would only treat someone this way if you felt you had power over them.
Who has power and who doesn't will decide the fate of every deal.
And if you give away your power (or don't have it in the first place), your deal is doomed to fail.
Most people give away their power at the start of a meeting with attention seeking behavior.
For example, have you ever asked
"So, any plans for the weekend?"
"How's the weather out there?"
"Are you watching the World Cup?"
These kind of statements are an attempt to gain rapport, and receive validation. They start the call incorrectly.
Back in the hotel, Labouef perceived that he had the power because he was the buyer. He knew that the hotel wanted to keep his business, which gave him "the right" to complain about whatever he wanted in any manner he deemed fit.
Further, he knew the employee had no authority, and, therefore, no recourse but to endure his rant.
Buyers perceive that they have all he power. SO they believe they're entitled to be as difficult or unprofessional with you as they deem fit.
In other words, they feel justified about their bad behavior, whether it's:
• Blowing off calls without notice.
• Ignoring your timely and professional communication.
• Backing out of a deal at the last minute.
"What can be done?" you might be thinking. It's just the way sales work, buyers have all the power, right?
No, they don't.
A LOT can be done to keep the power you have and gain more along the way.
In this email, I'll to show you a technique to take control of any sale from the get-go.
Below is the script I mentioned, but it starts with knowing this -
At the beginning of the sales call, do away with small talk. No weather, sports, politics, plans for the weekend, etc.
Instead, say:
"Wow, we are so busy right now, [I'm trying to hire two assistants right now to keep up, we're completely booked through July.]"
Then, state clearly "this such-and-such very positive thing just happened..." [eg. Microsoft just made us an approved partner]
"And I wasn't expecting it, but this other good thing happened ..." [Our blog hit 80,000 users]
Then say something self-deprecating (and humorous if possible), for example, "I'm just an engineering geek, I love playing chess and video games so it's a little weird to have all this going on, I'm not used to it..."
Now, move to the business at hand, "Truth is, I'm very interested in your account, it seems like a perfect fit for us, but I have a few concerns about you too, a few things I read online, which I want to talk about on this call."
This script is decievingly simple. But now, the call is set up correctly and you can start your presentation.
Why does this work?
The buyer understands clearly:
• You are busy.
• Your company is succeeding and growing.
• You want the account and are willing to work for it.
• You are humble but hungry.
• BUT, you aren't needy and you're not going to chase a weak account.
• You're not chasing the account, and right now they can't even buy from you because you have some concerns that need to get cleared up.
This kind of set-up is not bragging or acting like a big shot, it won't make you sound like Rosanne or Dennis Rodman.
Instead, you'll be perceived as a professional, experienced and straight shooting executive.
Most importantly, you'll be in control and have all the power you need to get their attention and manage the call.
I learned this method from an executive who is on the staff at Harvard University and has a net worth of $50 million.
If he does it this way, so can you.
Having this strategy under your belt gives you an advantage from the first word.
The method I outlined above is golden. And it's honest.
Use this script consistently and your revenue can pop 2X.
-----------------------------------------------
There it is. Klaff spends his time selling large deals to large companies. But I think we can learn something from different mind sets...different approaches.Opinions? Suggestions?
-------------------
You're really going to like this dealmaking "script".
I think it can 2X your revenue and you can even start it using today.
Here's where it came from -
You know the actor Shia Labeouf? He and I were in the lobby of the Mondrian hotel in LA when out of nowhere he started yelling at the desk clerk, "WTF how did you even get this job?!"
He was really unloading on the woman.
"Take it easy," I said.
I instantly felt bad for that poor woman.
Who knows what she did to ruffle his feathers.
Probably gave him regular water instead of FIJI water, but the point is:
This kind of situation has to do with POWER.
You would only treat someone this way if you felt you had power over them.
Who has power and who doesn't will decide the fate of every deal.
And if you give away your power (or don't have it in the first place), your deal is doomed to fail.
Most people give away their power at the start of a meeting with attention seeking behavior.
For example, have you ever asked
"So, any plans for the weekend?"
"How's the weather out there?"
"Are you watching the World Cup?"
These kind of statements are an attempt to gain rapport, and receive validation. They start the call incorrectly.
Back in the hotel, Labouef perceived that he had the power because he was the buyer. He knew that the hotel wanted to keep his business, which gave him "the right" to complain about whatever he wanted in any manner he deemed fit.
Further, he knew the employee had no authority, and, therefore, no recourse but to endure his rant.
Buyers perceive that they have all he power. SO they believe they're entitled to be as difficult or unprofessional with you as they deem fit.
In other words, they feel justified about their bad behavior, whether it's:
• Blowing off calls without notice.
• Ignoring your timely and professional communication.
• Backing out of a deal at the last minute.
"What can be done?" you might be thinking. It's just the way sales work, buyers have all the power, right?
No, they don't.
A LOT can be done to keep the power you have and gain more along the way.
In this email, I'll to show you a technique to take control of any sale from the get-go.
Below is the script I mentioned, but it starts with knowing this -
At the beginning of the sales call, do away with small talk. No weather, sports, politics, plans for the weekend, etc.
Instead, say:
"Wow, we are so busy right now, [I'm trying to hire two assistants right now to keep up, we're completely booked through July.]"
Then, state clearly "this such-and-such very positive thing just happened..." [eg. Microsoft just made us an approved partner]
"And I wasn't expecting it, but this other good thing happened ..." [Our blog hit 80,000 users]
Then say something self-deprecating (and humorous if possible), for example, "I'm just an engineering geek, I love playing chess and video games so it's a little weird to have all this going on, I'm not used to it..."
Now, move to the business at hand, "Truth is, I'm very interested in your account, it seems like a perfect fit for us, but I have a few concerns about you too, a few things I read online, which I want to talk about on this call."
This script is decievingly simple. But now, the call is set up correctly and you can start your presentation.
Why does this work?
The buyer understands clearly:
• You are busy.
• Your company is succeeding and growing.
• You want the account and are willing to work for it.
• You are humble but hungry.
• BUT, you aren't needy and you're not going to chase a weak account.
• You're not chasing the account, and right now they can't even buy from you because you have some concerns that need to get cleared up.
This kind of set-up is not bragging or acting like a big shot, it won't make you sound like Rosanne or Dennis Rodman.
Instead, you'll be perceived as a professional, experienced and straight shooting executive.
Most importantly, you'll be in control and have all the power you need to get their attention and manage the call.
I learned this method from an executive who is on the staff at Harvard University and has a net worth of $50 million.
If he does it this way, so can you.
Having this strategy under your belt gives you an advantage from the first word.
The method I outlined above is golden. And it's honest.
Use this script consistently and your revenue can pop 2X.
-----------------------------------------------
There it is. Klaff spends his time selling large deals to large companies. But I think we can learn something from different mind sets...different approaches.Opinions? Suggestions?
Making Calls To Sell Something? What are you actually saying?
Is there any room for improvement? Want to find out?
Making Calls To Sell Something? What are you actually saying?
Is there any room for improvement? Want to find out?
What if they're not stars? What if they are holes poked in the top of a container so we can breath?
"He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.
What if they're not stars? What if they are holes poked in the top of a container so we can breath?
How to start an "Embarrassing Health Problem" E-product Business: Free Guide
"He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.
"He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.
"He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.